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Idea a simple framework for complex alliances -asap 20120306-issue1


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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.

Published in: Business, Technology

Idea a simple framework for complex alliances -asap 20120306-issue1

  1. 1.   Session # 301 ASAP 2012 Annual Global Alliance SummitA Simple Framework for Complex Alliances:    An IDEA from IT Subhojit Roye Head of Alliances Infosys BPO Limited Tuesday March 6th, 2012, 1:30-2:15 pm Florentine I & II, Caesars Palace, 3570 Las Vegas Blvd. Las Vegas 1
  2. 2. Agenda• Need for an Alliance framework• Our IDEA of partnering• Getting started• Helpful Resources• Q&A 2
  3. 3. 3
  4. 4. Digital Consumers New CommerceHealthcare Economy Sustainable Tomorrow Smarter Organizations Emerging Economies Pervasive Computing 4
  6. 6. Managing Alliances is Complex and can beconfusing….. 6
  7. 7. ALLIANCE FRAMEWORKWe needed a framework to manage the complexity….. Alliance Alliance Charter Life-Cycle Partner Offerings Customer Alliance Alliance Our Needs Guideline Offerings IP and Market Dev. Alliance Alliance Metrics Field Engagement Delivery Sales Marketing Alliance Strategy Company Business Strategy 7
  8. 8. Getting started: As simple as 1-2-3-4….• ONE Alliance Framework • Common framework for Sales, Pre-sales and Delivery that includes components and individuals in a virtual organization using a common governance model. • Involve stake-holders from legal, commercial, sales, delivery, across horizontal services and industry verticals globally.• TWO Engagement Approaches across partners: • Leverage alliances whose technology or services will complement ours • Go-to-market alliances (primarily lead-sharing) between partners 8
  9. 9. Getting started: As simple as 1-2-3-4…. • THREE Alliance Tiers: Sorted in ascending strategic importance Tier Revenue Deals Alliance Owner Exec. Sponsorship Silver < 0.5M <2 Sales (Account Manager ) or Pre- Not Required Sales (Solution Design) Gold 0.5-2.0M 2-5 Can vary Head of Alliances Platinum 2.0+M 5+ Core Alliance team Executive Committee Member • FOUR Alliance Life-Cycle Stages: Each with different activities and gating criterion Identify Define Establish Assess Improve 9
  10. 10. Our IDEA of Partnering – 4 Stages in Alliance Life-cycle Identify Define Establish Assess Improve Partnering goes through an iterative and evolutionary process We get into greater level of details as we progress through the various stages 1. Identify : What do we do before we even meet with a partner? 2. Define : What do we do when we meet the first time? 3. Establish : How do prepare to win our first client? 4. Assess : What do we do next? Accelerate, Abandon or Acquire! 10
  11. 11. Stage 1: Identify I D E A 11
  12. 12. Stage 2: Define I D E A 12
  13. 13. Stage 3: Establish I D E A 13
  14. 14. Stage 4: Assess: I D E A(Accelerate/Abandon/Acquire) 14
  15. 15. Helpful Resources1. IDEA Checklist Microsoft Office Excel 97-2003 Worksheet5. The M2Y2O2 Model 15
  16. 16. 1. IDEA Checklist• Almost 100 questions to ask yourself – at each stage of the IDEA life- cycle.• Do not proceed to next stage until all questions relevant for current• stage are reviewed.• While it is good to keep a record of the responses to each, it is most important you do not miss out ant question as you progress• Keep coming back from time-to-time to review these questions as situations/ responses often changeCan be modified to suit your industry and unique business 16
  17. 17. 2. M2Y2O2A simple method to create a joint pipeline: 2+2+22.First of all, our side offers to introduce the new partner to 2 existing clients where we are well-entrenched, and the partner is not present (My 2).3.Next your partner takes us into 2 of his clients where I am not present (Your 2)4.Finally we chose 2 accounts where neither of us are present – and we take pro-active steps, invest in joint marketing to win these together (Our 2)Builds gradual trust and can scale. 17
  19. 19. THANK YOU Subhojit Roye (412) 418-6914 www.infosysbpo.comThe contents of this document are proprietary and confidential to Infosys Limited and may not be disclosed in whole or in part at any time, to any third party without the prior written consent of Infosys Limited.© 2011 Infosys Limited. All rights reserved. Copyright in the whole and any part of this document belongs to Infosys Limited. This work may not be used, sold, transferred, adapted, abridged, copied or reproduced in whole or in part, in any manner or form, or in any media, without the prior written consent of Infosys Limited.