Right SPs for Right AI-Powered CEO

---

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 practices for SPs should be embedded in cloud strategies, e.g. clients' business interlock-based storyboards at KPI levels. For all service providers' AWS GCP MS.sales and marketing strategies, their target client leadership/ buying center persona-based themes can be based on clients' business big bets mapping, e.g. :

• Clients' BU heads + CTOs combined Big Bets: For high-impact strategic AI/ GenAI usecases e.g. organization-wide usage of Copilots for all enterprise knowledge search, document intelligence, automated form-filling, HR and employee related, and other horizontal usecases e.g. on legal, risk and compliance, governance and regulatory reporting and liabilities monitoring
• Customers and Client partners Domain SMEs combined Big Bets- e.g. for at least 50:50 outcomes-based contracts so that at least 50% of the CV includes the ITSP/ CSP partners' skin-in-the-game. This strategy can work best for functional/ domain specialist AI usecases, e.g. insurance claim fraud detection, security threat predictions, retail leakage prediction, telco's customer churn and ARPU predictions, financial portfolio yield predictions etc.
• CTO’s and CSP/ SI/ SP Tech Partners being jointly accountable: For example, with MS in multiple areas involving Copilot, GCP for 20+ vertical areas combining multiple models across vertex and Gemini, and 80-90 functional areas. Solutions and POCs around these hyperscaler partner and client ecosystems, can include multi-model specialist high-security usecases e.g. healthcare diagnostics. 

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 the consulting-led solutioning (pre-sales) value propositions should be in sync with the core  capabilities for example the Gartner ITScore dimensions of people-process-tech-business. with best practices and maturity levels benchmarked in 360 ways, by verticals (Business value metrics), whether IT or innovation or business-led (People and Process), by technologies (Tech/ tools/ tech partners).