A global Cloud Service Provider wanted to revamp their partnership strategy based on the requirements and preferences of its Global System Integrator partners. To do this, the hyperscaler needed to understand the competitive landscape and strategy of its key partner accounts.
Zinnov conducted two activities to conduct deep dives and build a matrix to identify top GSI accounts.
Activity 1: GSI Deep Dives:
• Zinnov studied outsourcing activities of priority GSI accounts and calculated the spending on each of the outsourced workloads
• We also created different performance views of the GSIs mapped and the types of core technologies required.
Activity 2: GSI Matrix
• Zinnov analyzed 225 GSI accounts across parameters including actual contract value, headcount, number of workloads, and the deployment model.
• Further, we collated the cumulative scoring, and picked the top 3 GSI accounts across the client’s focus segments which are Applications, Infrastructure, Security, AI, Analytics, and Databases.
We enabled our clients to align their growth strategies to that of their partner GSIs by gaining an understanding of the competitive landscape and identify opportunities to drive preference (to and through-partner) for the Cloud service. The Identification of the top 3 GSI accounts across segments helped the client align their growth and partnership initiatives based on the strategies of these priority accounts.