Companies will not succeed if they don't open their policies and procedures to customers and partners, according to new research.
However, only a very small percentage of companies believe they need or are ready to expose their crown jewels.
According to research by market analysts, the Meta Group, a company's success in unveiling their internal workings will ultimately drive and decide their market capitalisation.
Said Meta Group president, Dale Kutnick, speaking yesterday at the firm's Metamorphosis conference in Orlando, Florida: "In the late 1990s a company's value is based on its ability to share information with others - how well they can 'externalise'."
However, its research found barely three per cent of firms ranked collaboration a medium to high priority, or believed they had the capability to partner effectively.
The Meta Group has developed a survey that evaluates how well a company establishes a range of partnerships with its suppliers and customers. The analyst group calls this business practice 'collaborative coefficient.'
Kutnik highlights Amazon.com as a successful collaborative coefficient firm whose market capitalisation - the value of its stock price times the number of shares - has rocketed despite it not generating profit from book sales. This is because it has created a successful brand based around partnerships with suppliers, distributors and customers, said Kutnik.
Because of the dependency on these partners, Amazon.com need only worry about how to sell books and how to keep track of the sales, explained Kutnik.
He also praised IBM's willingness to sell its crown jewels - its mainframe processors and disk drives - to OEMs and competitors such as Hitachi and EMC, respectively.
Collaborative coefficient, explained Kutnik, will force companies to expose their costs and examine their policies and procedures to ensure partnerships are effective.
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