Issue link: http://read.uberflip.com/i/1485677
© Forrester Research, Inc. All rights reserved. Ecosystem Values to the Buyer/Customer • Develop their own products, offerings, or technologies • Embed supplier offering into their own offering • Extend or enhance supplier offering • Build awareness and market to buyers/customers of supplier offerings • Offer information/ advice to buyers • Recommend and/or refer supplier offerings • Generate leads/ prospect • Qualify leads/ opportunities • Discovery/needs analysis • Present/ demonstrate • Solution design • Quote/propose • Negotiate • Close the sale/ transact the offering • Manage sub- partners • Offer partners credit/financing • Inventory storage and management • Shipping and delivery • Initiate the offering (deploy/activate) • Implement/install the offering • Integrate the offering • Train/enable the customer • Other services • Provide managed services • Offering support & maintenance • Ongoing offering-related customer success • Retain/renew customers • Upsell/cross-sell customers BUILD / ENHANCE MARKET / INFLUENCE SELL SOURCE SERVICE MANAGE / SUPPORT