About the Customer
A global digital platform and software engineering firm specializing in human-centered transformation. The company helps enterprises modernize cloud platforms, harness AI and analytics, and deliver exceptional digital customer experiences.
- Geographic presence: North America, APAC, and EMEA
- Scale: 5,000+ professionals
- Core strengths: Cloud modernization, data platforms, AI/analytics, and industry-specific digital solutions
Partner Engagement Overview
The firm engaged CelerityHat to accelerate and scale its partnership with Databricks, with a specific focus on enterprise GTM execution, partner alignment, and measurable consumption growth.
Business Challenges
Despite early success delivering Databricks projects, the partner faced structural GTM and alliance gaps:
- Delivered isolated Databricks projects, but lacked a scalable partnership motion
- Legacy data warehouse (DW) services were losing relevance, requiring a pivot to modern lakehouse-driven opportunities
- Struggled to penetrate enterprise accounts, with most traction limited to mid-market and commercial segments
- Inability to secure Databricks partner credits, limiting co-selling momentum and deal velocity
- Limited visibility with Databricks sales, partner, and technical leadership
CelerityHat’s Approach
CelerityHat designed and executed a full-stack alliance and GTM build-out, aligning the partner’s strengths to Databricks’ strategic priorities.
1. Partner Positioning & Messaging
- Identified the partner’s core strengths, IP, accelerators, and success stories
- Created crisp, Databricks-aligned messaging highlighting differentiation and enterprise relevance
2. Solution-Led GTM Design
- Crafted enterprise-ready GTM offers focused on high-value Databricks use cases, including:
- Leveraged the partner’s migration accelerators, industry depth, and proven case studies
3. Offer & Priority Alignment
- Designed solution offers mapped directly to Databricks’ sales and industry priorities
- Positioned offerings to support both new logo acquisition and platform expansion
4. Internal Enablement & Visibility
- Led Partner Spotlight sessions with Databricks Sales and Technical leadership
- Built awareness of the partner’s differentiated solutions and delivery capabilities
5. Joint Account Alignment & Cadence
- Established structured alignment with Databricks AEs, Sales Directors, and Partner Sales
- Implemented a repeatable account-level cadence to drive co-selling and pipeline progression
Outcomes & Business Impact
Within months, the partner moved from ad-hoc engagement to a strategic Databricks alliance:
- Recognized as Partner of Choice in one of Databricks’ largest industry verticals
- Upgraded to Select Partner status within 4 months
- Included in Databricks’ Rising 100 Partners cluster
- Generated 30+ joint enterprise opportunities
- Achieved 10X+ monthly DBU consumption growth in under 8 months
- Established a centralized Alliance Office spanning Databricks, Salesforce, and GCP
Key Takeaway
This engagement demonstrates how a solution-led GTM strategy, tight alliance execution, and disciplined co-selling cadence can rapidly transform a services firm from a project-based implementer into a strategic Databricks growth partner—driving enterprise relevance, platform consumption, and long-term ecosystem value.