creating successful partnerships in digital environment€¦ · in particular, the tmfs open...

© 2018 TM Forum | 1

Business Consultant, Infosys Limited

Pawan Dubey

Creating successful Partnerships in Digital Environment

© 2018 TM Forum | 2

Digital Transformation world

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Digital Stardom

Digital Eclipse

Business Core is Digital

2015 2020

And this is going to happen in next 5 Years…

Around 55 % of Fortune 500 companies have disappeared,

The best of surviving have re-invented themselves from Traditional business

to Digital business.

Are we ready and now convinced to be part of Digital Eco-system World ??

Velocity of

Digitization

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Drivers for Digital Eco-system

Business Model Innovation

There’s an unquestionable revolution

happening, where business model innovation

is essential to maintain mere survival – a fact

that is not lost on senior executives, with 44%

of those surveyed in the report indicating

that ‘companies going it alone will be a thing

of the past.’

Digital Technology Evolution

In an increasingly competitive digital market,

the pressure cooker of rapid technological

advancement, mushrooming customer

segments and a potential economic recession

is forcing organizations to re-think and re-

design how they do business and structure

operations.

Technology Driven and Customer Centric

Platform-based business models allow

companies to build an interface to access rich

contextual data about what is happening in

their Business value chain. Value creation is

shifting from linear business models to multi-

sided platform models that are CX centric

and demand-driven.

Traditional Business Models

Production MarketingDistribution Consumer

Platform Driven Business Models

Platform Ecosystem

One directional Multi directional

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Drivers of Ecosystem in Platform Economy

Believe its critical to their Business success to adopt platform Based Business Model to engage with ecosystems of digital Partners

97%

Agree that Platforms will be the ‘Glue’That brings organizations together in the digital Eco-system

84%

Are investing in Digital as part of their Organization’s strategy.

87%97%

87%

90%

84%

Rate the power of demand-side economies of scale as important to their Business in next 5 years frame

90%

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Need for Strategic Partnerships

Driv

ers

• Composite Innovative Offerings• Power shift from Established Players• Previous Partnerships Failure• Customer experience

• New sources of Revenue Growth• More Risk averse Strategies• Budget Constraints• Shared Revenue Model

Increased need for Partnerships

Restructuring PartnershipsAnd re-evaluating perspectives

Out

com

es

Core Business Incumbent Digital Markets( Feed profit back to core business)

New Complementary Markets(Cross industry Business e.g. Healthcare, automobile etc. through Investment and Partnerships)

“If you want to go fast go alone, If you want to go extra-mile then go together.”

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“Partnership strategy in Eco-system is an effective tool to encouragebusinesses to focus on their core strengths and get benefitted fromcollaborators to enrich product offerings and live up to customerexpectations.”

“Successful strategically planned and executed partnerships can resultin new business domain, in both a virtual and real sense, a place wherethe ‘whole’ is greater than the sum of the ‘parts’ that go to make itup.”

Digital Business

Partner Eco-system

Digital Business Enablement with Partnership

1 + 1 > 2It’s Good but How ??

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How to achieve Effective Partnerships

Key challenge is how to strengthen an Eco-system to be able to deliver complex projects in collaborative fashion to

maximize the partnership effectiveness;

“Where Two Rivers Meet, Water Is Never Calm”

Lack of Clear Vision, Strategy and Road map

Inadequate understanding of Milestones and individual’s roles and responsibilities

Partnership is missing Key stakeholder

( X Factor)

Ambiguity in Decision making authority (Governance) in Partnership model

Failure to Learn and effectively Communicate

Absence of right Framework and governance to comply with set of Regulations like Policies & Procedures

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Benefits of Open APIs in digital ecosystem

Open API

Draw customer experience across organization

Ability to make better informed decisions

Develop more innovative products and services

Adding new features and scaling up Solution quickly

Open up new source of Revenue

Provide outsourced automations & decisioning

“Cross industry exposure through Open APIs would lead to find new revenue streams.”

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Role of Open APIs in Partnership Enablement

Companies are going through tremendous pressure toimprove efficiency, profit margin and to transform theirvalue proposition towards customers.

All those CSPs who are ahead on technology revolutioncurve can very well see that by exposing their corecapabilities as Open APIs to outside world, they canenable new partnership models to create innovativecomposite offerings

In particular, the TMFs open digital API definitionsenable a new paradigm of business and operationalagility for the digital economy encouraging innovationwith unprecedented business and technology integrationbetween an operator and its partner companies.

Digital engagement and increased expectations amongconsumers across industry verticals is being the Drivingforce.

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Collaboration Journey in Partnership leads to Success

Support Trust Consulting

Success Teamwork Inspiration

“Success of group lies in the fact where each member of the group is successful.Collaborative strategy in Ecosystem model discourages concept of Pronoun i.e. “I,” “my,” “me,” “Yours”, It is all about giving an equal opportunity to partners in digital ecosystem to rise and shine.”

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FOCUS AREASWhat are the key focus areas of your digital businessPartnership, and how are these selected to ensure Alignment with business objectives ?

Created For: Created By: Date: Version:

KEY PARTNERSWho are the key partners, and byWhat criteria are they chosen ?

BUSINESS GOALSWhat business goals drive yourPartnerships ?

FORMATSWhat collaboration formats and strategy match Your focus areas and business goals ?

PEOPLE, PROCESSES,AND ORGANIZATIONWhat people, processes, andOrganizational structures supportYour Business partnerships ?

ANALYSIS ANDEVALUATIONWhat key performance indicators areMost useful for evaluating your BusinessPartnerships ?

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Partnership Model Canvas

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TM Forum Digital Eco-system Tool- CurateFx

Live case study with Infosys | Using CurateFx to build ecosystems

creating successful partnerships in digital environment€¦ · in particular, the tmfs open...

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