Digital Infrastructure Specialists are essential to ecosystem success

Main visual : Digital Infrastructure Specialists are essential to ecosystem success

In a recent webinar, IDC and Fujitsu shared insights on ecosystem business models and the implications and opportunities for partners. As Fujitsu rolls out its own ecosystem initiatives, partners can now start to access enhanced benefits of collaboration and co-creation while working together in new ways.

This is the last in a series of four blogs exploring some of the themes from the webinar. In this blog, we share our thoughts on how digital infrastructure specialists stand to benefit from ecosystem participation. This builds on the foundational IDC blog explaining how ‘Ecosystem models drive future partnering success’

Our sincere thanks to Margaret Adam and Stuart Wilson of IDC for this blog article.


It is sometimes easy to lose sight of the enduring importance of digital infrastructure specialists – the partners that specialize in helping customers manage their physical technology assets. The traction for hybrid cloud environments continues to gather momentum, cementing the continued strategic role of digital infrastructure specialists to help customers manage complex IT environments spanning both physical and virtual environments.

Digital infrastructure specialists will continue to form a core segment of the wider partner base that participate in ecosystem initiatives such as Fujitsu’s. In many cases, these partners have established deep customer relationships over a long period of time and hold trusted advisor status. Admittedly, the requirements of these customers may have changed as they look to procure and consume new solutions and services, but the relationship with the trusted partner continues.

Participation in ecosystem platforms enables digital infrastructure specialists to capitalize on the strength of their existing customer relationships. Their deep understanding of a customer’s business and strategic IT priorities enables them to surface new products and services that meet their needs.

In many cases, digital infrastructure specialists will need to work with other partner types - including the service providers and data-driven partners that we have covered in previous blogs - to create and deliver these new products and solutions. Ecosystem platforms allow digital infrastructure specialists to quickly surface customer requirements and identify partners to work with to bring these solutions to life.

Customers continue to value trust in a partner relationship that has built over time. The opportunity for digital infrastructure specialists is to combine the trust they have created with the resources of the wider partner ecosystem to expand their role with the customer and become the conduit through which a wide range of new products and services are delivered.

For other participants in the ecosystem, the benefits of working with digital infrastructure specialists are clear. It provides them with a quick and efficient route-to-market and an ability to access new accounts with minimal customer acquisition costs.

We used to talk a great deal in technology about the benefits of a one-stop-shop compared to a best-of-breed solution. This is an interesting way to think about ecosystem platforms that aggregate specialist skills and contributions from multiple partner types. A seamless ecosystem platform provides the customer with a best-of-breed solution but takes on the appearance of a one-stop-shop due to the smooth aggregation and delivery that takes place through a trusted partner.

For digital infrastructure specialists, active ecosystem participation provides a pathway towards increased customer relevance and a more resilient business model. The power of the ecosystem platform is the ability of a partner to truly commit to their areas of deep expertise. Play where you are strong and partner where it complements your offering and improves your ability to meet customer needs.   

These are the benefits that Fujitsu is fast developing within its own partner ecosystem initiative. The more partners that actively commit, the more collaborations become possible and the more value each partner extracts from their participation.

When you start thinking about ecosystems in this way, you also begin to understand the importance of partner diversity in accelerating these multiplier benefits. A healthy and vibrant ecosystem requires partners with different skills and attributes that can truly complement each other.

Customers of all sizes are grappling with increasingly complex technology stacks that still include extensive hardware assets and network infrastructure. Even as they increasingly focus on cloud-enabled solutions technologies, the need to accelerate digital transformation in the context of this existing physical IT landscape remains.

This is the reason why digital infrastructure specialists remain an essential part of the wider partner landscape. This is why they can extract real business value from active participation in ecosystem platforms such as Fujitsu’s that enable them to collaborate with new partner types in new ways.  

To learn more about the benefits of ecosystem business models and how Fujitsu partners can participate effectively, access the recent IDC webinar, "Collaboration, Co-Creation, Co-Opetition: Ecosystem Implications & Opportunities for Fujitsu Partners".


It takes a village - we’ve worked hard over the years to evolve the support we provide our channel to meet our partners' changing demands and we’ve already been trialling the matchmaking approach for some time. I’m immensely proud that Fujitsu has the solid foundation of a robust partner ecosystem in place. Together, we can help customers truly harness their data. We are also well placed to help our channel grow, with us by each partner’s side as a trusted advisor, offering as much or as little support as they need."

Fernanda Catarino, Head of Channel, Alliances & Ecosystems

Visit https://www.fujitsu.com/global/microsite/service-providers/ to learn more about how Fujitsu can make a difference in empowering Service Providers, and jump on board our journey to innovation and cooperation by creating your partner profile on our Ecosystem Platform, https://www.fujitsu.com/ecosystem.


HCI solutions based on Fujitsu and Intel technologies deliver highly scalable performance, centralized management and enhanced orchestration of data and workloads across private, hybrid and multi-cloud deployments. Intel® Xeon® Scalable processors, Intel® Optane™ technologies and Intel® Ethernet products provide a trusted, optimized infrastructure platform that speeds time to insights, lowers maintenance costs and reduces total cost of ownership. Cost effectively scale out your data centers as business needs grow—while taking advantage of Intel’s regular cadence of innovative platforms and technologies.


Guest Authors - Margaret Adam and Stuart Wilson, IDC

Margaret Adam is AVP for IDC's European Tech Ecosystems Group encompassing Professional and Managed Services, SMB, Startup and partnering ecosystems.

Based in London, Margaret is responsible for driving IDC’s research, innovation and thought leadership agenda on these topics. Central to this is understanding how broader industry trends impact the technology ecosystem and the relationships that customers have with their technology partners. This includes identifying next-generation services partners and channels, advising on innovative practices and understanding the implications and opportunities that digital transformation presents to the ecosystem.

Stuart Wilson is research director for IDC's European Partnering Ecosystems program.

Based in the UK, Stuart has covered global business-to-business and business-to-consumer channels for 20-plus years in a wide variety of research, editorial and event-based roles. Stuart focuses on the evolution of go-to-market models and the wider impact on partner ecosystems, exploring how current and future trends will impact the vendor, distributor and partner landscape.