ELG Insider Daily #631: How to turn frenemies into power partners
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11 min read
ELG Insider Daily #631: How to turn frenemies into power partners

Partnerships with systems integrators (SIs) can be big revenue drivers, but what if you're competing with them for implementation dollars? Well, just don't. If you think of SIs as an extension of your team's knowledge and capabilities rather than as implementation competitors, and you structure incentives accordingly, those direct service contracts may end up a drop in the bucket compared to your expanded new deals.

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