Putting a Reality Check on Partnering

By Nina Kaufman, Esq.

It took me a couple of read-throughs to get past the jargon (imagine that, and me, a lawyer!), but the golden nugget of advice was worth it.


As reported in ITBusiness (Canada), Richard Campitelli, vice-president of professional services Canada for SAP, said that it’s not enough to find potential [alliance] partners who are receptive to the conversation.  Unique technologies abound, but that doesn’t make them the right fit.  The key, he says, is to make sure they are “genuinely interested in driving your business”


At the conference where he spoke, Campitelli used the term “ecosystem” to describe SAP’s ideal partner relationships . . . and if you look at Wikipedia’s definition of the term, it certainly seems to fit.

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