Winning Together with SI Partners

Monica Reynolds

Hey, everyone, Monica here—thanks for tuning back in for another SKO 2026 Breakout Sessions Recap. We’ve been unpacking all the ways partners help us win bigger at Dayforce, whether it's through pipeline growth or making the annual subscription shift feel, well, a little less intimidating. Today, let’s get super practical with something that’s become pretty much non-negotiable in our world: a partner-first mindset, specifically when it comes to System Integrator, or SI, partners.

Monica Reynolds

So, why does this idea of “partner-first” keep coming up? Let’s be real—it's not just a buzzword. The logic is actually super strategic. Our SI partners bring this ridiculous amount of expertise we can’t always replicate internally. I mean, we’re talking about deep technical chops, the ability to manage all those gnarly complex integrations—the stuff that keeps most of us up at night. And flexibility? They’ve got resources that scale up or down as the project demands, which, let’s face it, is a lifesaver given the ever-shifting client needs we see in enterprise deals.

Monica Reynolds

Here’s something I heard at SKO that stuck with me—one of the attendees was telling me about this deal where everything was moving at full speed, deadlines slipping left and right, and internal teams were getting stretched. But the SI partner was able to pull in extra resources, work across time zones, and keep the momentum going. That would’ve been a missed opportunity if we’d tried to stretch our own teams instead. It just goes to show, prioritizing SI expertise isn’t just about their credentials, it’s about delivering real value end-to-end—even the change management piece, which is so easy to overlook.

Monica Reynolds

And before I move on, I have to mention, when our partners are aligned with us, there’s this extra layer of oversight and accountability that actually benefits everybody—us, the customer, and the SI. So, it’s not just about dividing the work, it’s about raising the bar on delivery as a team. Okay, let’s dig into how all this shows up in practice, and the rules we need to follow to really do “partner-first” right.

Monica Reynolds

All right—so let’s talk rules of engagement. I know, rules aren’t sexy, but these are the guardrails that actually let us move faster and with less drama in the long run. At Dayforce, our default for large enterprise, public sector, and even those $500k+ mid-market deals is SI-led delivery. I always tell folks, “When in doubt, SI comes first.” We don't want to be in a position where we're competing with our own partners, especially not on services. It's all about building that partner ecosystem, not cannibalizing it.

Monica Reynolds

There are specific protocols we have to follow, and I know it can feel a little bureaucratic sometimes, but for good reason. If you’re thinking about using internal Dayforce Services instead of a partner, that’s the exception, and you need sign-off from the big names—GVPs for your segment, and you gotta loop in both the CRO and the GPO Global Lead. This level of scrutiny is what keeps everything above board, and it also signals to our partners: “Hey, we’re serious about making you the prime choice whenever it makes sense.”

Monica Reynolds

I remember this one case—mid-market RFP, a lot of moving parts, pretty high stakes. We got the SI involved right up front, even before draft responses started flying around. The result? No crossed wires, no duplicative efforts, and the client only had to hear “one Dayforce story”—not five different takes between us and the SI. That level of draft alignment means our proposals land stronger and with way less confusion for everyone involved.

Monica Reynolds

And on the flip side, if we jump in late or try to fill gaps last minute, things get confusing. Customers get mixed messages, and our win rates suffer. So, don’t wait till it’s a fire. Pull the SI in early, keep the communication going, and stick to the protocols. Now, this leads us right into the real tactical side of things—the five actions you should be taking every single time to boost your chances of winning together.

Monica Reynolds

Okay, let’s get into the nitty-gritty—what can you do, today, to make the most of these partnerships? It’s really all about five key moves, and honestly, it’s not rocket science, but they make a huge difference when you put them into practice.

Monica Reynolds

First up, strategize before you sell. Get everyone on the same page with messaging and the value prop—one story, one solution, one team. I love seeing teams partner with SIs on demo planning, RFP drafts, even just narrative alignment; those deals tend to cruise through with a lot less friction.

Monica Reynolds

Next, understand the SI pricing model inside and out. I always say, don’t be caught off guard here—verify what services they’re offering, and make sure there are no surprises buried in the inclusions. And—this is key—match those SI strengths to the vertical you’re selling into. It’s about putting the best possible team in front of the prospect.

Monica Reynolds

Third, consult your internal teams before you even pick up the phone to the SI or the client. Validate your own assumptions, make sure the partner fit is solid, and iron out your story because, honestly, credibility starts from within.

Monica Reynolds

Fourth, know how SIs win. Every partner’s got their sweet spot—whether it’s a specific industry, technical expertise, or even just a killer track record on complex installations. Make sure you’re positioning their strengths as a true risk-reducer for the client.

Monica Reynolds

And finally, partner early and align often—don’t wait until things get complicated. Bring your SI in at the discovery stage so you can move as one team. Delays and rework fall away, and trust gets built right from the start. I’ve seen deals die on the vine because the partner was brought in too late—don’t let that happen.

Monica Reynolds

We had a great discussion during the breakout sessions around how FADs play into SI selection. It’s actually more nuanced than you might think. Work with your FAD to pick the SI whose experience and certifications really match what your prospect needs, and loop them in before you even demo. I remember a win story from public sector—a team identified the best-fit SI early, unified around that story at every stage, and the deal closed without a hitch. It wasn’t just luck; it was alignment and process.

Monica Reynolds

All right, that’s a wrap for today’s episode. If you put these five actions into play, you’re not just ticking boxes—you’re actually giving yourself a much better shot at winning and delivering with impact. Thanks for joining me to talk partner-first strategies; I’ll be back with more real stories and tactical insights from SKO 2026 soon. Until then, keep collaborating—and keep winning together.