Navigating the Landscape: Collaborating with Systems Integrators in the Conversational AI Space

Introduction:

In the dynamic realm of conversational AI and generative AI, forging partnerships with renowned systems integrators (SIs) such as Accenture, Deloitte, and IBM Consulting can be a game-changer for companies operating in the contact center/customer service space. This collaboration presents a unique sell-with and sell-to opportunity, offering a myriad of benefits along with its fair share of challenges.

The Upside:

Direct Sales and Resale Opportunities:

• SIs provide a dual avenue for revenue generation. Not only can they be direct buyers of your technology, but they also open doors for potential resale to their extensive client base.

Scale:

• Partnering with SIs unlocks access to a broader audience and facilitates scalability, enabling your technology to reach new heights and broader market segments.

Introduction to New Customers:

• Systems integrators often act as gatekeepers to a vast network of clients. Collaborating with them can significantly enhance your visibility and introduce your solution to potential customers.

The Challenges:

Incumbent Competition:

• Breaking into a space where an incumbent holds sway can be challenging. SIs may already have established partnerships, making it difficult for new entrants to secure a spot.

Advocacy Challenges:

• Finding a dedicated advocate within the SI organization can be a hurdle. Without a champion to guide your technology through the layers of bureaucracy, gaining traction becomes an uphill battle.

Limited Trade Show Presence:

• Unlike standalone companies, SIs may not participate in every industry trade show. This limitation can affect your visibility, making it crucial to explore alternative avenues for exposure.

What I Have Learned:

Understand the SI Landscape:

• SIs are open to innovative technologies that enhance service quality and reduce costs. Position your product as a solution that aligns with their objectives.

Technical Proficiency:

• SIs boast highly skilled employees capable of adapting to and utilizing new technologies. Ensure your product is well-integrated and complements their existing tools.

Build Advocacy:

• Identify and support champions within the SI organization. Centers of Excellence can be a breeding ground for advocates who understand and appreciate the value your technology brings.

What's Needed:

Partner Section on Your Website:

• Devote a section of your website to highlight your collaborations with SIs. Showcase success stories and emphasize the mutual benefits of the partnership.

Articulating Value:

• Clearly communicate the value your technology brings to SIs. Highlight how it enhances their service offerings, reduces costs, or provides a competitive edge.

Tailored Presentations:

• Develop a version of your deck specifically tailored for SIs. Address their unique needs, concerns, and showcase how your technology seamlessly integrates with theirs.

Comprehensive Demo:

• Craft a compelling demo that showcases the practical applications of your technology within the SI's ecosystem. Illustrate its ease of use and the tangible benefits it brings.

Conclusion:

Navigating the complex landscape of collaborating with systems integrators in the conversational AI space requires strategic planning and a deep understanding of their operations. By overcoming challenges and capitalizing on the inherent advantages, companies can forge impactful partnerships that drive innovation, scale, and mutual success.