An Alliance Strategy That Works

954 views

Published on

A practical guide for creating successful alliances between technology companies and systems integrators.

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
954
On SlideShare
0
From Embeds
0
Number of Embeds
22
Actions
Shares
0
Downloads
54
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

An Alliance Strategy That Works

  1. 1. An Alliance Strategy That Works Teaming Systems Integrators and Technology Vendors Tom O ’ Dea [email_address] Copyright 2004 Tom O’Dea © All rights restricted
  2. 2. Agenda <ul><li>Vision </li></ul><ul><li>Multi Tiered </li></ul><ul><li>Executive Sponsorship </li></ul><ul><li>Principles of Engagement </li></ul><ul><li>Joint Value Proposition </li></ul><ul><li>Quantifying Success </li></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  3. 3. Selecting a Partner <ul><li>Partners </li></ul><ul><ul><li>Open new markets </li></ul></ul><ul><ul><li>Accelerate the sales cycle </li></ul></ul><ul><ul><li>Create new efficiencies </li></ul></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  4. 4. What Makes a Strong Alliance? <ul><li>Cultural Compatibility </li></ul><ul><li>Shared Vision </li></ul><ul><li>Willingness to Change </li></ul><ul><li>Goals </li></ul><ul><li>Active Management </li></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  5. 5. The Vision Thing <ul><li>“ Vision is the art of seeing the invisible. ” </li></ul>Copyright 2004 Tom O’Dea ©All rights restricted Jonathan Swift
  6. 6. Copyright 2004 Tom O’Dea ©All rights restricted Three-Tiered Alliance Strategy <ul><li>Executive </li></ul><ul><li>Vision </li></ul><ul><li>Message </li></ul><ul><li>Competency </li></ul><ul><li>Industry / Region </li></ul><ul><li>Go to Market Plan </li></ul><ul><li>Account / Client </li></ul><ul><li>Joint Sales Plan Development </li></ul>
  7. 7. Executive (Tier I) <ul><li>Vision </li></ul><ul><li>Strategy </li></ul><ul><li>Product </li></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  8. 8. Divisional (Tier II) <ul><li>Linkage of verticals and regions </li></ul><ul><li>GTM Plan </li></ul><ul><li>The Broad Vision is tailored to local market conditions </li></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  9. 9. Account/Client (Tier III) <ul><li>Create joint account plans </li></ul><ul><li>Joint Value Proposition </li></ul><ul><li>Specific Measurable Goals </li></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  10. 10. Copyright 2004 Tom O’Dea ©All rights restricted Three-Tiered Alliance Strategy <ul><li>Executive </li></ul><ul><li>Vision </li></ul><ul><li>Message </li></ul><ul><li>Competency </li></ul><ul><li>Industry / Region </li></ul><ul><li>Go to Market Plan </li></ul><ul><li>Account / Client </li></ul><ul><li>Joint Sales Plan Development </li></ul>
  11. 11. Copyright 2004 Tom O’Dea ©All rights restricted Three-Tiered Alliance Strategy Your Firm Your Partner <ul><li>Executive </li></ul><ul><li>Vision </li></ul><ul><li>Message </li></ul><ul><li>Competency </li></ul><ul><li>Industry / Region </li></ul><ul><li>Go to Market Plan </li></ul><ul><li>Account / Client </li></ul><ul><li>Joint Sales Plan Development </li></ul><ul><li>Executive </li></ul><ul><li>Vision </li></ul><ul><li>Message </li></ul><ul><li>Competency </li></ul><ul><li>Industry / Region </li></ul><ul><li>Go to Market Plan </li></ul><ul><li>Account / Client </li></ul><ul><li>Joint Sales Plan Development </li></ul>
  12. 12. Executive (Tier I) Deliverables <ul><li>Deliverables </li></ul><ul><ul><li>Define Product </li></ul></ul><ul><ul><li>Principles of Engagement </li></ul></ul><ul><ul><li>Escalation Plan </li></ul></ul><ul><ul><li>Executive Sponsorship </li></ul></ul><ul><ul><li>Periodic Review </li></ul></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  13. 13. Principles of Engagement <ul><li>We engage early in the sales cycle </li></ul><ul><li>We have open and honest communication </li></ul><ul><li>We are preferred partners in the selected accounts and market segments, meaning: </li></ul><ul><ul><li>We commit to win together or lose together </li></ul></ul><ul><ul><li>We have a non-compete agreement </li></ul></ul><ul><li>We have a partnership agreement in place and execute accordingly </li></ul><ul><li>There is executive sponsorship and an escalation process </li></ul><ul><li>We invest in each other's organizations in line with our ambition level </li></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  14. 14. An Escalation Process Copyright 2004 Tom O’Dea ©All rights restricted Overall Executive Sponsors Initiative Drivers Sales Mgmnt/ Alliance Execs Account Mgr./ Client Svc Partner 48 Hours 48 Hours 48 Hours HQ Alliance Function
  15. 15. Divisional (Tier II) Deliverables <ul><li>Go To Market Plan </li></ul><ul><ul><li>Target vertical(s)/geographies (Initiatives) </li></ul></ul><ul><ul><li>Joint Value Proposition </li></ul></ul><ul><ul><li>Sponsorship </li></ul></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  16. 16. Account (Tier III) Deliverables <ul><li>Deliverables </li></ul><ul><ul><li>Joint Account Plan </li></ul></ul><ul><ul><li>Joint Value Proposition (client specific) </li></ul></ul><ul><ul><li>Specific Measurable Goals </li></ul></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  17. 17. Structuring the Joint Value Proposition Copyright 2004 Tom O’Dea ©All rights restricted <ul><li>1. Client/Buyer </li></ul><ul><ul><li>bigger solution </li></ul></ul><ul><ul><li>Faster ROI </li></ul></ul><ul><li>2. SI Consultant </li></ul><ul><ul><li>Net new bookings </li></ul></ul><ul><ul><li>Impartiality </li></ul></ul><ul><li>3. IT Sales Team </li></ul><ul><ul><li>Accelerated sales cycle </li></ul></ul><ul><ul><li>Better hit rate </li></ul></ul><ul><ul><li>Control </li></ul></ul>Joint Value Proposition
  18. 18. Measuring Success <ul><ul><li>Sales/business development heads </li></ul></ul><ul><ul><li>Sales support heads </li></ul></ul><ul><ul><li>Overall & dedicated implementation experts </li></ul></ul><ul><ul><li>Bookings & Revenue </li></ul></ul><ul><ul><li>Pipeline </li></ul></ul><ul><ul><li>Reference accounts </li></ul></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  19. 19. What Works <ul><li>3 Tiered Strategy </li></ul><ul><li>Principles rather than Personalities </li></ul><ul><li>Executive Sponsorship </li></ul><ul><li>Joint Value Proposition </li></ul><ul><li>Active Alliance Management </li></ul><ul><li>Quantifiable Targets </li></ul><ul><li>Regular Review </li></ul>Copyright 2004 Tom O’Dea ©All rights restricted
  20. 20. Questions? <ul><li>Tom O ’ Dea [email_address] </li></ul>Copyright 2004 Tom O’Dea ©All rights restricted

×