Whole Product Partnership Framework
Develop partnerships to create whole products
The Whole Product Partnership Framework helps companies develop partnerships to create whole products, which are the minimum set of products and services needed for customers to achieve the value proposition promised.
- Partnerships are essential for creating whole products.
- Whole products require a minimum set of products and services.
- Partnerships must be focused on a specific whole product.
- Define the Whole ProductDetermine the minimum set of products and services needed to achieve the value proposition promised.Pro tipInvolve customers and partners in the definition process.WarningUnclear or incomplete definitions can lead to partnership failure.
- Identify Potential PartnersLook for companies that can provide the necessary products and services to complete the whole product.Pro tipConsider companies with complementary strengths and weaknesses.WarningBe cautious of companies with conflicting interests or values.
- Negotiate Partnership TermsClearly define the terms of the partnership, including roles, responsibilities, and rewards.Pro tipBe flexible and open to compromise.WarningUnclear or unfair terms can lead to partnership failure.
Microsoft and Intel Partnership
Microsoft and Intel formed a partnership to develop the Windows operating system, which became a huge success.
OutcomeThe partnership helped establish Microsoft as a market leader and drove the growth of the PC industry.
Cisco and Synoptics Partnership
Cisco and Synoptics formed a partnership to develop networking equipment, which helped establish Cisco as a market leader.
OutcomeThe partnership drove the growth of the networking industry and helped Cisco become a dominant player.
Underestimating the Importance of Whole Product Definition
A clear definition of the whole product is essential for successful partnerships.
Overlooking the Need for Partner Alignment
Partners must be aligned with the whole product vision and goals.
Failing to Establish Clear Partnership Terms
Clear terms are essential for avoiding misunderstandings and conflicts.
The Whole Product Partnership Framework was developed by Geoffrey A. Moore, based on his observations of successful partnerships in the high-tech industry.
Source · BOOK
Inside the Tornado: Marketing Strategies From Silicon Valley's Cutting Edge