“We just don’t speak the same language!” How often this phase has been uttered in frustration when people are failing to communicate. Maybe you’ve experienced it with a teenager or someone with a different political view or even a partner.
In the dynamic and exciting world of ecosystem we are experiencing transformation at such a fast clip, every day there is another example of different definitions for things we thought we understood. For example, a hot topic these days is co-selling, and rightfully so. According to a number of studies, the impact of co-selling is significant: bigger deals, higher closing ratios, shorter sales cycles and better performance from top direct reps. Yet the definition of co-selling goes from the simple concept of two sales people from different organizations selling a joint solution, to potentially multiple partners selling their own product or service to deliver a combined solution, to complex strategies in marketplaces or with hyperscalers.
One thing we can all agree on; although it takes time and commitment to develop and learn a common language the benefits are significant for all. Fortunately for those who want “in” on the conversation, there is an ever-expanding ecosystem of committed participants who are eager to open the dialogue. With a fraction of companies truly undertaking digital transformation with the ecosystem mindset as a cornerstone principle in the process; there is tremendous opportunity for both growth and the ever-increasing demand for capital efficiency.
Collaboration is the cornerstone of ecosystem. A common language allows more efficient collaboration, especially crucial in diverse teams, international partnerships, or any situation in which people with different backgrounds or points of view work together.
Common language makes it easier and faster to communicate, leading to increased productivity. Teams, partners and alliances who communicate seamlessly can arrive at better business outcomes more quickly, delivering the coveted customer experience. Doing so from initial contact through point of sale, implementation and month after month is the holy grail of lifetime customer value.
As the “age of the ecosystem” speeds up, more value is created, industries are unified and relationships are delivering results designed for the long game in an increasingly subscription-based world. CEO’s and Boards who are either just making their first major steps into digital transformation or who are well underway will accelerate their success by adopting a growth mindset, and willingness to join those who have already demonstrated the power of the language of the ecosystem.
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Ridge Innovative is an ecosystem consultancy firm dedicated to helping organizations build efficient partner programs, whether new from the ground up or in a transformational mode. Our goal is to deliver the best and latest in strategy, framework, automation and customer experience built on trust.
Visit our website at ridgeinnovative.com, buy our ground-breaking eBook – co-authored with renown alliance expert Norma Watenpaugh – “Partners Are the Customers Experience” on Amazon, check out the conversations on our podcast “Culture of Innovation” on SoundCloud and iTunes and reach us through LinkedIn or at support@ridgeinnovative.com