Joint GTM Motion Between a Hyperscale Cloud Provider and a Global Systems Integrator

Enterprise clients of both a hyperscale cloud provider and its systems-integration partner frequently struggled to convert innovative cloud ideas into production-ready, cloud-native products. Existing engagement motions on each side operated as isolated workshops, with no unified mechanism to bridge IT and business functions from initial concept all the way through to production code.

• ·Five-stage delivery lifecycle: Ideation (2 weeks) → Design & Validation (8 weeks to dev-ready stories/reference architecture) → Form & Sprint Zero (2 weeks) → Development Sprints to Minimum Likable Product → Transition to SRE/DevOps.
• ·Funding alignment: Cloud provider's migration/acceleration funding program combined with partner funding packages.

Joint leadership across both organizations' innovation/professional-services functions, as an Innovation Advisor on the joint delivery model.

• ·Standardized engagement commitments structured as $2.5M–$3M total investment ($400k+ initial phase to go/no-go decision, remainder to Minimum Likable Product) over 6 months.
• ·Unlocked up to $585,000 in potential joint funding per engagement using combined migration-acceleration cash and credits.
• ·Full quota and goal credit awarded to both partner organizations' account teams, aligning incentives across the joint motion.

Launched and scaled across account teams over a two-year period; standard client engagement spans 6 months.