Embracing Ecosystems: Issue #16

Author: Jacques Orbach

At Endress+Hauser Group , we focus on building partnerships that are about more than just business deals. We aim for real collaboration where both sides track progress, share success, and create a positive impact. This is backed by clear and efficient Contract Management, which brings transparency and trust while helping us work toward long-term growth.

In today’s connected world, no company can thrive alone. As James F. Moore highlights in The Death of Competition, businesses succeed by working together in ecosystems where shared strategies drive growth. That’s why we engage with global leaders like the World Commerce and Contracting Association (WorldCC), led by Tim Cummins , and the Strategic Account Management Association (SAMA), led by Gordon Galzerano . These organizations provide tools and insights that guide us in managing contracts and key accounts effectively.

Inspired by Michael Porter and Mark Kramer’s Creating Shared Value framework, we believe partnerships should deliver more than profits. By creating value for both business and society, we unlock new opportunities for growth and build a strong advantage within our ecosystem.

Our Ecosystem-Centric Approach to Relationship and Value Assessment

1. Expanding Metrics Beyond Financials

We look beyond financial outcomes to assess partnerships. Our framework includes ecosystem-focused measures like joint innovation and shared learning with key customers and OEMs. For example, with a Strategic Account in the chemical industry, we launched joint development projects to improve production efficiency by integrating real-time data monitoring across multiple sites. This not only boosted performance but also created a repeatable model for innovation that benefits the entire ecosystem.

2. Mutual Profitability with Purpose

Trust, transparency, and reliability are at the center of our ecosystem strategy. With a global food and beverage customer, we developed a multi-year contract featuring key performance indicators (KPIs) for equipment uptime, training targets, and energy savings. These shared goals built a collaborative partnership where both sides achieved measurable gains in efficiency and sustainability, making them more resilient in a changing market.

3. Holistic, Measurable Impact

We focus on long-term, transformational results—not just short-term gains. For instance, with an oil and gas customer, we included a clause in our contract to co-develop solutions that minimize water waste during extraction. By aligning with their environmental goals, we helped significantly reduce their water impact while delivering value for both businesses and supporting their sustainability strategy.

4. Building Trust Beyond Numbers

Strong partnerships are built on trust, shared goals, and open communication. For one of our Strategic Account, we introduced regular innovation workshops and quarterly relationship reviews as part of contract management. These sessions allowed us to proactively address challenges, create tailored solutions, and plan for future growth together. This approach strengthened trust and ensured our strategies stayed aligned over time.

How You Can Engage with Us

• Share Your Insights: Help us improve the way we measure value in ecosystem-driven partnerships. Your input can guide better practices in Strategic Account Management and Contract Management.
• Collaborate and Innovate: Partner with us to co-create frameworks that drive sustainable growth, measurable success, and stronger trust.

Endress+Hauser’s Vision for Ecosystem Partnerships We believe relationship and value assessment are the foundation of Strategic Account and Contract Management. By taking an ecosystem-driven approach, we aim to build partnerships that deliver lasting growth and shared success. Together, we can redefine value creation in today’s connected world.