A Japanese Systems Integrator Ties Up With a Start-Up to Target Enterprise DeploymentsA · FULL TRANSLATION

Tie-ups between Japanese systems integrators and start-ups have become the standard shape of the enterprise IT market: the integrator brings client relationships and deployment staff, the start-up brings the product. For software firms elsewhere, this is the lesson about entering Japan — selling enterprise software directly succeeds far less often than finding an integrator willing to carry you in. Watch for actual deployment cases; partnerships announced without customers usually go quiet within a year.