This Blog Contributed by Monica David, Vice President, North America, CustomerImpact What are the critical components in assessing the success of Partner Programs? Clearly, it means putting the Voice of the Partner to work. Successful partner programs need significant investments in technology, products, processes, and people. The goal is to maximize the return on these [...]
Is your company partner friendly? Or is every attempt at collaboration an uphill battle? I heard one partner manager describe her partnership with one company as “hand-to-hand combat.” Another partner manager described his partner as “infested with partnering antibodies,” -- not surprisingly this was from the life sciences sector. On the other hand, some companies [...]
In my last post, I talked about the "value triangle," and how it creates win-win-win value propositions for you, your partners, and customers. Today, I'll flesh out what I mean by solution, financial, and sales and marketing value, as well as present a case example of how a global systems integrator applied the principles of [...]
Building Win‐Win‐Win Value Propositions: The Key to Sustainable Partnerships by Norma Watenpaugh, Principal, PhoenixCG How often do partner managers or management focus only on, “What do we get out of the deal?” While it is important as good business managers that we understand the return on investment on our partnerships and alliances, it is also [...]
Aligning team members and stakeholders to support the work of an alliance or any business relationship can be surprisingly treacherous. One would think that if the strategic intent and return on investment on an alliance is clear the rest falls into place. Well, guess again. At PhoenixCG we look at team alignment in two dimensions: [...]
Launching new website turned out to be much more of an involved exercise than I imagined. In this day and age, the website is the face of the company and so a new website caused us to rethink the business, the practice areas, and the positioning of PhoenixCG for the future. Since the founding of [...]
I did a study three years ago of partner health across 14 strategic alliances and about ~400 respondents and found something very interesting about the nature of trust in alliances. We did a correlation of heath attributes against overall partner health. We found that when 'trust' was present it did not score very high in [...]
Innovation takes many forms. We often focus on innovation as technological breakthroughs and indeed those are important to fuel corporate growth. But there are other forms of innovation which can be just as powerful and just as disruptive to the status quo in creating strategic competitive advantage. Innovation in operations, in business processes and in [...]
Certification assures Collaborative Capability: Taking Partnering to the Next Level I was fortunate to be featured in an interview for the Marketing Thought Leadership series with Linda Popky, Marketing Master and recently named one of Silicon Valley's Top 100 Women of Influence. In this podcast interview, I was asked to speak about the growing recognition [...]
One area in which social media is gaining traction is support services.When you combine partners in an interactive forum they become a self-help community.When you add customers to the mix, your partners become very competitive in demonstrating their expertise to the customer base.The result is very organic but very effective way of providing support services. [...]