Networks—Not One-to-One Partnerships—Change the Game for Partnerships and Alliances

Approaches to partnerships and alliances have changed as significantly as the IT industry itself has over the past decade. Traditional channel sales have given way to ecosystems and networks. The nature of open integration and flexible cloud services has changed the way enterprise customers buy technology. Today, they invest in ecosystems of interrelated technologies rather than single offerings. As a result, technology companies are defining new models for how they work with partners.

With Ecosystem Cloud, WorkSpan provides a distinctive and, so far, unique approach to managing the joint activities that technology partners undertake to develop, market and sell their offerings. Unlike traditional partner relationship management systems, ecosystem management platforms like WorkSpan’s are designed to support multiple partner teams working together. This report identifies key differentiators, examines functional capabilities, considers the offering’s strengths and weaknesses, and outlines key use cases.  

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