Rajiv Batra: Turning Partner Collaboration into 10x Value Creation

Описание: In this episode of Inside Partnering, Rajiv Batra, Head of GSI Partnerships for North America at Google Cloud, breaks down how partnerships with global systems integrators are evolving in the AI era.

Rajiv shares how Google and its partners are moving beyond traditional co-sell and implementation models toward deeper co-build, industry-led solutions, and demo-driven engagement. He explains why starting with industry problems - not products - is critical, and how AI is transforming everything from joint business planning to customer conversations.

The discussion also explores how the lines between ISVs and GSIs are blurring, why co-sell is a highly tailored motion, and how to measure partner success beyond just revenue.

This is a practical look at how modern ecosystem execution actually works at scale.

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Chapters

00:00 - Introduction and Rajiv’s 30-year journey
02:00 - Evolution from SI to ecosystem leadership
05:00 - How co-build with GSIs really works
08:30 - Blurring lines between ISVs and GSIs
12:30 - AI’s impact on productivity and GTM
15:30 - Rethinking joint business planning
16:50 - From pitch decks to demo-led selling
19:00 - How co-sell works in practice
23:30 - Measuring partner performance and potential

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Key Takeaways
• Start with industry problems, not product features
• GSIs are now co-build partners, not just implementers
• AI is shifting GTM from data gathering to insight-driven execution
• Demo-led selling is replacing traditional pitch decks
• Partner success must be measured holistically

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Key Quotes
• “The real power… is not about the capture of data… that’s the starting of the journey.”
• “We have moved away from… data gathering to alignment on scalable solutions.”
• “CoSell with GSI partners… is a very unique, tailored motion.”
• “The lines are way blurred now.”

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Who This Episode Is For

This episode is for partner leaders, alliance executives, and GTM teams working with GSIs or building ecosystem-driven growth models. If you’re trying to move beyond traditional co-sell into solution-led, scalable partnership execution, this conversation provides a clear framework.

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Hashtags

#Partnerships #Ecosystems #GSIs #Cloud #AI #CoSell #GTM #InsidePartnering

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