Deal registration is a common element of most channel programs. However, without a solid PRM system behind it, the process can be cumbersome and ultimately fail. The purpose of deal registration is to reduce channel conflict by protecting partner deals. It prevents partners from stealing deals and competing with the direct sales force. It enables [...]
We are pleased to announce our partnership with Requisite Software, an industry-leading Channel Management, B2B eCommerce and Master Data Management solutions. Together we plan to provide a series of postings highlighting issues and soutions for the partner management community. This is the first in the series. If there is one consistent trend in MDF, it's that [...]
Great meeting last night: Changing the Game: The Age of the Platform Meets the 24-hour Customer produced by the California Chapter of the Association of Strategic Alliance Professionals. The event, hosted by Cisco Systems, featured two new authors of two game changing books. Phil Simon spoke about how the Gang of Four - Amazon, Apple, [...]
Do you have champions in your alliance? or do you have snipers and hostages? When I teach alliance skills mastery workshops, I often ask how much time managers spend on internal alignment. That is winning the hearts and minds of the internal alliance stakeholders to gain their buy-in and cooperation. I hear answers from 30% [...]
Non-traditional partners to pursue innovative opportunties I was asked to moderate this year's Alliance Executive Roundtable for the California Association of Strategic Alliance Professionals around the topic Cross-Sector Innovation and the Role of Alliances. Twenty-four senior alliance executives attended representing the who's who in technology: Capgemini, Cisco, Emerson, eMeter, Google, HP, IBM, IDC, Intel, Marketo, [...]
Alliance Management Practices: Performers and Underperformers All business managers, not just those managing alliances, have been challenged with navigating a stormy economy. We had to make decisions on where to cut back, how to to make the best of diminished resources, and still achieve targeted business outcomes. 2010 may show some glimmers of recovery but [...]
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 [...]