In our recent guide to winning in the modern partner ecosystem era, we shared tactical plays for co-selling and data-driven collaboration. Here’s how SHI International, one of the world’s largest technology solutions providers, put those plays into action in 2025 — transforming how customers realize value from Microsoft-aligned security investments.

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The challenge: Under-utilized security investments

By early 2025, many enterprise customers were facing a common set of challenges:

• Dormant or underused security tooling included in existing Microsoft licensing
• Difficulty translating AI capabilities into operational security outcomes
• Fragmented workflows between IT, security, and governance teams
• Skills and staffing gaps that slowed incident response and threat detection

Even though organizations had paid for advanced security features — including machine-assisted analytics and natural-language support tools — these capabilities often remained disconnected from day-to-day operations. 

SHI recognized that customers weren’t just buying technology; they needed help unlocking and operationalizing it.

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The solution: A Microsoft-centric security practice focused on outcomes

In April 2025, SHI launched Stratascale, a dedicated Microsoft security practice designed to help customers unlock the full potential of the capabilities already included in their licenses — especially AI-enabled security features such as Copilot-assisted workflows and predictive analytics.

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Step one: Aligning with customer reality

Rather than treating security as another add-on, SHI approached it as a business-critical mission, helping organizations:

• Identify dormant security tools they already possess
• Embed advanced features directly into incident response, threat hunting, and analytics processes
• Improve cross-team collaboration between security, IT, and governance functions

This helped customers move from “tool ownership” to security outcome realization, which was the core challenge most organizations faced.

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Step two: Operationalizing AI-driven security

SHI’s practice emphasized activation over acquisition, enabling customers to leverage:

• AI-assisted natural-language workflows for faster incident response
• Machine learning insights for proactive threat hunting
• Integrated analytics across security domains

This made advanced security features more accessible, reducing reliance on niche skills and addressing talent shortages in security teams.

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Step three: Educating and coordinating teams

SHI encouraged customers to break down silos between security, IT operations, and governance — recognizing that modern defense requires cross-functional execution. Bringing diverse teams into shared planning and operations helped accelerate adoption and improve results.

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The results: Stronger security, faster value

While specific numerical results vary by customer, SHI reported consistent themes in 2025 outcomes:

• Accelerated activation of AI-driven security tooling that had previously sat unused
• Reduced time to value, as organizations saw real-world impact from capabilities already paid for
• Stronger cross-team execution, especially between security and IT operations
• Better preparedness for evolving threats, thanks to machine-assisted defense capabilities

One leader within SHI’s practice noted that these changes were not just technological — they fundamentally changed how customers think about security strategy and execution.

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Lessons for the ecosystem

SHI’s work yields several transferable lessons for partners and customers alike:

1. Activation matters more than purchase: Owning advanced features isn’t enough — embedding them into workflows makes the difference.

2. AI is a tool, not a replacement: When paired with human expertise and governance, AI amplifies effectiveness — especially in security.

3. Cross-team collaboration drives adoption: Security isn’t just a “security team” problem — it’s an enterprise-wide delivery motion.

4. Align to business outcomes: Customers care about measurable impact (response times, resilience, risk reduction), not just tool deployment.

5. Use account mapping tools like Crossbeam to proactively uncover ecosystem overlap and maximize every opportunity

Modern ecosystem collaboration relies on shared visibility, alignment, and attribution — especially when multiple partners and capabilities are involved.

Platforms like Crossbeam enable partners to see overlapping opportunity areas, align co-sell motions more effectively, and attribute impact with confidence — turning ecosystem data into execution, not just insight.

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Forward look: Security and ecosystem collaboration in 2026

As AI-driven capabilities continue to mature and enterprises demand faster time-to-value, ecosystem-centric execution will only grow in importance. Partners that can help customers operationalize advanced tooling — not just sell it — will lead in revenue growth, resilience outcomes, and customer loyalty.

Explore how data-driven ecosystem alignment can elevate your partner strategy.

Join other companies in the cybersecurity ecosystem in Crossbeam to win in the ecosystem era, align data, incentives, and track channel attribution. Explore how Crossbeam can help your ecosystem strategy here.

• See the full ecosystem partner playbook, understand foundational tactics for co-selling and collaboration.
• Catch up on the program updates driving these results, and the context behind SHI’s security practice launch.
  
  

FAQ

• How did SHI help customers unlock more value from Microsoft security tools?

By focusing on activation, SHI helped customers operationalize AI-driven security features already included in their licenses and embed them into daily workflows.

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• Why does ecosystem collaboration matter for enterprise security?

Modern security requires coordination across teams and partners. Ecosystem collaboration reduces silos and accelerates execution in complex environments.

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• How does Ecosystem Intelligence support partner-led security motions?

‍Ecosystem Revenue Platforms like Crossbeam provide visibility into shared accounts and impact, enabling faster alignment and clearer attribution.

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