Summary
When B2B suppliers fail to effectively engage and collaborate with independent software vendors (ISVs), these relationships fall short of their potential. Partnering with ISVs requires suppliers to collaborate with these partners at multiple levels and advocate for their offerings. Joint solutions developed via ISV partnerships can open doors in the installed base and with new customers. Suppliers must use five program components to choreograph ISV partner engagement. In this report, we explain how to apply each of these components — incentives, communications, processes, training, and relationships — to engage ISV partners.
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