Tearing your hair out over slow, rigid delivery from Global System Integrators (GSIs)? Many CTOs and CEOs find themselves frustrated by the very partnerships that were meant to drive business innovation. While these large providers have the resources to tackle ambitious projects, they often bring with them rigid frameworks, complex processes, and an excessive focus on staff count over impactful results. Left unchecked, GSIs can drift toward their own priorities, offering solutions that may feel more like a fit for their workforce than a match for your business’s real goals.
But it is possible to get these very same GSI’s to perform, to look for opportunities to automate and to focus on your business goals not their own. To optimize these partnerships, here are five steps. There is much more to say but this involves a more indepth conversation.
1. Get into the detail – Hire an Excellent Technical Architect to Define a Clear Vision and Retain Key Decision-Making Control
By maintaining control over solution architecture and establishing a robust reference architecture and delivery approach, companies ensure that GSI’s align with your business goals. Do this with your next project or work stream. Define the approach and understand the metrics before scaling.. According to BCG’s guidance on tech resilience, it’s crucial to prioritize internal capabilities for competitive advantage while leveraging the SI’s strengths selectively. This balanced approach allows businesses to guide architectural decisions that reflect their long-term objectives instead of relying solely on the GSI’s skill base.
2. Avoid Outsourcing “the Problem”; Engage Actively for Better Outcomes
Successful partnerships require active participation from both sides, particularly in roles (representing you) that require experience and deep technical expertise. Solve the problem, prove the solution (MVP or Proof of Concepts are good tools here) and be clear on the outcome you want before involving a GSI. I know that you want to get on with delivery but this approach derisks the project and its delivery timelines. McKinsey advises setting up checkpoints and maintaining involvement at every phase to ensure that the GSI’s focus remains on your outcomes. This approach provides oversight while retaining internal knowledge, resulting in a solution that genuinely meets your strategic goals.
3. Prioritize Outcome-Based Metrics Over Headcount
Focusing on staffing numbers alone can misalign efforts with business goals. McKinsey emphasizes that effective partnerships should establish metrics focused on delivery speed, total cost of ownership, and operational efficiency. Aiming for outcome-oriented KPIs rather than headcount allows clients to hold GSIs accountable for impactful results rather than staffing quotas, ensuring alignment with business objectives.
4. Implement DevOps and Automation from the Beginning
Many GSIs delay automation and rely on manual processes, which can impact agility and cost efficiency later in the project. According to BCG’s analysis, embedding automation early—through CI/CD pipelines and testing frameworks—ensures faster, more reliable delivery. Given today’s competitive digital landscape, a system that takes six months to deliver small changes can be detrimental to agility. By prioritizing continuous integration, companies can achieve a streamlined solution that can adapt quickly to evolving business needs.
5. Adopt a Hybrid Model with Strategic In-House Roles
Retaining some in-house control, especially over key roles such as solution architecture and project management, allows organisations to respond quickly to changing requirements. BCG highlights that a hybrid approach combining in-house expertise with GSI resources keeps projects aligned with strategic goals and provides the flexibility to pivot when necessary.
How Estafet Supports Maximizing GSI Efficiency
At Estafet, we specialize in enhancing GSI partnerships by working with you and the GSI involved. We focus on:
- Agility: We implement adaptive project structures that can pivot as business needs change.
- Automation: Estafet integrates CI/CD pipelines and automated testing at every stage to keep project timelines efficient and reduce risks.
- Business Alignment: We set outcome-focused objectives rather than headcount-driven targets to ensure meaningful results.
- Deep Technical Expertise: Estafet brings experienced architects and expertise in DevOps, Testing, and Rapid Application Development to provide the specialised guidance clients need for strategic alignment.
- Collaboration: Through close partnerships, we align GSI efforts with your business goals, ensuring a unified approach that delivers real value.
By Adrian Wright, CEO and Founder of Estafet
