Innovation, innovation, innovation: if you’re not doing it, even at enterprise level, then you’re falling behind. But is that really the case?

Many enterprise initiatives often stall early on – or result in limited business outcomes. Yet according to a new report from IDC, collaborating between startups and system integrators could lead to ‘great potential.’

The report, titled Best Practices for Service Company and Start-Up Collaboration in Europe, explores the relationship each partner would provide to the collaboration. Startups have the innovative technology, while management consultants or system integrators have the enterprise expertise, global resources, as well as integration talent.

This is not a particularly outrageous suggestion – indeed, in an increasingly data-heavy landscape, with emerging technologies such as the Internet of Things and artificial intelligence, keeping your friends close and your enemies closer is encouraged. Back in 2016, a global study from MIT Sloan Management Review argued exchanging device data with other businesses strengthened existing relationships between organisations and forged new ties. Two thirds of respondents who were actively working on IoT projects said they gathered data, or sent data, to customers, suppliers – and even competitors.

IDC says consultants and system integrators need to take a ‘systematic’ approach with startups, selecting the wheat from the chaff, vetting technologies, business models and personalities, and then going to building value propositions, before testing and then taking to market.

“The process of establishing collaboration is far from easy, but it must be fast and efficient, or it will waste valuable time for startups, services companies, and their clients,” said Mette Ahorlu, research director of IDC European Services. “It is easy to get carried away by the enthusiasm, but nobody can afford that.

“Matchmaking is essentially about finding the needle in the haystack, building mutual trust and a shared value proposition – and then succeeding with clients,” Ahorlu added.

Originally posted on Enterprise CIO.

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