The document discusses the 7 secrets of effective alliance teams based on examples from Napoleon's alliance with Austria. The 7 secrets are: 1) clear objectives, 2) metrics, 3) commitment from all parties, 4) equal commitment, 5) team players, 6) transparency, and 7) a way to resolve conflicts. It argues that Napoleon's alliance with Austria failed because he lacked these elements, focusing only on his own objectives and having no process for resolving disputes, whereas Austria's approach incorporated more collaborative elements like clear metrics and commitments from both sides.
TODO EMPEZÓ CON UNA IDEA La rueda, la electricidad, la penicilina, internet, todos los grandes avances de la humanidad...
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Antes de averiguar como generar ideas, debemos analizar que son las ideas, porque sino sabemos que son las cosas, es difícil saber como aprovecharlas.
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TODO EMPEZÓ CON UNA IDEA La rueda, la electricidad, la penicilina, internet, todos los grandes avances de la humanidad...
¿Qué es una idea?
Antes de averiguar como generar ideas, debemos analizar que son las ideas, porque sino sabemos que son las cosas, es difícil saber como aprovecharlas.
Piensa como niño decía Picasso: “Todo niño es un artista. El problema es cómo seguir siendo artistas cuando crecemos”.
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White Paper llevado a cabo en el marco del programa de doctorado: Procesos Políticos Contemporáneos de la Universidad de Santiago de Compostela, años académicos 2005-2007
Ika college 31.okt 2013. tildeling, dokumentation, kommunikation.Andreas Christensen
Præsentation fra undervisningen på IKA College – Udbudsjura
Emnet var: Tildeling, dokumentation, kommunikation, skriv i processen.
Især tildelingskriterier og evalueringsmodeller gennemgås grundigt.
Undervisere var Advokatfuldmægtig David Salomonsen samt Advokat og partner Andreas Christensen.
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NTAP, LSC and the Ohio Legal Assistance Foundation are pleased to announce that Sprint is now offering all legal services programs a new program that will allow programs to purchase broadband services (including 4G speed unlimited access) at reduced, General Services Administration (GSA) level pricing.
This means a wireless access, cost-saving opportunity for all legal services programs across the country.
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Cripitco explicativo de mi primera aventura que consistio en ir en bici desde Valencia a Finisterre sin oagar para dormir y duró 10 dias.
Más info: www.lasaventuritasdejonas.es
El género en la política de cooperación al desarrollo de la ueRuth Vilaró Beloso
White Paper llevado a cabo en el marco del programa de doctorado: Procesos Políticos Contemporáneos de la Universidad de Santiago de Compostela, años académicos 2005-2007
Ika college 31.okt 2013. tildeling, dokumentation, kommunikation.Andreas Christensen
Præsentation fra undervisningen på IKA College – Udbudsjura
Emnet var: Tildeling, dokumentation, kommunikation, skriv i processen.
Især tildelingskriterier og evalueringsmodeller gennemgås grundigt.
Undervisere var Advokatfuldmægtig David Salomonsen samt Advokat og partner Andreas Christensen.
Trivadis TechEvent 2016 Die Rolle der Unterschrift bei der Digitalisierung vo...Trivadis
Die Unterschrift hat eine zentrale Bedeutung in vielen Geschäftsprozessen. Bei Digitalisierungsvorhaben - wie wir z.B. bei den Dokumentenservices, die die Firma Arizon AG für die Raiffeisenbanken der Schweiz zur Verfügung stellt, anzutreffen - steht die papierbasierte Unterschrift zunächst einmal im Weg. Das kryptographische Verfahren der digitalen Signatur ist ein wunderbares Hilfsmittel, aber auch immer nur ein Baustein, denn die Funktion, die die Unterschrift in unseren Prozessen hat, sind so vielfältig wie die Umsetzungsmöglichkeiten, wie das Beispiel von Arizon zeigt.
NTAP, LSC and the Ohio Legal Assistance Foundation are pleased to announce that Sprint is now offering all legal services programs a new program that will allow programs to purchase broadband services (including 4G speed unlimited access) at reduced, General Services Administration (GSA) level pricing.
This means a wireless access, cost-saving opportunity for all legal services programs across the country.
