Partnering to Grow in the Digital Era
Abstract
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
Ina M. Sebastian, Research Scientist, MIT Sloan Center for Information Systems Research (CISR)
Peter Weill, Chairman and Senior Research Scientist, MIT Sloan Center for Information Systems Research (CISR)
Stephanie L. Woerner, Research Scientist, MIT Sloan Center for Information Systems Research (CISR)
MIT CENTER FOR INFORMATION SYSTEMS RESEARCH (CISR)
Founded in 1974 and grounded in MIT's tradition of combining academic knowledge and practical purpose, MIT CISR helps executives meet the challenge of leading increasingly digital and data-driven organizations. We work directly with digital leaders, executives, and boards to develop our insights. Our consortium forms a global community that comprises more than seventy-five organizations.
MIT CISR Associate Members
MIT CISR wishes to thank all of our associate members for their support and contributions.