You signed the agreement. You ran the kickoff. You did the QBR. And your GSI still isn't putting you in proposals. The problem isn't the relationship — it's that they have nothing to sell.
What I Do
The package that turns a GSI into a distribution channel
GSIs don't sell platforms. They sell customer outcomes. If your platform doesn't have an outcome-based vertical wrapper, it doesn't exist.
Vertical Offer Design
Industry-specific service offerings built around your platform — insurance, banking, CPG, healthcare. The packaged solution your GSI can actually propose to clients.
Sales Enablement
The brief, the deck, the competitive framing. Everything a GSI account executive needs to confidently position your platform in a client conversation.
Delivery Framework
Phase-by-phase delivery methodology so your GSI partner can scope, staff, and deliver profitably. A GSI won't recommend what they can't deliver.
GTM Activation
Co-sell plays, joint pipeline reviews, field alignment. The activation motion that moves the offering from internal enablement to active pipeline.
How It Works
From dormant agreement to active practice
A structured 90-day engagement with a clear deliverable at every phase.
Diagnose
Audit the current partnership — what's blocking the GSI from selling you. Usually it's a missing vertical offer or undefined delivery methodology.
Build the Offering
Design the vertical service package: industry positioning, solution brief, sales deck, delivery phases, pricing model.
Enable the Field
Train GSI account executives and practitioners. Run joint pipeline sessions. Embed the offering into their sales motion.
Activate Pipeline
First co-sell deals in motion. QBR cadence established.
Sample Deliverable
See what the work actually looks like
Download a sample vertical service offering package — the exact structure I build for every engagement.
Vertical Brief
The one-pager a GSI account exec hands to a client.
Sales Deck
Industry-specific narrative and positioning for field reps.
Sales Enablement Guide
Objection handling, co-sell plays, qualification criteria.
Delivery Framework
Phase-by-phase methodology so the GSI can staff and price it.
Free Diagnostic
GSI Partnership Readiness Score
8 questions. 3 minutes. Find out exactly why your GSI isn't generating pipeline.
Score Your GSI Partnership
Answer honestly. The score is only useful if it reflects reality.
Question 1 of 8
Does your GSI have a named, packaged service offering built around your platform?
Question 2 of 8
Is your offering verticalized by industry (e.g., banking, insurance, healthcare, CPG)?
Question 3 of 8
When did your platform last appear in a GSI proposal or client presentation?
Question 4 of 8
Do your GSI's delivery consultants have a clear methodology for implementing your platform?
Question 5 of 8
Are your GSI's account executives trained and confident selling your platform?
Question 6 of 8
How many deals has your GSI sourced or co-sold with you in the last 12 months?
Question 7 of 8
Do you have a joint go-to-market plan with your GSI for a specific industry or solution area?
Question 8 of 8
How would you honestly describe your GSI partnership today?
Key Findings
Get a personalized breakdown of your score and the 3 highest-leverage moves to activate your GSI partnership.
Raj Skrezyna
Fractional Alliances Leader
GSI Practice Development
Darien, CT · Available globally
I spent 10 years at IBM building Salesforce practices from inside a GSI. Then I crossed to the other side — Salesforce, Anaplan, OneStream — enabling GSIs as a SaaS alliances leader.
I've seen the same problem from both sides: SaaS companies assume signing a GSI agreement means the GSI will sell them. GSIs assume the SaaS company will hand them something they can actually deliver.