Gartner Research

Market Insight: Build Your Partner Strategy to Win in the Smart City Market

Published: 23 May 2019

ID: G00373478

Analyst(s): Milly Xiang


Participation in partner-led ecosystems provides a route to market in smart cities that are averse to changing suppliers. Tech CEOs must develop solutions that fill gaps in target ecosystems while building sustainable differentiation by leveraging the benefits of being small providers.

Table Of Contents


Background and Context

  • Cities Pursue Diversified Approaches Toward Smartness
  • IoT Won’t Change How Cities Source Their Solutions

The Impact

  • Hunting Partners: Quality Over Quantity
  • Attracting Partners: Differentiation


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