The Intellistack Practice Partner – What We Believe for Strategic SI Partnerships

Intellistack’s VP of Partnerships Zak Pines shares his perspective on the opportunity that Intellistack is creating for SIs to develop Intellistack practices as part of their services offering. 

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The Opportunity: 

Intellistack is taking a 100% partner-led approach to services, creating an opportunity for SIs/consulting firms to have an elevated level of strategic partnership with us that we call Intellistack Practice Partners. 

With deep roots in partnership, building and supporting the building of SI businesses; we believe that aligned belief systems are foundational to you (a Consulting Firm / SI business) making the decision to build an Intellistack Practice. In this article we share these beliefs to help you assess the potential alignment. If at any point in this article this sparks you wanting to have a continued discussion with me or my team, please reach out on LinkedIn & mention this article. 

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The Opportunity is:

• Extend your services offerings to solve problems more effectively that you are trying to solve for customers today - including business workflow improvements; breaking down data silos for customer data & creating more effective data collection from customers; accelerating revenue in areas such as contract lifecycle management; consolidating software spend in areas such as document automation & digital signature. 
• Leverage the Intellistack customer base as a repeatable source of new customers & services revenue 
• Build a revenue stream on both services revenue & revenue share on customer licensing spend (optional but recommended as a business driver for you) 

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Who Is This For:

SIs who have practices specific to or incorporating: 

• Contract Lifecycle Management 
• Document Automation, Workflow & Business Process Improvement 
• Systems Integration across ecosystems including Salesforce, Snowflake, Databricks & Microsoft Dataverse 
• Revenue Operations 
• Vertical focus including Healthcare, Financial Services, Education, HiTech/Software

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What We Believe for SI Partnerships:

We have built our partnership approach based on decades of taking an SI-partner first approach to how we work together & deliver on successful customer outcomes. 

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The foundation is solving meaningful problems for customers…

This must start with our products and the problems they solve for customers. We always recommend multiple enablement sessions as a first step, whereby your consulting/delivery teams can access how products fit to solving customer problems.  The foundation of the products are:

• Data Fabric to help customers consolidate data sets, in a way that does not create yet another data silo but rather helps them to solve the problem to data in too many places that can’t easily be activated for the purposes of customer-facing workflow process 
• Data Classification to help customers to easily figure out how take disparate data sets and unify them for the purposes of building centralized workflows; while doing so in a security-first way that will ensure any security team is comfortable
• No-Code Workflow builder to empower business users to build and extend workflows without custom programming 
• Pre-built data sources (plus the ability for partners to build their own) to crucial systems such as for our products, and our ability to index multiple data sources including Salesforce, Snowflake, Databricks, Redox, PowerBI, Oracle, PostgreSQL, Microsoft DataVerse, MySQL, BigQuery and Azure SQL 
• “Best of the best tools” that build on Formstack’s heritage of no-code form building, document automation, digital signature and workflow building 
• Prepackaged workflow solutions including contract lifecycle management - aka a specific application to deliver for customers is accelerating, using AI playbooks, the way customers’ manage legal review and negotiation processes tied to customer or vendor agreements 

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This toolset allows for the redesign & modernization of a range of processes including:

• Healthcare: coordinate patient referrals; manage intake & discharge 
• Financial Services: administer financial agreements; improve client onboarding; manage contract lifecycles; execute MSAs & NDAs. 
• Education: manage student applications; coordinate enrollment. 
• Software/HiTech: automate contracts & agreements; manage contract lifecycle both original agreements & ongoing administration. 

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… with practical, not overhyped, solutions 

There is so much hype & noise out there, it’s hard for customers to navigate. 

