Leading Through Alliances: A Conversation with Giovanni Carraro of Kyndryl

In an era where AI is not just augmenting decisions but beginning to make them, the role of Global Systems Integrators (GSIs) is undergoing a profound transformation. No longer just implementation partners, GSIs are emerging as orchestrators of end-to-end value—bringing together hyperscalers, ISVs, and customers into purposeful, AI-powered ecosystems.

Few embody this shift more clearly than Kyndryl. And just as the GSI model evolves, so too does Kyndryl’s approach—most recently marked by its announcement of enterprise-grade AI agents built to automate complex IT and business processes at scale.

At the heart of this evolution is the belief that success in today’s digital landscape depends on precision partnerships and outcome-led orchestration. I recently sat down with Giovanni Carraro, SVP Global Strategic Alliances at Kyndryl, to discuss how his team is advancing alliance strategy, enabling transformation through data and AI, and shaping the next chapter in enterprise technology.

Q&A with Giovanni Carraro

Q: Your background spans sales, engineering, and professional services. How has that shaped your approach today?

A: My path wasn’t entirely linear, but each role helped me understand how to apply technology to real customer problems. I began in engineering, moved to product management, and then to technical sales and alliances. What’s been consistent is my focus on using tech to enable business outcomes. That blend of technical fluency and customer orientation now guides how I lead partnerships at Kyndryl.

Q: What distinguishes Kyndryl’s approach to strategic alliances?

A: We prioritize deep, high-value relationships over quantity. Our global strategic alliances are a select group—about 30 companies—that align closely with our customers’ needs and with our own capabilities. These aren’t one-off partnerships; they’re built on shared vision, repeatable success, and trust. Many of our partners also collaborate with each other, forming a tightly integrated ecosystem that we help orchestrate to bring outcomes and consistency to the customer.

Q: Can you elaborate on the “orchestrator” role you mentioned?

A: Customers no longer want to buy disconnected tools—they expect cohesive solutions that deliver outcomes. That’s where Kyndryl comes in. We bring together the right mix of technologies, ISVs, and service providers, informed by our deep knowledge of the customer’s data and environment. Our role is to architect and operationalize those solutions end-to-end, from design to delivery.

For example, we’ve worked with Google Cloud to create AI agents that can act and adapt in real-world business environments so our shared customers can see more immediate value—even for large-scale solutions. It’s Kyndryl’s expertise in enterprise systems together with Google Cloud’s infrastructure resulting in 100+ agents capable of handling complex tasks across industries.

Q: How do you choose the right partners for each solution?

A: It starts with understanding the customer’s context—what tech they already use, what outcomes they need, and where they’re headed. From there, we align the right technologies and partners based on strategic fit, industry relevance, and proven delivery. Our decades of experience running mission-critical systems gives us an edge in tailoring the right mix.

Q: Speed and scale are pressing customer concerns. How does Kyndryl address that?

A: Through two main levers: subject matter expertise and data. Our consultants bring deep experience to help clients move quickly. In parallel, Kyndryl Bridge—our AI-powered platform—turns system data into real-time insights and actions, accelerating both planning and execution.

Q: What are some AI-driven transformations you’re seeing?

A: Healthcare is a great example. As systems move to the cloud, the data becomes available to apply AI for improving patient care and operational efficiency. More broadly, our focus is on using AI—especially now agentic AI—to not just recommend next steps, but to take action. That’s where real transformation happens.

One way we’re bringing this to life is through our recently announced  Kyndryl Microsoft Acceleration Hub focused on using agentic AI to build industry-specific solutions that will help customers innovate and unlock the transformative potential of AI. In this partnership we’re using both physical and virtual innovation labs around the world to join Kyndryl Consult services’ technical expertise with agentic AI solutions across the Microsoft stack, including the Azure AI Foundry and Copilot. We believe creative, dynamic partnerships like this are essential to bring state-of-the-art innovation to our customers.

Q: What advice would you give to companies looking to modernize their partner strategies?

A: First, recognize that no one wins alone anymore. Ecosystems are essential. Second, focus. Choose partners that align with your business priorities and go deep. Finally, measure impact—not just activity. The best partnerships are those that move the needle for all stakeholders.

Conclusion

Giovanni’s approach at Kyndryl shows that in today’s fast-moving tech landscape, success isn’t about doing everything—it’s about doing the right things with the right partners. By focusing on customer outcomes, curated alliances, and the power of AI, Kyndryl is helping clients move faster and smarter.

As the industry shifts from hype to action—especially with the rise of agentic AI—this conversation highlights a simple truth: the next wave of transformation will depend on how well companies orchestrate trust, activate ecosystems, and align deeply with the outcomes their customers value most.