System Integrators (SIs) are companies that specialize in bringing together different technology components, software applications, and business processes into a unified, working system. They help businesses implement, customize, and maintain complex technology solutions by combining products from multiple vendors with custom development and consulting services.
What System Integrators Do
System Integrators serve as the bridge between technology vendors and end customers. Their core responsibilities include:
- Solution Design: Architecting comprehensive solutions that combine multiple products and services
- Implementation: Installing, configuring, and customizing software and hardware systems
- Integration: Connecting disparate systems, databases, and applications to work together
- Migration: Moving data and processes from legacy systems to new platforms
- Training: Teaching end-users and IT staff how to use new systems effectively
- Ongoing Support: Providing maintenance, updates, and technical assistance
Types of System Integrators
System Integrator Categories
| Comparison | Type | Focus Area | Examples |
|---|---|---|---|
| Global SIs (GSIs) | Enterprise-wide digital transformation, multi-country deployments | Accenture, Deloitte, IBM, Wipro, Infosys | |
| Regional SIs | Mid-market implementations within specific geographies | Regional consulting firms, boutique integrators | |
| Specialist SIs | Deep expertise in specific platforms or industries | Salesforce partners, SAP consultants, healthcare IT specialists | |
| Boutique SIs | Niche solutions, startups, and SMB market | Small consultancies, freelance integrators |
Why SaaS Companies Partner with System Integrators
For SaaS vendors, SI partnerships offer significant advantages:
1. Extended Sales Reach SIs have existing relationships with enterprise customers. When they recommend your product as part of a solution, you gain access to deals you might never have found independently.
2. Implementation Capacity Complex enterprise deployments require hands-on implementation work. SIs handle this, allowing your team to focus on product development rather than professional services.
3. Industry Expertise Specialist SIs bring deep knowledge of specific verticals (healthcare, finance, manufacturing) that can accelerate product-market fit and reduce sales cycles.
4. Customer Success Properly implemented software leads to higher adoption, lower churn, and better expansion revenue. SIs ensure customers get value from your product.
How to Build an SI Partnership Program
Identify Target SI Profiles
Define which types of SIs align with your product, market segment, and customer needs.
- Match SI expertise to your product complexity
- Consider geographic coverage requirements
- Evaluate their existing vendor relationships
Create Certification Programs
Develop training and certification paths that validate SI expertise with your product.
Define Commercial Terms
Establish clear referral fees, implementation margins, and revenue sharing models.
Provide Sales and Technical Enablement
Equip SIs with demo environments, sales materials, and technical documentation.
Build Joint Go-to-Market
Create co-marketing programs, case studies, and joint solution offerings.
SI vs. Other Partner Types
| Aspect | System Integrator | VAR | Consultant |
|---|---|---|---|
| Primary Value | Implementation & integration | Resale & support | Advisory & strategy |
| Revenue Model | Project fees & retainers | Product margin | Hourly/project fees |
| Customer Relationship | Long-term, hands-on | Transactional | Advisory, periodic |
| Technical Depth | Deep, hands-on | Moderate | Varies widely |
| Best For | Complex enterprise deployments | SMB product sales | Strategic planning |
Common Challenges
Related Guides
- Partner Categories and Partner Types - Understanding where SIs fit in your partner ecosystem
- Creating an Ideal Partner Profile - How to identify the right SI partners
- Partner Lifecycle Management - Managing SI relationships from recruitment to optimization