Published: 11 June 2024
Megavendors have thousands of partners already in their ecosystem, so tech CEOs cannot rely on product and service differentiation alone to be successful in the ecosystem. To be successful, tech CEOs also need to show and deliver their relevance, runway and readiness to the megavendor.
Large technology providers do not require more partners for the sake of having more partners. Rather, they want partners that can unlock new potential and deliver the outcomes from their technology.
To gain the benefits of a higher level of relationship, such as co-marketing, leads and strategic collaboration, tech CEOs need to prove their holistic worth to a megavendor. An offering that “fills a gap” for the megavendor is not enough.
Megavendors want partners who can sustainably grow and deliver. As one megavendor stated, “being sales-ready is not enough; [partners] need to be sales- and delivery-ready” to be
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Analysts:
Chris Pang, Anshul Gupta, Igor Marchal
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