Article · 8 min read

Pros and Cons of System Integrator Partnerships: Six Tips for Success

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Specifically about SIs rather than partners in general, including the split where the SI carries early stage sales and adoption while the ISV keeps the product contract.

  • Be explicit about where your own professional services stop and the system integrator's work begins, or the relationship sours.
  • Track and show the SI's revenue attribution from day one, and connect executives on both sides early.
  • The main downside is dependency: you end up relying on the SI for ongoing maintenance and fixes.
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The question it answers

  1. How do I work with a system integrator without losing the customer relationship?

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