Las Aventuritas de Jonas: 1.0 Valencia a Finisterre en biciWolala
Cripitco explicativo de mi primera aventura que consistio en ir en bici desde Valencia a Finisterre sin oagar para dormir y duró 10 dias.
Más info: www.lasaventuritasdejonas.es
Las Aventuritas de Jonas: 1.0 Valencia a Finisterre en bici
Tswlv2010 Mc Kay 7 Secrets Final
1. The 7 Secrets of Effective
Alliance Teams
Susan B. McKay
Director, Strategy & Alliance Development
EMC Corporation
October 20, 2010
2. Why do we need alliances?
2
Napoleon Bonaparte
King of Italy
Emperor of the French
1805-1814
France Austria
Source: Wikippedia 9/20/10 The Emperor Napoleon
in His Study at the Tuileries, by Jacques-Louis
David, 1812
3. Direct or indirect sales?
Direct Sales
(Napoleon’s approach)
Pro
• Talk to end customer directly
• Receive all the benefits
Cons
• Absorb all sales costs
• Rely only on your team’s talent
and relationships
3
“Better not to have been born than to
live without glory.”
- Napoleon Bonaparte
4. • Stronger team
• Lower cost or risk
• JIT resources – right
resource at right time &
place
• Stronger contacts,
executive positioning
• More complete solution
4
Source/Original work at/Original en: Pyms Gallery
Austria, Prussia, Russia, UK,
Netherlands
vs.
France
Indirect Sales
(Austria’s approach)
5. The 7 Secrets of top alliance teams
1. Clear objectives
2. Metrics
3. “Got juice?”
4. Equal commitment
5. Team players
6. Transparency
7. Way to resolve conflicts.
6. The 7 Secrets of top alliance teams
1. Clear objectives
2. Metrics
3. “Got juice?”
4. Equal commitment
5. Team players
6. Transparency
7. Way to resolve conflicts.
• Increase revenue
• Decrease or avoid
costs
• Reduce risk
Why are we doing this?
7. The 7 Secrets of top alliance teams
1. Clear objectives
2. Metrics
3. “Got juice?”
4. Equal commitment
5. Team players
6. Transparency
7. Way to resolve conflicts.
• How to measure?
• Who measures?
• Establish a “rhythm
of the business”
What’s in it for each party?
8. The 7 Secrets of top alliance teams
1. Clear objectives
2. Metrics
3. “Got juice?”
4. Equal commitment
5. Team players
6. Transparency
7. Way to resolve conflicts.
9. The 7 Secrets of top alliance teams
1. Clear objectives
2. Metrics
3. “Got juice?”
4. Equal commitment
5. Team players
6. Transparency
7. Way to resolve conflicts.
“Friendship is only a word, I
care for nobody.”
“We walk faster when we
walk alone.”
10. The 7 Secrets of top alliance teams
1. Clear objectives
2. Metrics
3. “Got juice?”
4. Equal commitment
5. Team players
6. Transparency
7. Way to resolve conflicts.
“Two powers like France and England, with a
good understanding between them, might
govern the world. “
“England is a nation of shopkeepers”
11. The 7 Secrets of top alliance teams
1. Clear objectives
2. Metrics
3. “Got juice?”
4. Equal commitment
5. Team players
6. Transparency
7. Way to resolve conflicts.
“…a conqueror must not inspire a
good opinion of his benevolence until
he has demonstrated that he can be
severe with malefactors.”
12. Napoleon – why did he and France lose?
12
Source:
http://www.militaryartgallery.com/HTML/napoleons_retreat_from_mosc
ow.htm
1. Ego-driven objectives
2. One-sided metrics
3. One “executive sponsor”
4. No real alliance
5. No process to resolve
conflicts.
13. Austria – why did they “et al” win?
The 7 secrets checklist
13
1. Clear objectives
2. Metrics
3. “Got juice?”
4. Equal commitment
5. Team players
6. Transparency
7. Way to resolve
conflicts.
14. Call to action – next steps
14
• Identify areas
where you’re
losing to the
competition.
• Find allies who can
help you survive –
and win the war.
• Use the 7 secrets
to plan your next
move.
15. Contact Information
Susan McKay
Director, Strategy & Alliance Development
susan.mckay@emc.com
508-330-8160
Visit my blog:
http://partnersandalliances.typepad.com/partnershi
ps-alliances
15