Go out and proactively seek a foundation customer who may be enticed to co-invest in getting the ecosystem up and running.
Often such foundation customers bring valuable information to the ecosystem about how to increase the value to be created for the end customer.
In the book we provide a detailed description on how ARM, the Cambridge based designer of RISC processors, systematically looked for such a foundation customer when it wanted to enter the new field. After months of exploring they found the right foundation customer in the combination of Cirrus and Lucent.
The perfect foundation customer will have a need for an innovative solution, are willing to invest time and resources to co-develop new solutions, and hopefully can offer a market that is sufficiently large