Vivek Venkatesh on Unlocking the Secrets of GSI Partner Marketing

What does it take to turn a Global System Integrator into a true growth partner? In this episode, Vivek Venkatesh shares lessons learned from years leading partner marketing initiatives at Intel, Dell, and AWS, where partnerships with firms like Accenture, Deloitte, and Capgemini helped drive large-scale growth and customer adoption.Vivek explains why GSI partner marketing is fundamentally different from other partner motions, how to identify and activate internal champions, and why the best partner marketers often operate like the CMO of the relationship. The conversation explores the role of storytelling, customer-focused case studies, ABM strategies, sales enablement, and the operational discipline required to track influence across long sales cycles and multi-million-dollar opportunities.From startup products seeking credibility to enterprise-scale alliance programs, Vivek offers a practical framework for building partner momentum, earning internal advocacy, and creating go-to-market motions that scale far beyond your own sales team.