We spoke to EY’s Pippa Dussuyer about how tech companies can scaleup by leveraging strategic partnerships.
Q: Thanks very much for joining us today Pippa. Today we’re going to talk to us about partnerships and growth, so, on that note, how is technology shaping the number and nature of partnerships in the TMT sector?
Partnerships in the TMT sector are far from new. They have been there since the inception and traditionally TMT companies have used partners as channel partners to take their products to consumers. This is a symbiotic relationship in which both organisations take a share of the end consumer value chain and that’s been a very accepted way of going to market.
Now you’ve got shifting consumer perceptions and a fundamental shift in the way consumers are both perceiving providers and purchasing. Technology changes, which give companies a direct route to those customers through e-commerce and platform business models, are also taking place. This means there are different types and numbers of partnerships that are available to TMT organisations....