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How to Choose the Right Ecosystem Partners for Your Business

Lanzolla, G. ORCID: 0000-0002-6590-2668 & Markides, C. (2022). How to Choose the Right Ecosystem Partners for Your Business. Harvard Business Review,


Increasingly, companies are leveraging data and digital technologies to enter and compete in new markets. To succeed in doing this, they need the help and support of several ecosystem partners. These partners vary in their contributions to the partnership. As a result, they need to be managed differently. Some of the recent hype on digital ecosystems has failed to make this simple, yet important distinction. To design customized relationship strategies for each of its partners, a firm must first determine in a systematic way what type of partner it is building a relationship with and what value they each bring to the table. Our research allows to identify a parsimonious partners classification framework which is also useful to identify the key challenges that managers should grapple with when dealing with different types of partners.

Publication Type: Article
Additional Information: The final version of this article is published by Harvard Business School Press and available at:
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
T Technology > T Technology (General)
Departments: Bayes Business School > Management
[thumbnail of HBR Right Partners 23 February 2022.pdf] Text - Accepted Version
This document is not freely accessible due to copyright restrictions.


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