Management of Partner Ecosystems in the Enterprise Software Industry
نویسندگان
چکیده
Partner ecosystems are responsible for a significant percentage of the value creation of many companies in the enterprise software industry. Consequently, the focus of competition has moved from the management of internal resources to the management of complementary assets that are beyond the own companies' borders. Nevertheless, many software vendors are still trying to understand the management of partner ecosystems. This paper introduces a framework for the management of partner ecosystems in the enterprise software industry. The framework consists of four management levels: (i) selection of suitable partners, (ii) management of the individual partner relationships, (iii) management of a partner program, and (iv) management of a partner network. However, the focus of this paper is on a level (ii)-(iv). The development of the overall framework is based on the analysis of about 360.000 words of 33 semi-structured interviews with experts from the enterprise software industry.
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