INTRODUCTION TO WORKING WITH GLOBAL SYSTEM INTEGRATORS (GSIs)

Formation créée le 13/12/2025. Dernière mise à jour le 17/12/2025.
Version du programme : 1

Type de formation

E-learning

Durée de formation

2 heures (0.5 jour)

Accessibilité

Oui

Financement Fundae

Formation finançable Fundae

INTRODUCTION TO WORKING WITH GLOBAL SYSTEM INTEGRATORS (GSIs)


Global System Integrators (GSIs) are the architects, trusted advisors, and executors of the world’s largest digital transformation projects. This training is dedicated to equipping our Go-to-Market teams with the strategic understanding needed to transition from a traditional vendor-supplier relationship to a strategic, services-led partnership with these global powerhouses. The Core GSI Mindset is based on one principle: The GSI's primary revenue driver is services (implementation, integration, and managed services), not software resale. Your ultimate goal is to position our product as the essential platform that enables the GSI to deliver faster, more profitable, and more scalable service engagements to their Fortune 500 clients.

Objectifs de la formation

  • Upon completion of this program, learners will master the key elements of GSI partnership and be able to: Understanding Influence: Identify and win over the key GSI personas (especially Practice Leads and Solution Architects) who prescribe technology to clients. The Joint Value Proposition (JVP): Develop a clear, mutual business case focused on how our combined solution increases the GSI’s services revenue and client success. Co-Selling for Scale: Execute high-impact, repeatable co-selling motions to achieve exponential enterprise scale. Ecosystem Synergy: Effectively position our solution within the dynamic GSI-Hyperscaler-ISV "Triangle of Power".

Profil des bénéficiaires

Pour qui
  • Software companies
  • Companies from the Manufacturing sector
  • Companies from the Pharmaceutical sector
Prérequis
  • Learners should possess a foundational understanding of enterprise B2B sales cycles and basic knowledge of our company’s product line, licensing structure, and core value proposition.
  • Target Audience: Go-to-Market teams, including Channel Account Managers, Partner Development Managers, Enterprise Sales Executives, and Global Alliance Leads. Experience Level: Mid-to-senior level professionals responsible for strategic account management, business development, or alliance management.

Contenu de la formation

Module 1: Strategic Foundation: Mindset, Influence, and Value Creation
  • Lesson 1.1: The GSI Ecosystem: Business Models, Influence, and Core Motivation
  • Lesson 1.2: Mastering the Services-Led Joint Value Proposition (JVP)
  • Lesson 1.3: Winning the GSI Persona: The Critical Influencers
Module 2: GSI Enablement, Engagement, and Co-Selling
  • Lesson 2.1: Building the Relationship: Targeting, Entry Points, and Governance
  • Lesson 2.2: GSI Enablement: Training, Certification, and Sales Playbooks
  • Lesson 2.3: Driving Go-to-Market (GTM) & Measuring Success
Module 3: Ecosystem Synergy, Co-Innovation, and Future Growth
  • Lesson 3.1: The GSI-Hyperscaler-ISV Triangle: Optimizing the Multi-Party JVP
  • Lesson 3.2: Co-Innovation: Moving Beyond Implementation to Joint IP Development
  • Lesson 3.3: Advanced Trends: GenAI, Edge Computing, and Global Expansion
Module 4: Joint Marketing and Thought Leadership
  • Lesson 4.1: Strategic Co-Marketing: Brand Influence and Services-Centric Messaging
  • Lesson 4.2: High-Impact Activities: Executive Roundtables and Client Success Stories
  • Lesson 4.3: Global Visibility: Sponsoring Events and Thought Leadership

Équipe pédagogique

Our founder, Thomas Dussarrat is a visionary with two decades of go-to-market experience in the software industry, facilitating the localization of go-to-market motions from North America to Western Europe. Thomas isn't just a Senior Consultant; he's an orchestrator, an artisan of go-to-market motions. Thomas's core belief? Your partners are the vital "glue" connecting you directly to your ICPs in your market. His mindset empowers leaders to embrace an "orchestrator" mindset, moving beyond direct sales to strategically build a robust Customer Partner Experience (CPX). VIVA GTM® delivers actionable training and consulting bundles to forge an agile, company-wide "Partners Ecosystem" culture. This ensures every department truly values and actively collaborates with partners, guaranteeing a seamless, exceptional customer experience.

Modalités de certification

Modalité d'obtention
  • To obtain the "MASTERING ECOSYSTEM ORCHESTRATED SALES" certification, participants are required to: Have completed the three trainings in the bundle (INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES FOR GTM PRACTITIONER, INTRODUCTION TO ECOSYSTEM ORCHESTRATED SALES FOR GTM LEADER, and MASTERING ECOSYSTEM ORCHESTRATED SALES). Pass a final quiz for each of the three trainings with a minimum score of 80%. The training aims to build a resilient and adaptive global GTM machine that can thrive amid evolving market dynamics. Pre- and post-learning assessments are designed to measure the impact of the training on a participant's understanding and confidence.

Délai d'accès

4 semaines

Accessibilité

Online training only (e-learning).