Alliance Assessment Create Roles and Responsibility Matrix (RRM) Technology Partner Governance Services Create Partner account review plan (PAR) Certification/Validation Alliance Segmentation Sell in existing COMPANY accounts, Cross-sell, Up-sell OEM Jointly create a new account wishlist Platform Alliance Due-Diligence Sell to existing partner Accounts Business Case (Plan B Partner) Sales Sell to Partner opportunities Alliance Lifecycle Eat our own dog food Delivery Anchors RFX Leads Alliance SPOC Alliance Negotiations Leads from Marketing Activities Finance Sell through Field Contacts Legal Branding Maintain as per the Agreed Governance Partner Events Alliance Health Check Marketing Activities (Context) Webinars Terminate Assess Alliance Solution Analysts Accelerate Case Study PositioningManaging Pricing Investment/Commitment Resources Financial Up front Value Proposition Target SolutionAlliances is Services On client Acquisition Organisation Strategy Features/FunctionalitiesComplex and can Competition Business Unit/Practice Strategybe confusing… Revenue Strategic Alignment Customer Need/Demand Competitive Value-add Pipeline Metrics Need for Alliance Operational Support & Effectiveness Delivery Team Training Solution Collaterals Alliance Operations Solution/IP Development Training and Pre-Sales KT Sales Enablement Knowledge Base Project Execution Best Practices, White-paper
We needed a ALLIANCE FRAMEWORKframework to managethe complexity….. RESOURCE CONSTRAINTS Alliance Alliance Charter Life-Cycle REGULATORY Partner PRESSURE PRESSURE Customer Offerings COST Needs Our Alliance Alliance Guideline Offerings IP and Market Dev. Alliance Alliance Metrics Field Engagement COMPETITIVE PRESSURE Delivery Sales Marketing Alliance Strategy Company Business Strategy 8 8
• Common framework for Sales, Pre-sales and Delivery that includes components and individuals in a virtual organization using a commonONE Alliance governance model.Framework • Involve stake-holders from legal, commercial, sales, delivery, across horizontal services and industry verticals globally.TWO Engagement • Leverage alliances whose technology or services will complement oursApproachesacross partners: • Go-to-market alliances (primarily lead-sharing) between partners
THREE Alliance Tiers: Sorted in ascending strategic importanceTier Revenue Deals Alliance Owner Exec. SponsorshipSilver < 0.5M <2 Sales (Account Manager ) or Pre-Sales (Solution Not Required Design)Gold 0.5-2.0M 2-5 Can vary Head of AlliancesPlatinum 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
FOUR Alliance Life-Cycle Stages: Each with different activities and gating criterion Identify Define Establish Assess ImprovePartnering goes through an iterative and evolutionary process We get into greater level of details as we progressthrough the various stages • Identify : What do we do before we even • Establish : How do prepare to win our meet with a partner? first client? • Define : What do we do when we meet the • Assess : What do we do next? first time? Accelerate, Abandon or Acquire!
I D E A KEY ACTIVITIESSTAGE Awareness of gap in existing offerings - either from client, our own team orfrom directly from a potential partner Internal consensus to interest to explore idea and possible partner champions IDENTIFY Designated champion spells out key requirements of partnership, expected investments, and benefits Management approvals to explore partnerships Initial Business Case prepared Market Scan to create long-list Initial conversations with potential partners Sign NDAs with short-listed potentials High level exchange of business information and expectations Evaluation of potential partners Deliverable: Short list of 2 (max 3) partners
I D E A KEY ACTIVITIESSTAGE Term-sheet prepared to decide joint next-steps Key Contacts identified at partner side and champion Next level of discussions DEFINE Sales confirms target market, vertical, geo, and phasing if required Delivery confirms and provides resources to make this happen Review of Business Case, including possibility of alternate partner (Plan B) Deliverable: Signed Teaming /Partnership Agreement
I D E A KEY ACTIVITIESSTAGE Finalize and execute on Go To Market plan ESTABLISH Sales Enablement - Sales training, prepare collateral, presentations, target customer list, FAQs Solutions Design/Delivery enablement - readiness to sell and deliver joint solutions Creation and review of joint pipeline (2+2+2 Model) Explore Pilot "Try and Buy" Program to existing customers Efforts to close first sale Deliverable: Contract with end-partner for first joint client
I D E A KEY ACTIVITIESSTAGE Create success story with first joint client. Re-use learning and deliverables for subsequent opportunities Explore joint marketing events to publicize the joint client ASSESS Review progress of clients and also build relationship at operational and executive sponsor level Alliance Governance Council (AGC) decides to take relationship to higher or lower level based on pre-agreed metrics Deliverable: Revised Portfolio Review of all Partners
Almost 100 questions to ask yourself at each stage ofthe IDEA life-cycleLook for the questions relevant for the current stageyou are at with your partnerDo not proceed to next stage until all questionsrelevant for current stage are reviewed.While it is good to keep a record of the responses toeach, it is most important you do not miss out anyquestion as you progressKeep coming back from time-to-time to review thesequestions as situations/ responses often changeCan be modified to suit your industry and uniquebusiness
A simple method to create a joint pipeline:The 2+2+2 PlanFirst of all, our side offers to introduce the new partnerto 2 existing clients where we are well-entrenched, and the partner is not present (My 2).Next our partner takes us into 2 of his clients where Iam not present (Your 2)Finally we chose 2 accounts where neither of us arepresent – and we take pro-active steps, invest in jointmarketing to win these together (Our 2)Builds gradual trust and can scale.
WE PARTNER WITH CLIENTS TO BUSINESS OPTIMIZE ACCELERATE TRANSFORMATION OPERATIONS INNOVATION 19