Creating and Sustaining Productive Alliances Among Competitors
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This presentation discusses creating alliances with companies that may also be competitors. It was presented at the 2015 ASAP Summit (the Association of Strategic Alliance Professionals) in Orlando, FL. See www.strategic-alliances.org for more information on the organization.
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- Establishing constructive relationships between service providers and customers.
- Identifying changes that could impact services and ensuring services deliver value.
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Business Relationship Management: it takes two to tango
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ITIL Business Relationship Management, the "Hidden" Process
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Digital Marketing Services | Techvolt Software :
Digital Marketing is a latest method of Marketing techniques widely used across the Globe. Digital Marketing is an online marketing technique and methods used for all products and services through Search Engine and Social media advertisements. Previously the marketing techniques were used without using the internet via direct and indirect marketing strategies such as advertising through Telemarketing,Newspapers,Televisions,Posters etc.
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4. Best combo offers on website Hosting,design along with digital marketing services
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Free Website + Digital Marketing Services
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With Regards
Gokila digital marketer
Coimbatore
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- 1. Creating and Sustaining Productive Alliances among Competitors Andrew Masland (NEC) andy.masland@necam.com Judy Mirkin (Riverbed Technology) judy.mirkin@riverbed.com March 2015
- 2. Opening the Discussion Two audiences Alliance managers Consultants brokering/facilitating relationships Do we have competitors in the room? Do we have competitors who also partner? Let’s make it interactive without over-sharing
- 3. How It Starts Taking stock Customer requirements Competitive acquisitions Evolving markets and offerings Filling the gap isn’t shameful IP alliances/OEM Very structured and focused Multi-party industry alliances Working for the common good
- 4. The Simple Route to Competitive Alliances Evolving partner product and service offerings may lead to a new competitive ‘partnering’ relationship Adds potential stress and internal roadblocks Trust is tested and Legal must be ‘business driven’ Communication, with follow up written documentation, are your keys to success and cannot be overemphasized A detailed Rules of Engagement with Roles & Responsibilities are mandatory
- 5. Today’s Consolidations Make It More Complicated Partners who partner Partners who acquire Acquisitions of multi-company conglomerates Independently run divisions Complete acquisitions Partners who are schizophrenic
- 6. The New Alliances of Today: Strange Bedfellows “Uniting with Rivals?” Welcome to the new Microsoft, IBM, SFDC, Oracle, etc….. Industry Alliances Communal market benefits/drivers Deliverable products/solutions What are your competitive alliances? How did you get there?
- 7. Industry Alliances Create “common good” Provide a level playing field Join to promote a standard or platform More than just two or three parties Common issues Funding Governance Management Measuring success Defining when to stop Internal resistance
- 8. Making It Work Add value for both parties Meet customer requirements Learn how to negotiate Know your Value Place Role Use of 3rd party to join/referee Document, document, document Maintain appropriate barriers But breaking them down as necessary Remember … people not companies
- 9. Rules of Engagement Rules of engagement How it starts How it ends Set KPIs Limit sharing without holding back Don’t go “native” Legal presence Anti-trust compliance Don’t be bullied There are more options than just a NDA to protect you Going to Market can be the hardest part
- 10. The Bottom Line All the same challenges and then some Executive commitment vs. marketing and sales From the board room and contracts to Execution Great alliance management on steroids Agree to: Cooperate Compete Terminate well and terminate cleanly!