Partnering to Grow in the Digital Era
For many companies today the most important goal is growth. One of the big opportunities for achieving growth is digitally partnering with other companies to seamlessly find new customers or to offer more products and services to existing customers. We found that companies which added more reach (new customers) and range (new products and services) via digital partners have significantly more revenue growth. Companies who added both reach and range via digital partners grew at 9.8 percentage points above industry average, while companies who do not partner grew at 7.7 percentage points below industry average. Therefore the stakes are high to get partnering right to grow in the digital era
About the Authors
MIT CENTER FOR INFORMATION SYSTEMS RESEARCH (CISR)
Founded in 1974 and grounded in the MIT tradition of rigorous field-based research, MIT CISR helps executives meet the challenge of leading dynamic, global, and information-intensive organizations. Through research, teaching, and events, the center stimulates interaction among scholars, students, and practitioners. More than seventy-five firms sponsor our work and participate in our consortium.