Vendor consolidation and enterprise optimization of existing digital stacks have compelled IT services companies and consultancies as well as their ecosystem partners to think strategically about who to partner with and how to secure and expand their position within the ecosystem. As a result, aligning business priorities with alliance partners will allow IT services companies and consultancies to develop a more empathetic approach to technology-fatigued buyers. Additionally, understanding pricing and commercial structures backed by common knowledge management programs will elevate the value of joint services and appeal to enterprise buyers’ appreciation of a separation of labor, supported by greater transparency and accountability.

Mature alliance partnerships have enabled vendors across the spectrum to collaborate as they realize the value of the ecosystem. Cultural, portfolio and leadership DNA have shaped vendors’ behavior when it comes to go-to-market efforts and partner strategies, which is not surprising given that vendors often lean on what they do best when pursuing opportunities.