Home / Who it is for
Who it is for
AI and data companies whose buyers already run on a platform.
Henry Advisory Group works with companies where the cloud marketplace, the data platform, or the model platform already sits in the buyer’s stack, and where partnerships are on the board deck but not yet in the forecast.
The companies
AI-native applications
Products built on foundation models and sold to enterprise teams. Buyers want to purchase through the cloud marketplace they already use, and expect the platform’s field team to know the product.
AI infrastructure and tooling
Model serving, evaluation, agents, data pipelines for AI, and security for AI. The product runs inside a hyperscaler or data platform account, so the platform relationship sets the pace of the deal.
Data infrastructure
Ingestion, transformation, governance, observability, and storage that sit next to Databricks or Snowflake. Joint customers are the market; joint pipeline is rarely measured.
Stage and size
- Stage
- Series A to D, or PE-backed growth software.
- Size
- Roughly $5M to $150M ARR, 50 to 1,000 employees.
- Buyers
- Enterprise and upper mid-market.
- Also a fit
- SaaS companies with the same need, and MSP-focused and security SaaS companies building a channel.
The platforms
The hyperscalers
AWS, Microsoft, and Google Cloud: co-sell with the platform’s field teams, and transactions through the cloud marketplace.
The data platforms
Databricks and Snowflake: technology partnerships where the work is joint pipeline, not a logo on a partner page.
The AI model platforms
Partner and startup programs, where distribution follows the accounts the platform already serves.
Henry Advisory Group is independent and is not a partner of any platform named.
When it fits
- A marketplace listing, co-sell program, or platform partnership that has not produced a closed deal.
- An announced Databricks, Snowflake, or AI model platform partnership with no visible joint pipeline.
- No partner leader yet, or a first partner hire who is stretched thin.
- A new CRO who needs the partner number defended in the forecast.
- A funding round with partnerships named in the use of funds.
Who calls
- Founders and CEOs
- Who need partnerships to show up as revenue before the next board meeting or the next round.
- CROs
- Who own the forecast the partner line has to survive.
- First partner hires
- Who need a senior operator alongside them, and a number the company agrees on.
- PE operating partners
- Who want platform distribution built into a portfolio company’s plan.
Not a fit
Generic sales leadership advisory. The work is partner and alliance revenue, and nothing broader.
Next step
Sound familiar?
A working session on your partner pipeline is the fastest way to tell whether the fit is real.