Co-creation of value in the ECO-system of an ERP-vendor by Niels Bjorn-Andersen

Starting from a ‘Tale of two ERP-vendors’ (Maconomy and Navision) in Denmark pursuing two different business models, the presentation will analyze and discuss how value is co-created in the partnership eco-system and present a framework for analyzing co-creation of value.

Tuesday, September 6, 2011 - 12:30 to 13:00

Co-creation of value in the ECO-system of an ERP-vendor

The presentation will take its starting point in a ‘Tale of two ERP-vendors’ (Maconomy and Navision) in Denmark pursuing two different business models. Maconomy decided to develop, sell and implement their ERP package directly to customer since they believed they would be best at it, and that they would obtain valuable information about customer requirements in the process. Navision, however, adopted a business model which relied on an ecosystem of partners. This consisted of value added resellers (VAR) and independent software vendors (ISV) that would sell, implement and further develop add-ons for their software.Both were acquired by a larger US competitor, but the Navision owners were paid 16 times as much as the Maconomy owners.

The reason for this huge difference is primarily in the partnership channel. The second part of the presentation will analyze and discuss how value is co-created in the partnership eco-system and present a framework for analyzing co-creation of value.

The research reported here is a qualitative study, which is part of the large 3gERP collaborative research project between Copenhagen Business School and Microsoft. IT is based on a paper accepted for the IRM conference in Seoul June 2011 and a paper accepted recently for publication in MISQ.  Bio:

Niels Bjørn-Andersen

Professor, Department of IT Management

Niels is conducting research related to the future ERP systems, inter-organizational systems, and the role of IT in shaping future organizations. Niels has written/edited 25 books, more than 50 peer-reviewed journal articles and more than 100 other publications. He has been the leader or co-leader in more than 30 larger research projects including more recently the € 5.9 million ITAIDE project with among others IBM and SAP, and the € 4,0 3gERP project together with Microsoft and Department of Computer Science at Copenhagen University. Niels was president of AIS in 1996, and he was knighted by the Danish queen in 2003 for his contributions to teaching and research.

The page was last edited by: Communications // 09/06/2011