In today’s complex IT landscape where every company is under pressure to innovate, accelerate change and simplify operations no single software vendor or service provider can be all things to all people. Even the largest vendors—such as Microsoft—depend on a network of resellers, consulting partners, independent software vendors (ISVs) and strategic alliances to offer complete solutions to their customers.
Smarter technology partnerships multiply value not only for the companies involved, but also for their customers and their wider partner ecosystems. For 1Nebula, cutting-edge partners like Microsoft, EnterpriseWorx, Netsurit and MuleSoft play an invaluable role, helping us to guide our clients in their digital transformations and FinOps implementations. From our experience, here are some factors that lead to robust partnerships:
A focus on shared success
One of the hallmarks of a successful technology partnership—or any business partnership—is that both parties will be committed to win-win outcomes. They will work together to drive the best results for the customers they share, knowing that this is how they in turn will ensure profitability and retain customers. Each partner will have a clear definition of what success means from their perspective. They will draw up agreements and develop ways of working that are fair to both parties.
Sound governance structures
Like any other relationship, a technology partnership thrives when the terms are clear and when both parties are committed to making it work. Governance structures are essential for keeping the partnership on track. From the outset, the parties should define who their representatives are, how often they will meet, how they will take joint decisions, and the escalation process when a problem arises. They should also document business processes and simplify ways of working together.
Complementary solutions and technologies
The most enduring strategic technology partnerships are those forged between companies that are knowledgeable in their own sector of the market, yet recognise that they need support from cutting-edge partners with complementary specialisations. Such partnerships allow the two companies to focus on their core competence, while leveraging a specialist partner to provide a more complete and integrated solution to the client. These partnerships will thrive when the partners both have similar technology architectures and cultures.
Flexibility
In a world where we are all under pressure to innovate and accelerate digital transformation, technology partnerships cannot be static. While governance and contracts are essential in creating a stable foundation for the partnership, they should also accommodate change. They should evolve along with each partner’s business model, technology stack and customers’ requirements.
Trust and transparency
The interpersonal side of a healthy technology partnership is key. As the two parties work together, transparency about objectives and challenges will help them meet their individual and shared goals. Open communication can save a partnership from stalling due to misunderstandings or misaligned goals.
Long-term focus
Technology partnerships are at their best when they extend beyond loose, tactical collaborations. With a longer-term focus, the companies can deepen their collaboration and focus on their roadmap for creating value together. This means their customers are also assured they are buying into a solution that has a long shelf life.
Technology partnerships benefit end-customers
We see technology partnerships as a way to streamline the digital transformation journey for our clients. By working with cutting-edge partners, we simplify the IT experience for customers, provide them with access to best-in-class technology, and accelerate time to value.