Equitus.ai's KGNN (Knowledge Graph Neural Network) commercial rollout from a GSI (Global Systems Integrator) perspective, you’ll want to create a partner-centric, modular GTM (Go-To-Market) framework. Here's a structured model tailored to how GSIs operate with platforms like Equitus:
1. Tiered Commercial Offering Model
Equitus.ai's three commercial target areas should map to deployment tiers, aligned with GSI service bundling, as follows:
A. Power Tier (Enterprise Clients)
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Target: Fortune 1000, Government primes, SOCOM-type engagements
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GSI Role: Strategic lead partner or subcontractor; often acts as system architect
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Model:
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Fully licensed, on-prem KGNN instance (Dell/Red Hat/OpenShift/VMware certified)
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Full-stack enterprise license w/ optional AI ops support
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Co-sell model: GSI gets margin on services + optional resale
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B. x86 Dell Corporate/Data Center
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Target: Mid-market enterprises, OEMs, Data lake infrastructure providers
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GSI Role: Integration partner, may resell through existing Dell channels
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Model:
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Reference architecture (Dell certified) with GSI-managed deployment
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Plug-in connectors for Splunk, Snowflake, CrowdStrike, etc.
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Smaller deployment units, billed per-core or per-node
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GSI value-add through connectors, maintenance, orchestration
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C. Case-by-Case Integrations
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Target: Tactical teams, labs, edge analytics use-cases (CBP, DHS, field ops)
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GSI Role: Tactical or specialty integrator, such as Booz Allen, SAIC, or smaller defense integrators
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Model:
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Rapid deployment kits (e.g., KGNN edge appliance or container)
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License flexibility: short-term evals or STIG-hardened builds
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Custom adapters for mission data (video, PCAP, sensor)
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2. GSI Enablement Stack
Equitus should create a "Partner Stack" for GSIs to streamline commercial deployment:
| Stack Layer | Description | GSI Opportunity |
|---|---|---|
| KGNN Core | Modular Graph AI engine | License resale, co-IP builds |
| Integration APIs | REST/GraphQL, plugins for Splunk, Palantir, etc. | Billable integration layers |
| Secure Ops Layer | Supports DoD/IC STIG, DISA, NIST 800-53 | FedRAMP/IL5 compliant managed services |
| DevSecOps + CI/CD | GitOps, Ansible, Terraform support | Automation consulting |
| Deployment Models | Cloud-native, on-prem, tactical edge | GSI-hosted, hybrid models |
3. GSI Commercial Engagement Framework
Use a GSI-aligned sales framework:
| Phase | Activity | GSI Role |
|---|---|---|
| Discover | Identify client's data pain (disjointed silos, security analytics, graph enrichment) | GSI leads capture or jointly qualifies lead |
| Design | Architect KGNN deployment model (core, Dell x86, edge) | GSI provides architecture and customization |
| Deploy | Build + deploy KGNN solution | GSI integrates into enterprise architecture |
| Scale | Add data domains, deploy advanced graph models (deep reasoning, entity resolution, etc.) | GSI supports lifecycle operations and upsells |
4. Sample GTM Channels & GSI Examples
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Accenture Federal, SAIC, ManTech: Likely to lead Power deployments (IC/DoD clients)
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CDW, World Wide Technology, Dell EMC GSIs: Fit for x86 Corporate/Data Center offering
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Leidos, Raytheon Technologies, Smaller defense integrators: Best for case-by-case tactical deployments
5. Metrics & Incentives for GSIs
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Revenue share: Licensing margin + services margin
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Annual Recurring Revenue (ARR) from subscriptions
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Attach rate: Integration services per license sold
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Time-to-deploy benchmarks to accelerate adoption
