Demands for integrated logistics services and faster delivery of these services have e-logistic service providers seriously evaluating partnership opportunities. According to IDC, partnerships entered into and managed strategically can serve as important tools to accelerate time to market.
"The twin challenges of speed to market and a less favourable venture capital climate have led many e-logistics service providers to work toward complementary networks of partners to provide integrated `whole solutions` to the marketplace," said Romala Ravi, senior analyst with IDC`s E-logistics program. "The success of these partnerships will hinge on each partner understanding its role within the logistics value chain and combining and properly aligning strategies and objectives."
According to IDC, partnerships are a valuable component of an e-logistic service provider`s go-to-market strategy for several reasons. "Through alliances, service providers can access the skills and capabilities they need to deliver integrated, technology-based services, while remaining focused on their core competencies," Ravi said. "Additionally, they allow for development and customer acquisition costs to be shared, which in turn provide further cost efficiencies for both the partners and their customers."
For e-logistic service providers contemplating partnerships, IDC believes interested parties should determine measurable goals in advance. This means matching complementary skills, defining clear roles, and outlining an explicit partnership model. "Vendors who are willing to work hard at developing and managing partnerships are best positioned to reach performance targets," Ravi added. IDC`s recently published bulletin, Partnering for Results: Providing Integrated Logistics Value Chain Services (IDC #B24140), examines how e-logistics service providers can use strategic partnerships to improve speed to market and the depth of their service offerings. Partnering advantages and disadvantages are analyzed, and examples of partnerships entered into by e-logistics service providers are offered.
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International Data Corporation (IDC)
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BMI-TechKnowledge Group (BMI-T)
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