As enterprises increasingly prioritise measurable business outcomes over standalone tools, strategic partnerships are reshaping how large-scale Digital Transformation is delivered. Jay Snyder, SVP of Partners and Alliances at Dynatrace, tells us how deeper collaboration with global system integrators and regional partners is driving advisory-led innovation, accelerating cloud and observability adoption and delivering tangible impact for customers worldwide.
How have your strengthened alliances with global system integrators such as Deloitte and DXC Technology exceeded the transformation impact you initially anticipated?
What we’re seeing is a fundamental shift in how global system integrators (GSIs) engage with observability. Take DXC, for example. Their decision to establish a dedicated Dynatrace strategic business unit with over 280 certified engineers signals something deeper than partnership metrics. They’re embedding our platform into their core service delivery model. Similarly, Deloitte’s Middle East expansion demonstrates how regional opportunities can accelerate when partners integrate observability into their platform engineering and cloud transformation practices from day one.
The transformation impact exceeds expectations because these aren’t bolt-on relationships anymore. Partners are using our technology to differentiate their own offerings, which creates a multiplier effect we hadn’t fully anticipated when these alliances began. More importantly, our joint work is delivering real business outcomes. Customers today demand measurable impact, not just technology. By combining the Dynatrace platform with the deep industry and business expertise of GSIs like Deloitte and DXC, we’re solving core business challenges through targeted, outcome-driven use cases.
What specific outcomes or customer successes best demonstrate the progress made with these global system integrators?
The numbers tell a compelling story, but context matters more. With AHEAD, for example, customers have achieved up to 80% improvement in cloud spend visibility, not just saving costs, but empowering CFOs to engage in more strategic cloud economics. The 40% gains in developer productivity translate to faster time-to-market, which affects competitive positioning. Deployment cycles reduced by 15 days might sound incremental, but in industries where speed determines market share, that’s transformational.
What’s particularly interesting is how these outcomes compound. Better visibility drives better decisions, which in turn improve productivity and accelerate deployment. Across our ecosystem, including DXC and Deloitte and others, we’re seeing consistent business impact: faster time-to-market, accelerated cloud migrations and stronger cost control. These outcomes speak the language of CEOs and CFOs i.e. growth, efficiency and risk mitigation. Our partners aren’t simply deploying technology; they’re helping customers move the needle on strategic priorities. That’s why Dynatrace is now part of high-level transformation conversations, at the centre of both IT and business decision-making.
How is Dynatrace adapting its partner strategy to deepen co-creation and joint delivery with these large consulting organisations?
We’re moving beyond traditional vendor-partner dynamics into a more symbiotic relationship, guided by a three-pillar strategy: co-innovate, co-market and co-sell. All three are essential and when they operate in sync, they unlock real value. The ServiceNow collaboration exemplifies this, showing it’s not just integration, but mutual deployment where both companies use each other’s platforms to inform how we enhance the customer experience.
With AHEAD, Accenture and Deloitte, we’re embedding ourselves earlier in transformation conversations, working alongside their advisory teams before infrastructure decisions are made. That early engagement allows us to shape the architecture, rather than adapting to it after the fact. Just as important, we stay engaged beyond deployment and investing in joint innovation roadmaps that deliver continuous, integrated outcomes for our customers. Platform-to-platform integrations with ServiceNow and Microsoft are enabling a new category of autonomous operations where AI-powered insights trigger intelligent workflows without human intervention. That requires co-innovation, not just co-selling.
What factors have driven the rapid expansion of your advisory-led and regional partner ecosystem over the past year?
We see multiple dynamics converging simultaneously. First, hyperscaler co-sell momentum has matured. AWS, Microsoft and Google partnerships aren’t just referral engines anymore; they’re delivering substantial joint outcomes that validate the ecosystem approach. Second, enterprises aren’t buying point solutions; they’re buying transformation outcomes, which naturally demands end-to-end partnerships.
That shift requires advisory-led partnerships with the depth to deliver business results like improved efficiency, faster innovation and measurable ROI. When a customer wants to move from reactive IT to autonomous operations, that’s not a technology sale but an advisory engagement requiring deep implementation expertise. Third, high-performing regional partners like AHEAD, WWT, Sopra Steria and DevoTeam prove the model works. When one partner exceeds plan significantly, it attracts similar organisations who see the business case. Regional frameworks scale faster when success is demonstrable and repeatable.
How is the new strategic framework agreement with AHEAD already outperforming expectations in terms of enterprise wins and new-logo momentum?
AHEAD validates what happens when technical excellence meets business model alignment. Their AWS Premier partnership, combined with deep Dynatrace expertise, creates a differentiated offering that resonates with enterprise buyers seeking comprehensive solutions. Performance is also incentivised by their dedicated sales and technology teams focused on Intelligent Operations, bringing together Dynatrace, ServiceNow and Tanium in a highly integrated approach.
This combination delivers impact beyond what any single solution could achieve on its own. What sets AHEAD apart isn’t just capability, it’s their consultative model and ability to embed observability as foundational architecture. This positions them to capture larger, more strategic deals where observability directly impacts business outcomes like developer velocity and cloud economics. New-logo momentum comes from their ability to articulate ROI in business terms, such as improved productivity, reduced deployment times and better cost visibility, rather than technical specifications. That changes the conversation from IT operations to business transformation.
What distinguishes high-performing regional partners in your ecosystem, and how are you supporting their accelerated growth?
The distinguishing characteristic is advisory capability married to deep technical implementation expertise. Partners who lead with business outcomes, not technology features, win larger engagements because they’re speaking the language of CIOs and CFOs, not just IT operations. Look at the pattern across AHEAD, Accenture and DXC, to name a few. They all invest heavily in certification, develop joint solutions with us and integrate observability into broader transformation initiatives.
Our support model mirrors this. We provide enablement programmes, but more importantly, we’re co-developing joint offerings and ensuring tight platform integrations with their ecosystem technologies. When partners integrate Dynatrace with ServiceNow workflows or AWS services, they create compound value propositions. Supporting accelerated growth means enabling partners to build repeatable, scalable practices around our platform.
How do you expect the pipeline of large regional partners joining in 2026 to shape Dynatrace’s broader global partner strategy?
As we add large regional players in 2026, we’re building distributed execution capability while maintaining strategic coherence. The model we’re developing balances global consistency with regional customisation. Think repeatable frameworks adapted to local market dynamics.
This pipeline will push us toward stronger alignment between regional execution and global ecosystem relationships. Partners need to work seamlessly across geographies, which means standardising our joint offerings while allowing regional variation. Expect to see more platform-to-platform integrations that work globally but can be deployed regionally, and increased focus on industry-specific solutions where regional partners have deep domain expertise. The focus goes beyond geographic expansion to building an ecosystem that enables partners to collaborate across boundaries and deliver enterprise-scale Digital Transformation.