Intellistack’s products give you numerous examples of ‘quick wins’ that you can point to - and even show a customer in a first meeting - of ways you as their trusted advisor can deliver real value to them right now, using AI. Not overhyped software that will take months and months to configure. These are some examples of those practical wins:

• Data classification powered by machine learning - classifying data from disparate data sources; to break down data silos and activate data traditionally trapped in legacy systems 
• Data extraction from documents - similarly, to extract data from document count and ensure data is never buried in documents again 
• Quickly building out forms and workflows using AI 
• Interact with data sources to generate insights and charts from underlying data.
• Generate insights from executed workflow sessions.‍

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‍We want to bring services experts (you) in to help our customers

Intellistack’s approach to services is 100% partner led. We invest our expert resources in enabling SIs and consultants to deliver for customers; including opportunities sourced from marketing and non-partner channels. We do this so we can stay in our lane building great software; and we rely on our partner community to do a great job of delivering services for customers. We have found this approach keeps our partner community most vibrant and creates opportunity like we are discussing here around building Intellistack Practices.  

This comes from Partner Leadership straight to the top of our company – Zak Pines, your writer here. I’ve championed Intellistack’s partner-led growth for the last seven years.  I understand the mindset of an SI having worked so closely with consulting firms and agencies over the past 25 years;  having worked with many of the top digital agencies in the world, and starting one of the first five Marketo services partners back in 2010.  

Joe Lopez our Chief Sales Officer, Aled Miles, our CEO, and Dave Cole, our CTO are all partner-first leaders with decades and decades and decades of track records leading partner-first businesses - and all would welcome growth conversations as we start to work together. 

Intellistack has over 20,000 customers; and our sales team is aligned with tight books of business that align to our most successful verticals, and accounts that we know we can continue to grow by expanding use cases across additional departments and teams in 2026 and beyond. Our strategy to grow these accounts is to map to SI partner relationships with our Intellistack Practice partners; so we can go into these accounts together with joint value proposition and help drive significant services dollars for our partners in configuring Intellistack products and supporting the digital transformation change management for customers to align internally and achieve their desired outcomes.  This is the place for Intellistack Practice partners to thrive. 

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We provide tools to build repeatable use cases, specific to SI areas of focus (verticals & sub-verticals)

We also recognize the need for high margin, dependable services revenue, and see multiple ways we can support this. One is we help our partners identify repeatable use cases tied to their vertical and even sub-vertical expertise, where those use cases become what we together pitch to customers for repeatable delivery. Our product capabilities tie to this as well, e.g. the ability to use our API to copy pre-built workflows from account to account.  And our partner marketing strategy is to feature customers and the documented, repeatable use cases. 

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We deliver outstanding support to ensure high confidence, quality delivery of customer outcomes 

The other way we help drive high margin services business is by providing the top quality partner support - both in response time and depth of resources. We know that when your resources are in need, they have likely exhausted options and have a time sensitivity to being to move forward on critical customer deadlines.  Our partner support leveraging a combination of a custom ticketing process to manage partner tickets; AI based immediate recommendations; ready availability of expert resources to assist partners; and joint Slack channels to ensure our Practice Partner delivery teams never miss a beat in delivery.  And this leads to the best possible customer outcomes; that we can market together and rinse and repeat. 

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We help our Intellistack Practice partners grow their practices with repeatable services revenue and recurring revenue share on referred business

Much of this article describes how you can build repeatable, high margin Services revenue. We also look to work with SIs who want to grow a repeatable revenue stream on revenue share on license revenue. This is a way of us continuing to invest in our partners, and a way for you to build a healthy Intellistack Practice that can recruit and maintain the best possible talent for top quality customer delivery. A win-win-win for all.  We have seen partners do everything from use our revenue stream as a perk to fund employee events and trips; to jumpstart high growth Sis with significant ancillary revenue streams. We welcome and encourage all of that. 

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If this resonates and  you see opportunity:

We are looking to develop a small number of Intellistack Practice partners that align on these beliefs. If this article resonates with you and you’d like to discuss live, please reach out to me on LinkedIn referencing this article or at zak.pines@intellistack.com.