Published: 08 June 2023
Without effective partnerships and ecosystems, technology providers cannot scale sales, innovate or enable composable solutions. Product managers must follow three critical steps to maximize the value of partnerships and ecosystems in their product strategy and go-to-market plan.
Product managers often have a limited view of customer needs that extend beyond their product across the integrated value chain.
Participating in another provider’s ecosystem requires product managers to adapt their positioning, packaging and pricing, and in the case of software providers, their product itself.
Creating an ecosystem for partners to join requires delivering APIs, developer enablement, certification standards and technical support. Partner technical sales personnel need assistance demonstrating and using the product.
Product managers introducing and delivering products should:
Deliver a greater value to customers by identifying product and service needs that could benefit from resellers, system integrators, ecosystems
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