To build the Partner ecosystem you need to start somewhere. As the technology vendor, your responsibility will be to understand how you can benefit partners and attract them. Treat them as customers and gateways to your customers – and understand the mutual value proposition that is the basis of the relationship. Focus on that, and the ecosystem will grow.
Why you should treat Partners and Employees as Customers
It’s not reasonable to expect people to contribute to our business without return. We need to consider what’s in it for them. I believe that we need to look at partners and employees as customers. They pay us with their time, their outputs, the doors they open and their loyalty.