Partnering and ecosystem approach for network APIs in 4G and 5G

Olle's role:

Partner Manager for one of the largest global Enterprise SW companies, as well as a member of the group's core team for the development of strategic global partners.

The challenge:

Explain the value of web APIs to application developers and verify customer and partner values of API consumption.

The solution:

Focus initially on business processes addressed by the application provider and related industry use cases with dependencies on time-critical data and high communication needs, e.g. Field Service Management.

Results:

C-level steering group was established and the partner became part of larger global market introduction including joint customer engagements.  

Insights:

Crucial to ensure:

- Joint sponsorship and governance with management on both sides, based on "strategy fit" for both parties.

- Internal detailed understanding and alignment with the partner's business, architecture, release plans and Go-To-Market model (incl. any Partner Program).

- Initial narrowed focus for a Proof-of-Concept at friendly customer of the partner, with potential for rapid scale-up.