Obsidian Echo Information

Obsidian Echo is an advisory practice focused on enterprise cloud, AI, and data platform strategy, helping institutional investors and technology companies understand how modern infrastructure decisions translate into real operational and financial outcomes. Founded by Thomas Burling, a senior partnerships and GTM leader with 18+ years across enterprise software, cloud platforms, and global services organizations, Obsidian Echo draws on hands-on experience building hyperscaler partnerships, scaling go-to-market motions, and navigating complex enterprise technology ecosystems. The practice provides clear, experience-backed perspective on cloud infrastructure, AI adoption, and data platform economics — with a strong emphasis on execution realities rather than theory. Areas of focus: Hyperscaler ecosystems and partnership economics — How AWS, GCP, and Azure partner programs operate in practice, including marketplace motions, co-sell dynamics, and ISV monetization strategies. AI infrastructure and enterprise adoption — How enterprises are operationalizing AI through cloud-native services, model deployment infrastructure, and data platform integration. Practical insight on what's driving real adoption versus vendor hype. Enterprise data and platform strategy — Competitive positioning and adoption patterns across MongoDB, Snowflake, Databricks, and emerging data infrastructure platforms including vector databases and AI-ready data architectures. Cloud GTM and channel execution — How enterprise technology companies scale revenue through GSIs, VARs, and hyperscaler-aligned sales motions. Technology diligence and operational assessment — Evaluation of early- and growth-stage infrastructure companies, with a focus on execution readiness, partner traction, and enterprise adoption risk. Engagements: Obsidian Echo provides advisory and consultation services directly and through established expert networks, including GLG, Guidepoint, and Thirdbridge.