Tuesday, March 6, 2012 at 6:30PM
In one of the first of several Tuesday afternoon 2012 Global Alliance Summit sessions, Subhojit Roye, head of alliances at Infosys BPO Limited, a wholly owned subsidiary of Infosys Limited, revealed the company’s IDEA (Identify, Define, Establish, Assess) partner development process. The four stages of Infosys’ partner framework can be summarized as follows:
Identify– What to do before meeting with a new partner
Define– What to do when you meet a new partner for the first time
Establish– How do you win the first clients with your new partner?
Assess– How do you improve upon the relationship moving forward after the initial win(s)?
Roye took the attendees through his company’s “2+2+2” engagement process—”my two, your two, plus our two.”
My two– Introduce your new partner to select clients of your organization.
Your two– Have your partner take you into TWO of its clients where your company has no presence, then practice pitching each other and articulating the new partner’s value proposition.
Our two– Choose TWO accounts where neither are present and invest in joint marketing for these prospects.