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© 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form
without Gartner's prior written permission. It consists of the opinions of Gartner's research organization, which should not be construed as statements of fact. While the information contained in this
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governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or
influence from any third party. For further information, see "Guiding Principles on Independence and Objectivity."
Unleash Your Digital Strategy & Drive Customer Centricity Through Ecosystems
Gartner Tech Growth & Innovation Conference03 – 05 June 2019 / San Diego, CA
1 © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.
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
2 © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.
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)
3 © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.
Large vendors are battling for partnerships
We Want You!
4 © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.
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
5 © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.
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
6 © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.
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
7 © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.
What are top performers doing differently?
Top performer attributes:
1) Interoperability
2) External mindset
3) Interdependence
1 2Participating in Digital Ecosystems Shifting Culture & Technology
8 © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.
Contacts
GartnerLaura Flowerree
Senior Director
Gartner Consulting
Phone: 415.298.2540
9 © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.
Types of Ecosystems
10 © 2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates.
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
11 © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.
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?