Gartner Research

Key Questions That Data and Analytics Service Providers Should Answer Before Forming a Partnership

Published: 20 August 2019

ID: G00383130

Analyst(s): Twiggy Lo

Summary

Data and analytics service product managers are increasingly leveraging partners to go to market and fill the competency and offering gaps. Product managers of D&A service firms should address the key questions to ensure a higher success rate and justify the investment in a partnership.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Confirm Reasons to Partner, and Define Partner Responsibilities, Objectives and Expected Outcomes
    • Reason — What do you want to achieve from a partnership?
    • Purpose — What do you want the partner to do: sell, service, build/develop or all?
    • Route — How does the customer want to buy your solutions/services: from whom and in what form (part of a solution or independently)?
  • Define the Type and Partner Profile
    • Type — What type of partner would suit the above, or are partnerships the right route to market?
  • Create a Compelling Value Proposition, and Implement Partner Enablement Programs With the Right Metrics
    • Proposition — What is the proposition to the partner?
    • Resources — What resources, budget and program do you need to support the program?
    • Metrics — What are the success metrics?

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