Executive Summary (This is a document excerpt)

As business technology providers move to expand their solutions-centric ecosystems, strategists must intensely focus on partnerships across the value chain. The sad truth is that few technology partnerships are as successful as their participants wish. Most failures result from poor alignment between parties on key objectives and metrics. Forrester suggests 21 questions to drive that alignment across four core competencies: 1) building technology and product strategy; 2) aligning go-to-market (GTM) activities; 3) investing in a support ecosystem; and 4) executing the action plan.

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