Ecosystems create opportunities for collaboration, innovation, and shared growth. But should they focus on joint value creation or operate like a toll road, charging partners just for access?
The Tariff Approach: Extracting, Not Creating
Some companies structure partnerships to primarily benefit themselves by charging fees, imposing strict terms, and limiting partner flexibility. This may drive short-term revenue but stifles innovation and erodes trust.
The Joint Value Approach: Growing Together
A stronger model fosters mutual success through:
- Enablement over fees: Invest in partners’ success rather than just charging for access.
- Co-innovation over restrictions: Encourage partners to build and innovate within the ecosystem.
- Revenue sharing with alignment: Contributions should be tied to shared outcomes.
- Prioritizing partner success: When partners thrive, the ecosystem thrives.
Striking the Right Balance
Unlimited free participation can dilute an ecosystem, but rigid fees discourage engagement. A tiered approach, rewarding investment and impact, is often a better path.
So, here’s the question: Are you building joint value, or just charging for access? The best ecosystems expand opportunities for all rather than extracting from their partners.
