To satisfy enterprise demands for eBusiness solutions, infrastructure service providers will embrace a new delivery model built around a mosaic of channel, technology, and market-making partnerships. Building partnerships is easier said then done.
Service providers are ripe for partnering.
To dig into the promises and problems behind this flurry of partnering activity we interviewed 50 top executives at leading carriers and hosters, as well as at their hardware, software, and integrator partners. Two-thirds of service providers pursue partnerships. While customers want solutions, service providers want to specialize. Service providers' success will hinge on designing, selecting, and managing a mosaic of partnerships. Action Clients must push suppliers to build coordination platforms.