For IT vendors, alliances with global systems integrators (GSIs) are often an under-utilized opportunity. Whether you have an alliance ecosystem, or are just getting started, this is one of the most highly profitable places to focus your attention. As a CEO, an alliance professional or a sales executive, this book will show you how to:· Grow your pipeline· Increase your average deal size· Access the C-suite· Engage earlier in the sales cycle· Improve conversion rates· Increase territory coverage· Raise brand awareness· Fine-tune product positioningFind out how to limit the risk to your business' reputation from getting it wrong and how to maximize your return on investment by getting it right. If you're seeking a global industry best practice guide for growing alliances with GSIs, this book is it.