“In Q1 (FY24), we closed 📈 60% of our agreements with and through our partner network, including Google Cloud, AWS, Microsoft, and Booz Allen Hamilton.” - reveals @Thomas Siebel, CEO of C3 AI.
What’s their partnership formula? Let’s take a look
This partner attach rate is translating to impressive $40M+ in partner-driven revenue in C3 AI each quarter and it's growing much faster than the rest of the go-to-market.
“Our qualified partner opportunity has increased by over 100% in the past year, and our qualified pipeline with our cloud providers grew by 61%, just from Q4 to Q1” - highlighted Siebel.
📑 Dive deeper, and it becomes clear that cloud partners and system integrators are key drivers of C3's hashtag#growth and go-to-market.
Merel Witteveen, Group Vice President, Alliances at C3 AI explains:
“When we go to market with our partners, we always put the customer central. We really start with the customer or a prospect and we say what will actually benefit the customer?
And we try to 📍 assign the best cloud partner to this customer - either go to market together with them, or be introduced to them, or actually introduce them in some cases.
And depending on the customer, we introduce a system integrator as well.
Now, you may ask, you know, what's in it for the customer?
Well, for the customer, they actually have to deal with the team that's fully aligned, there's no daylight between the partner and C3.
☁️ What's in it for the partners?
Well, the partners, the cloud partners, when they deploy out of the box C3 application for the customer, they see consumption almost instantly, instead of having to build the solutions over time,and slowly building up that consumption. So there's a lot of incentive for cloud partners.
Now, of course, for system integrators, they increase their footprint. And for both of them, it's truly the unique product offering .
📊 Today, over 60% of our pipeline is co-developed with our partners. Now, what does that mean?
Well, in many cases, partners come with new prospects or new customers to us. And also the other way around - we keep track of which partner of which account and we continue to develop and we truly go in and sell together.”
💡 C3 AI products are prominently featured on all three major cloud hyperscaler marketplaces, highlighting their role as key GTM partners.
Let's reflect on the win-win:
C3 drives the majority of its customer pipeline via these partners. In exchange, cloud hyperscalers see an immediate uptick in consumption as customers deploy C3 products. While system integrators enhance their reach and revenue.
How cloud hyperscaler partnerships help your GTM strategy?
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