How Do SIs Align Enablement with Vendor Alliances?
Leading system integrators connect field enablement to alliance goals—so certifications, sales plays, and solution packaging drive co-sell revenue with strategic vendors.
SIs align enablement with alliances by mapping competencies to joint offers, certifying roles against co-sell stages, and instrumenting shared pipeline (deal reg, attach targets, influenced revenue). Enablement content—plays, demos, ROI proofs—follows vendor messaging but is packaged as SI solutions with outcomes, SLAs, and references.
What Alignment Really Means
The Alliance-Ready Enablement Playbook
Use this sequence to turn vendor competencies into repeatable, co-sell solutions.
Select → Package → Enable → Co-Market → Co-Sell → Deliver → Expand → Govern
- Select & Prioritize Vendors: Tier partners by market overlap, product fit, and MDF potential; define attach targets.
- Package Joint Solutions: Name offers, outcomes, tiers, pricing, and SLAs; align with vendor messaging and roadmap.
- Enable the Field: Build talk tracks, demo scripts, ROI calculators, and proof kits; certify by role and by industry.
- Co-Market for Demand: Launch joint eGuides and webinars with clear CTAs to consultations and assessments.
- Co-Sell with Discipline: Deal reg, shared stages, ROE, partner attach goals; track sourced/influenced pipeline.
- Deliver for Value: Accelerators, reference architectures, QA gates, and customer success handoffs.
- Expand Accounts: Usage milestones, add-on modules, and executive reviews with both account teams.
- Govern the Motion: QBRs reviewing win rate, cycle time, attach %, NRR, and MDF ROI; refresh plays quarterly.
Alliance & Enablement Capability Matrix
| Capability | From (Ad Hoc) | To (Operationalized) | Owner | Primary KPI |
|---|---|---|---|---|
| Vendor Tiering | One-size-fits-all | Tiered focus with attach targets and exec sponsors | Alliances | Attach Rate, Sourced Pipeline |
| Solution Packaging | Badge-first | Named offers with outcomes, tiers, and references | Productized Services | ASP, Win Rate |
| Field Enablement | Slide dumps | Role-based plays, demos, and ROI tools in a library | Enablement | Certification Rate, Cycle Time |
| Co-Sell Ops | Email intros | Deal reg, shared stages, ROE, attribution | RevOps | Influenced Revenue, Stage Conversion |
| Delivery Readiness | Reinvent every time | Accelerators, reference architectures, QA gates | Delivery/CS | Time-to-Value, CSAT |
| Governance & MDF | Untracked spend | QBRs with MDF ROI and enablement scorecards | Alliances/Marketing | MDF ROI, NRR |
Snapshot: From Badges to Co-Sell Revenue
An SI packaged industry accelerators on a key vendor platform, certified by role, and enforced deal registration. Result: higher attach rate, faster cycles, and clearer attribution for influenced revenue. Explore related guidance: Revenue Marketing eGuide · Technology & Software Services
Align enablement to alliance outcomes. Use the eGuide to shape demand and Technology & Software Services to operationalize solution packaging and co-sell motions.
Frequently Asked Questions about SI–Vendor Alignment
Make Alliances Actionable
We’ll package joint solutions, certify roles, and operationalize co-sell with your priority vendors.
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