Right SPs for Right AI-Powered CEO
How can the SPs become CEO's Real Value Partners?
SPs must elevate their vision in line with their strategic client CEOs' vision and mandates, for real AI-data-cloud value realizations to be seen at the client enterprises:
Focus on client business impact measurements: Best practice embedded in cloud strategies, e.g. business interlock-based storyboards at KPI levels. For all CSPs AWS GCP MS. Leadership/ buying center persona-based themes or big bets mapping, e.g. BU heads + CTOs, Customers and Client partners, CTO’s accountable for CSPs. MS in 7 areas, GCP- 20 vertical areas and 80-90 areas. Solutions and POCs around these hyperscaler partner and client ecosystems.
Develop Integrated AI-Data-Cloud advisory as starting point: Critical to create, build, test, deliver and manage lifecycles of overall platform experience. Platforms with pre-curated industry specific integrative cloud-data-AI models, benchmarkable performance and value/ impact datasets for client organizations by regions-industry-size, differentiated solutioning with mitigated locking for customers.
Offer at least 3 lenses on Lead Buying Center Personas: 1- By verticals, 2- whether IT or innovation or business-led, 3- by technologies. Alternatively, 1- By verticals, 2- By Team persona's e.g. CIO-IT or CDO-Digital or CXO/ BU- Business-led, and 3- By technologies e.g. CTO or AI CoE led. For a balanced business value-based progression in cloud journeys, all three lenses are important, like 3 swim-lanes in software engineering. Also in sync with the core idea of Gartner ITScore dimensions of people-process-tech-business. E.g. By verticals (Business value metrics), whether IT or innovation or business-led (People and Process), by technologies (Tech/ tools/ tech partners).
