KPMG's newly released study of 258 enterprise leaders (50% VP+) reveals striking evidence: 98% now operate formal partner ecosystems and 75% explicitly link these ecosystems to accelerating growth .

The momentum is undeniable: 76% of enterprises have expanded their partnerships in the last 3 years and 80% plan to grow them further. More telling is that half of enterprises are moving beyond traditional reseller relationships, signaling a fundamental evolution in how partnerships are being reimagined.

But beneath these topline numbers lies a more nuanced story about how leading enterprises are restructuring their partnership strategies to drive measurable outcomes in an AI-accelerated market

The Growth Imperative

Research on companies with $1B+ in revenue reveals a fundamental shift in how enterprises view partnership ecosystems—from tactical arrangements to strategic growth engines.

Partnership acceleration is concrete and measurable.

• 76% of enterprises reported growth of their partnerships over the past three years. This acceleration is driven by:

  • Technological advancements

  • Evolving market demands

  • Ecosystem restructuring or realignment

Ecosystems are now fueling growth strategies.

• 75% of enterprises believe their partnerships accelerate their growth strategy.

This isn’t gradual evolution—it’s a transformation.

How enterprises pursue growth through partnerships is equally revealing:

• 67% combine partner strengths to navigate industry shifts and position for growth.

• 65% leverage partner expertise for innovation and transformation.

• 57% focus on accessing the latest technology and driving operational efficiencies with partners.

The Partnership Mix: Tech Partners Lead

The distribution of partnership types types tells an interesting story:

• 84% of enterprises have technology partners in their ecosystems.

• 78% work with strategic/business partners.

• 52% engage with distribution partners.

While technology partnerships clearly lead, the narrow 6% gap between technology and strategic partnerships suggests that enterprises are no longer choosing between the two—they’re integrating both to drive growth.

The 52% adoption of distribution partners signals another important evolution. Traditional reseller relationships are being replaced by more sophisticated go-to-market strategies that increasingly involve digital channels and cloud marketplaces.

This shift highlights the rising importance of modern distribution ecosystems as enterprises seek to scale growth, streamline operations, and reach customers faster.

Ecosystem Management Maturity

It’s encouraging to see that 87% of enterprises now have at least basic guidelines for partnership management. More impressively, 61% of respondents report high maturity, with standardized processes in place and a clear understanding of their ecosystem’s value.

The Maturity Divide: A Cross-Industry Snapshot

Unsurprisingly, there’s a significant maturity gap in partnership capabilities across industries. The technology sector leads the way, showcasing what advanced ecosystem management looks like:

• Technology: 81% of companies report high ecosystem maturity.

• Healthcare: 58%

• Financial Services: 37%

• Consumer & Retail: 27%

The contrast is stark, but this maturity divide may not last long. An emerging trend toward cross-industry partnerships could accelerate capability growth across sectors. The signals are already here:

• 37% of enterprises expect increased focus on cross-industry collaborations over the next three years.

The AI & Cloud Partnership Acceleration

Gen AI has had a significant impact on the ecosystem strategy and planning, with 48% respondents highlighting its influence.

The data reveals a clear picture of future enterprise top tech priorities tied to partnerships:

• 60% expect to rely on partners for Gen AI.

• 54% prioritize cloud technologies.

• 44% focus on SaaS solutions, tied with AI/ML for business capabilities.

This hierarchy doesn’t look coincidental—it signals a deliberate strategy. Enterprises are building layered technology partnerships that integrate:

• Generative AI for innovation and transformative capabilities.

• Cloud infrastructure for scale and operational flexibility.

• SaaS solutions and AI/ML for targeted business capabilities and automation.

Scale and Scope of Ecosystem Expansion

Nearly 80% of companies are planning to expand their partner ecosystems, signaling a clear belief in the ROI of partnerships. However, this growth isn’t just about increasing partner numbers—it reflects a fundamental restructuring of partnership strategies.

Notably, 49% of enterprises are expanding partnerships “beyond traditional resellers and distributors”, shifting toward:

• Technology partnerships

• Strategic alliances

• Co-innovation partnerships

The focus of another 32% of enterprises on expansion—combined with better incentive programs, co-selling, and co-creating growth strategies—suggests a maturation in how enterprises approach partner enablement and go-to-market alignment.

The Technology Compatibility Imperative

Technological compatibility is emerging as the 1 criterion for future partner selection, surpassing the current top factor—industry experience and expertise.

69% of enterprises are expecting increasingly integrated and technologically sophisticated partner ecosystems with more AI and automation.

57% expect expansion of digital collaboration and virtual ecosystems (marketplaces?).

KPIs & Measurement Imperative

The research highlights a critical gap in partnership strategy: while enterprises are rapidly expanding ecosystems, they are not measuring effectiveness consistently.

Enterprises’ top priorities for building ecosystems are clear:

1. Revenue and profitability growth (73%)

2. Innovation and technology advancement (67%)

3. Market expansion (63%)

   In short, most organizations expect partnerships to drive higher growth.

   

These aren't surprising goals, but the gap lies in execution—only 36% of enterprises consistently measure ecosystem performance.

However, enterprises are expecting addressing this disconnect by shifting to:

• 63% focusing on outcome-based measurements

• 53% implementing comprehensive KPIs

• 43% introducing new value measurement techniques

Looking Ahead

The combination of growth-focused partner ecosystems, outcome-based measurements, and the rise of cloud marketplaces signals a new era: partnerships are becoming more sophisticated, data-driven, and tightly aligned with business outcomes.

Enterprises that embrace this shift will gain a clear competitive edge in the increasingly digital and AI-powered market landscape.

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