Understanding the Support Needs of System Integrators in a Software-as-a-Service based Independent Software Vendor
Sanwal, Mohit (2022)
Sanwal, Mohit
2022
Tuotantotalouden DI-ohjelma - Master's Programme in Industrial Engineering and Management
Johtamisen ja talouden tiedekunta - Faculty of Management and Business
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Hyväksymispäivämäärä
2022-08-16
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:tuni-202208106333
https://urn.fi/URN:NBN:fi:tuni-202208106333
Tiivistelmä
The partner ecosystem in the software world is constantly evolving and rapidly growing. Small to medium sized independent software vendors (ISVs) are constantly looking to globally expand and to create new synergies with other organizations or enterprises such as system integrators (SIs) to achieve global expansion. The support needs are often overlooked when trying to strategically partner with SIs. The goal of the research study is to understand the type of support needs that SIs expect from the ISVs and how they can be addressed via dynamic capabilities.
This study focuses on the dynamic capabilities that can help ISVs address the support needs of SIs. The dynamic capabilities utilized in the study are integrative, combinative, knowledge management and stakeholder engagement. Furthermore, these capabilities also facilitate a more stable functioning of the operational capabilities in an ISV in a constantly changing environment.
This study is performed and presented as a case study of a Finnish software company that specializes in delivering document management solution that is planning to engage with new partners specifically SIs in their partner ecosystem. A total of 20 interviewees, 10 from the case company and 10 from SIs participated to share their insights on what SIs expect out of ISVs. The interviews were focused on understanding the types of capabilities and competencies an ISV needs to have in-order to support the SIs. The findings indicated the support needs which were categorized into primary and secondary needs. This categorization is meant to help the case company understand the measure of investment and resources that are needed to address the needs via the implementation or improvement of the dynamic capabilities. Furthermore, this study contributes to the dynamic capabilities literature by providing a new perspective of how support needs in a partner ecosystem can be addressed by the capabilities.
This study focuses on the dynamic capabilities that can help ISVs address the support needs of SIs. The dynamic capabilities utilized in the study are integrative, combinative, knowledge management and stakeholder engagement. Furthermore, these capabilities also facilitate a more stable functioning of the operational capabilities in an ISV in a constantly changing environment.
This study is performed and presented as a case study of a Finnish software company that specializes in delivering document management solution that is planning to engage with new partners specifically SIs in their partner ecosystem. A total of 20 interviewees, 10 from the case company and 10 from SIs participated to share their insights on what SIs expect out of ISVs. The interviews were focused on understanding the types of capabilities and competencies an ISV needs to have in-order to support the SIs. The findings indicated the support needs which were categorized into primary and secondary needs. This categorization is meant to help the case company understand the measure of investment and resources that are needed to address the needs via the implementation or improvement of the dynamic capabilities. Furthermore, this study contributes to the dynamic capabilities literature by providing a new perspective of how support needs in a partner ecosystem can be addressed by the capabilities.