Scaling partner GTM and sales enablement at Guidewire
INDUSTRY
Insurance
COMPANY STAGE
Mature enterprise
ENGAGEMENT
9 months
Despite having a strong ecosystem of technology partners, Guidewire’s partner marketing function was still in its infancy. I joined to help build a repeatable GTM framework that could support multiple strategic partners while maintaining Guidewire’s positioning and messaging.
How it started
I partnered closely with Guidewire’s product marketing leadership and each partner’s marketing team to create a set of standardized marketing and sales enablement assets that balanced consistency with partner-specific differentiation. While the existing partner assets focused on features, we aimed to anchor the story in a true “better together”, buyer-focused narrative.
Telling a “better together” story
For six strategic partners, I developed a scalable GTM and sales enablement package (the “sales kit”), including:
Positioning and messaging document to align teams internally on the audience, value pillars, proof points.
Partner data sheet with clear positioning, joint value proposition, target use cases, and buyer-facing benefits.
Sales pitch deck to enable sellers to confidently introduce the partner in customer conversations.
Challenger brief for sales teams to use alongside the pitch deck, articulating the problem, benefits, and key differentiation.
Each asset followed a similar core structure while highlighting partner-specific value.
The deliverables
By the end of the engagement, Guidewire had:
A repeatable partner GTM framework that scaled across strategic partners
Consistent, Guidewire-branded sales and marketing assets
Stronger alignment between product marketing, partner marketing, and sales
Reduced friction and faster turnaround for future partner launches
Most importantly, Guidewire transformed partner marketing from a one-off effort into a systematic, scalable motion.
