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Unleash Your Digital Strategy & Drive Customer Centricity Through Ecosystems

Gartner Tech Growth & Innovation Conference03 – 05 June 2019 / San Diego, CA

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TSP ecosystem participation for digital business

solutions to grow to 60% in next few years

25%

60%

0%

20%

40%

60%

80%

2018 2019 2020 2021

Ecosystem Participation by TSPs Selling Digital Business Solutions

~2.5X

Today24 Months

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Partnerships are not new but scale and pace of

innovation is driving participation

Drivers of ecosystems:

TSPs often competing globally rather than

locally

Pace of technology innovation coupled with

complexity – companies can’t “go it alone”

Need to go where customers are (customer at

core of go-to-market)

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Large vendors are battling for partnerships

We Want You!

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There are many different types of ecosystems

As a starting point,

think of what you are

trying to achieve by

participating in an

ecosystem

1 2

3

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Example of ecosystem map in Oil & Gas industry

Visualization of ecosystem can support strategy development…

Pro

cess

Co

mm

sFu

nct

ion

Dev

ice

IoT Services

Infrastructure (Core IT) Cloud

1

2

3

4

5

Business Consulting

Implement.

Managed Services

Technology Consulting

IoT Security

Embedded Trust

Profess. Services

Device ID & Key/

Credential Mgmt.

Real-Time Visibility &

Control

Collaboration Center for Drilling & Completions*

Down-hole sensors / Smart Drills

Satellite, Cellular, Seatooth

Leak Detection

Seismic Analytics / Drill Mapping

Connected Oil Pumping & Flow Assurance*

Distributed Control Systems / Pressure Sensor / Temperature Sensor

LPWA; Satellite; RPMA

Pressure Analytics / Pump Planning / Remote Monitoring

Pressure Analytics / Flow Analytics / Usage Analytics

Flow Line Leak Detection*

IR Camera Sensor / LIDAR / Remotely Operated Underwater Vehicle

LPWA; RPMA

Defect Location / Pressure Stress

Pipeline Pressure / Temperature Analytics

Info

.

Asset-Level Data

Compute Storage Network

Connected Oil & Gas - Upstream

* Implies Adjacent Use CaseUse Case Characteristic

Vendor Solution

Control Point

Develop understanding of

market from customer’s

perspective

Identify customer use

cases & tie them to key

business outcomes

Develop a market/

solution taxonomy

Follow the money – where

and how does value flow?

Uncover control points in

ecosystem – can your

company own the control

point?

Actions

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Example of ecosystem map in Oil & Gas industry

…and can be used to anticipate potential conflicts or synergies

Identify companies that

play in each intersection

Profile companies to

better understand

posture and potential

mutual benefits

Be prepared when

approaching vendors

Actions

Collaboration Center for Drilling & Completions*

Connected Oil Pumping & Flow Assurance* Flow Line Leak Detection

Pro

cess

Co

mm

s.Fu

nct

ion

Dev

ice

IoT Services

Infrastructure (Core IT) Cloud

1

2

3

4

5

Business Consulting

Implement.

Managed Services

Technology Consulting

IoT Security

Embedded Trust

Profess. Services

Device ID & Key/

Credential Mgmt.

Real-Time Visibility &

Control

Info

.

Compute Storage Network

Connected Oil & Gas - Upstream

Implement.

Managed Services

Technology Consulting

Professional Services

Device ID & Key/

Credential Mgmt.

Real-Time Visibility &

Control

Implement.

Technology Consulting

Device ID & Key/

Credential Mgmt.

Real-Time Visibility &

Control

* Implies Adjacent Use CaseUse Case Characteristic

Vendor Solution

Control Point

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What are top performers doing differently?

Top performer attributes:

1) Interoperability

2) External mindset

3) Interdependence

1 2Participating in Digital Ecosystems Shifting Culture & Technology

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Contacts

GartnerLaura Flowerree

Senior Director

Gartner Consulting

Phone: 415.298.2540

laura.flowerree@gartner.com

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Types of Ecosystems

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CRM Heritage

Salesforce Health Cloud &

Marketing Cloud

Electronic Health

Records Heritage

Cerner’s HealtheIntent

Example of Leaders: Salesforce and Cerner in Healthcare

The two companies are exhibiting

leading qualities:

Interoperability –

Salesforce acquired Mulesoft, iPaaS, to

support integration

Salesforce is part of alliance with other tech

giants to create open standards to foster

interoperability in Healthcare

External Mindset & Mastering

Interdependence

Cerner’s platform can work with other EHR

vendors and enables apps and extensions

built to work with other solutions

Salesforce committed to using partners to

go deep into an industry, customer at center

"The health care industry is undergoing a powerful

transformation. Patients are bringing new

expectations to their experiences — they want

providers to deliver better service on their terms” –

Keith Block, COO, Salesforce

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Questions to ask yourself when creating an ecosystem…

Prioritize big established players or niche vendors?

Geographic strategy?

How many partners in each market do you want to

partner with? (+/- of many vs. few)

What companies are already working with your

customers?

What can you provide to incentivize partners to work

with you?

How do you approach partners? (i.e., company

characteristics drive approach)

12 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Questions to ask yourself when managing an ecosystem…

What is the Go-to-Market strategy? How does a

customer find you or your partners?

What are the rules of engagement with partners?

With customers?

How do you ensure/ take ownership of customer

success (particularly as customers move to SaaS

model)?

How do you maintain strong productive relationships

with different types of partners?