Each scenario describes its challenges and how the situation could be if those challenges are properly addressed. (Explore pain points that span scenarios to see if a related scenario better fits your situation.) The scenario provides a strategy for realizing the possibilities, plus step-by-step details. Like any recipe, the results depend on how the steps are implemented. We include the secrets of successfully implementing the steps and tools / methods we use.
Try our solutions; they work. We have used these techniques with many partners and in various circumstances. If any of the steps don't make sense, call us and we will be happy to explain them further. If you need help implementing any of these steps we would be pleased to support you. You will find links to existing services we provide for specific steps. If you don't see a service for a step with which you would like help give us a call - we can develop something specifically for you.
I've never run an alliance, let alone an entire alliance program. They think I can deliver results, but they thought my predecessor could at one point as well. Where do I start; how do I turn this program around?
Go-to-market alliances should increase sales, but sometimes the new sales are elusive. The key is ensuring that your partner's sales people understand what you need them to do, and they want to do it.
When responsibility for managing partnerships suddenly drops in your lap after an organizational change, you begin to see all sorts of problems. It's imperative these relationships get managed correctly to get full value and avoid them turning into resource drains.
Even though the company has an alliance management organization, the leaders of the business still play a crucial role in alliance success. They have to know what it is.
The partnership held great promise, but when new leads didn't start coming in we all started getting upset. How do we turn this around? How do we avoid this happening again?