The primary reason for partnering with startups lies in their ability to address unique customer pain points that larger SIs or product companies often overlook. Startups excel at spending time with customers, deeply understanding their challenges, and crafting innovative solutions tailored to these needs. This customer-centric approach makes their offerings highly relevant within the broader ecosystem. For system integrators, integrating startup solutions is not just about enhancing their portfolio but also staying competitive. If one SI fails to include such solutions, another may leverage them to deliver a superior end-to-end offering. It becomes the SI’s responsibility to present a comprehensive solution encompassing their own services, other partners’ contributions, and startups’ innovations, ensuring they meet the customer’s complete requirements.