Stephanie Woerner reads MIT CISR's June 2018 research briefing, which was authored by Jeanne Ross, Martin Mocker, and Cynthia Beath. See the text version and related content at https://cisr.mit.edu/publication/2018_0601_BuildingBlocks_RossMockerBeath.

Abstract: Established companies face daunting changes as they attempt to introduce digitally inspired customer value propositions. MIT CISR research has identified a set of five building blocks that develop assets essential to delivering digital value propositions. This briefing describes the five building blocks and the practices and tools established companies are relying on to develop their digital assets.

Five Building Blocks of Digital Transformation

Martin Mocker reads MIT CISR's June 2024 research briefing, which he co-authored with Ina Sebastian. See the text version and related content at https://cisr.mit.edu/publication/2024_0601_SalesforcePlatformBusiness_MockerSebastian.

Abstract: Platform business models have become highly popular; they are used by half of the world’s ten largest companies by market capitalization. The challenge for established companies is that running a platform business is different from running a product business. A platform business requires building an ecosystem of various constituents with differing interests: customers, the company’s internal product teams, and partners. Based on an in-depth case study of Salesforce Platform, this briefing illustrates one approach to balancing the interests of these constituents.

Building a Platform Business Requires Balance—Lessons from Salesforce

Martin Mocker reads MIT CISR's July 2025 research briefing, which he co-authored with Ina Sebastian. See the text version and related content at https://cisr.mit.edu/publication/2025_0701_MonetizingExDPs_MockerSebastian.

Abstract: To gain additional value from their digital platforms, some companies open them to external developers via APIs, thereby creating external developer platforms (ExDPs). Many companies struggle to monetize ExDPs, though. This briefing compares two distinct approaches to monetizing ExDPs: build-on, in which external developers create complementary solutions on top of the company’s platform; and build-in, in which external developers integrate capabilities  from the company’s platform into their own freestanding applications, often combined with data from other companies’ ExDPs. Using case studies of Salesforce and Schneider Electric, this briefing explores the distinct value, requirements, and outcomes of each approach to guide companies in selecting their ExDP monetization strategy.

Two Approaches to Monetizing External Developer Platforms

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