Managing partnerships for maximum performance

In today’s increasingly competitive environment, collaborative business models have become pervasive; this trend has accelerated with the advent of the Internet. As a result, the question of how to turn these partnerships into a success story has become key. Due to the horizontal structure of the information technology industry, companies here started to partner very early, thus being in the lead as regards leveraging the partners’ resources and managing multiple partner relationships. Backed by extensive field research and complemented by a thorough theoretical analysis, the book delivers the key insights from the industry’s dominant market players. At the same time it sheds light on a networking phenomenon up to nowpreviously neglected in the literature.