"The key to success at this moment in the technology revolution is having a unique differentiation and being able to make that repeatable."
What are you doing programmatically to help the partners make these transitions?
We are building out best practices and IP and reference architecture for different solutions. We're building solution maps, so we've focused ourselves on seven different industries, and then specific areas of those industries. For instance, in health care we're focusing on pharmaceuticals and life sciences, and then really thinking through and building a map for what the customers need at their various stages of their own digital transformations in this industry and then sharing that with our partners, helping them find and build that area specialization.
For a long time, we have done a lot of 'sell with partner' partner activity. A lot of what we were focused on is just how do we connect the partner to the customer and get the right partner into the customer. That's a lot of 'sell with' activity. We're at this moment where what we really have to do is also refocus on helping them build. How do you build a new practice, how do you build a new capability, how do you build a new service and a new offering? We're going to re-pivot a lot of our own resources back to helping partners build as well as, obviously, keeping a lot of the trains running on the sell, but really shifting more towards building.