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“ We need to provide that ecosystem to our customers when we talk about delivering AI at scale, and putting AI in the hands of everyone. Dataiku will not be the only one making it happen. We will make it happen with our whole ecosystem,” explains Benali.
For Dataiku, partnership is a corporate culture. Other than the sales teams, Dataiku’ s marketing, customer success, services and leadership teams are engaged with partners every week and every month. The spirit is that every single team in Dataiku needs to scale and needs to work with partners to be relevant for customers.
Building a services economy
91 % of Dataiku’ s business last year was influenced by partners.“ And that is a huge statement and a big commitment. Partnership is a corporate culture for us because that is what our customer needs.”
So how are Dataiku’ s partners rewarded and incentivised? Other than the classical tools like MDF, sales accelerators, and others, Dataiku and its partners are building a services economy for its customers.
Other than the solution from Dataiku, its customers are looking for services around implementation, training, building and scaling use cases.“ This is fully managed by partners and with partners.
While Dataiku and its professional services team may handle the first deep dive involving configuration and implementation with the customer, 95 % of the rest of the services will be delivered by its partners from the Dataiku Partner Network programme.
Dataiku is building its services offering with partners that are required to be delivered by partners. Dataiku has joint services offerings around governance, analytics, modernisation, and Generative AI.
“ We have referral programmes, we have reseller programmes, we have sourcing programmes for partners sourcing new business. They are getting rewarded on fees outside of the reseller margin and from the services they will deliver,” explains Benali. Partners from the Dataiku Partner Network programme, build and manage their services portfolio.“ We can guide them, but that is their business, and that is their offerings. But our goal is that more and more, our partners will take that whole part.” •
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