Esri Startup Program ArcGIS Technical Alignment
(How to Best Partner with Esri as a Startup Partner)
ArcGIS alignment is a topic that includes a set of core business objectives that keep Esri teams, partner teams, and customers all moving in the same direction, together. It’s a major focus area within Esri’s Starrup Program and Partner Network (EPN) because it casts a vision about our company’s product road map with our business / licensing strategies so that business partners know the direction Esri is heading. It's key for Esri and Esri Partners to be aligned and work together to keep commitments that we are making to our customers. Plus the following characteristics are where real business value is delivered to the markets.
ArcGIS Alignment Characteristics
The first three points are critical to being an 'aligned partner' and will help our partners maximize channel development with Esri. To understand deployment and licensing for 3rd party revenue bearing apps, review our developer licensing FAQ and Application Implementation Strategy Resources:
- Esri ArcGIS: ArcGIS as a system of record—store and maintain all geographic information within the geodatabase and support Esri Web Maps or Hosted Layers stored in ArcGIS - allowing access to many different applications, ease of development, and easy sharing across the entire ArcGIS system. Learn more about how to work with data services - we encourage Esri partners to store all of their geographic / location data within ArcGIS.
- PaaS: Leverage Esri's ArcGIS Developer SDKs/APIs and ArcGIS Location Platform of market-leading location services as a platform as a service (PaaS) pay-as-you-go consumption pricing model. Use an ArcGIS authentication workflow to secure access to your offering from an API Key and/or user authentication. Integrate location into your apps and business systems with the most comprehensive and high-quality set of location services, data, and mapping tools available.
- SaaS: Co-sell or Subliscnese Esri technology and deploy using ArcGIS Online or ArcGIS Enterprise by leveraging ArcGIS User Types for every person that will access your solution (see user types, roles, and privlidges). Authenticate by using ArcGIS User Types allowing either existing Esri customers to sign in with their own ArcGIS account, purchase ArcGIS users themselves (co-sell), or for non-Esri customers, explore the possibility of OEMing ArcGIS user types managed by the partner by sublicensing ArcGIS users, configurable apps, or specific ArcGIS technology offerings through a negotiated fee from a supported selling program (requires approval).
These are additional characteristics that are important to Esri as well, see Application Implementation Strategy:
- Connect to ArcGIS with other systems, platforms, and data sources. This means going beyond surfacing maps and layers in these systems. It’s just as important to invent new tools that bring data back into ArcGIS. You can use Esri-supported open standard and interoperability formats for example, ArcGIS Developer APIs and SDKs, or Esri products like ArcGIS Pro...see esri.github.io
- Create and register an array of useful information products (using web maps) easily discovered in the Portal. Review our developer licensing FAQ.
- Adopt a configure-first philosophy, configuring COTS apps, when possible, to deliver the capabilities your end-users need. Use this configuration to quickly get feedback on proposed workflows, interfaces or experiences.
- Enable every employee and contractor to easily discover, use, make, and share maps from any device, anywhere, any time.
- Ensure customer success by providing ongoing, routine assistance starting with initial operating capabilities, guidance and advice, and ongoing technical support.
- Our core sales teams deliver immediate value to Esri customers by supporting their existing investment in Esri technology. When appropriate, they work with aligned partners to extend the core offerings through focused partner apps, solutions, and content that work seamlessly with Esri software, preferably via a co-sell approach requiring ArcGIS user type authentication or deployment directly into the customer's ArcGIS system.
One key to success in partnering with Esri is having champions inside an industry sector / vertical. Once alignment is achieved, a wide array of marketing and sales enablement activities typically happen. It's all about finding that win/win/win alignment for the customer, the partner, and Esri.
With these characteristics in place, the goal is to always stay deeply committed to customers and drive innovation in ways that will bring customers positive experiences and returns on their technology investments – both partner products and core Esri products. In sharing these objectives, we invite the entire partner network and developer community to always build solutions in line with these characteristics and objectives and stay committed to customers by helping them be successful.
Learn more about Esri's ArcGIS Architecture Practices for Success
To ensure that Esri partners have the best solution architecture in place to support partner alignment, product/market fit, and the best solution architecture patterns, we recommend speaking to an Esri solution engineer or Esri or partner professional services resource.
Always stay up to date on the latest Esri ArcGIS system information here: esri.com/software/arcgis & ArcGIS for Developers.
