The VST methodology is a system developed by Alliance Best Practice to increase alliance sales. It stands for Vision, Skills, and Trust - the three critical components of successful alliances. Companies that use the VST model typically see alliance sales increase 250-650% within 12 months. The document outlines the VST model and components, compares it to case studies that achieved high commercial returns, and makes recommendations to adopt the VST approach more widely.
This alliance lifecycle framework presentation was created as a tool to foster conversation and provide context on some of the questions to consider as you assess the importance and structure of a formal alliance lifecycle framework. I created this for a friend working with one of the leading Canadian consulting firms without a current formal strategy, framework or program in place for the development and management of IT channel business partner programs and relationships.
Why are alliance sales so misunderstood? After all they represent a dramatically lower cost of sale than other alternatives? Is it because they involve joint value creation? make up your own mind by reading this simple presentation.
A presentation for subject MGMT90148 (Consulting Fundamentals) at Melbourne Business School.
Designed as an engaging look at strategic alliances as a tool in business. Highlights its application, effectiveness and a guide for what successful strategic alliances entail in the corporate world.
Introducing Go To Market Strategy for B2B StartupsHugh MASON
An overview of Go To Market Strategy for Startups that sell to other businesses, covering:
• Definitions of Go To Market Strategy
• Getting to What Market?
• Why and How Businesses Buy
• Turning Strategy into Action
This session continues a dialogue that aims to bridge the gap between technologists and marketers: please comment and connect with us to help us understand how we can take this important conversation to the next level. Video: https://youtu.be/hc3dvD1AMt0
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
The most important factor in determining whether an acquisition becomes successful or not, is how well the post-merger integration is done. The post-merger integration takes many times the effort of closing the deal, but is a lot less glamorous and often shortchanged. This presentation will provide some guidelines for an effective integration, such as having a single integration leader and open communication and will highlight potential pitfalls to avoid such as believing the sales force can easily represent both product lines. The integration involves not just combining the two companies but also finding better ways to run the combined business. The business improvements can often be as large as the synergies.
This alliance lifecycle framework presentation was created as a tool to foster conversation and provide context on some of the questions to consider as you assess the importance and structure of a formal alliance lifecycle framework. I created this for a friend working with one of the leading Canadian consulting firms without a current formal strategy, framework or program in place for the development and management of IT channel business partner programs and relationships.
Why are alliance sales so misunderstood? After all they represent a dramatically lower cost of sale than other alternatives? Is it because they involve joint value creation? make up your own mind by reading this simple presentation.
A presentation for subject MGMT90148 (Consulting Fundamentals) at Melbourne Business School.
Designed as an engaging look at strategic alliances as a tool in business. Highlights its application, effectiveness and a guide for what successful strategic alliances entail in the corporate world.
Introducing Go To Market Strategy for B2B StartupsHugh MASON
An overview of Go To Market Strategy for Startups that sell to other businesses, covering:
• Definitions of Go To Market Strategy
• Getting to What Market?
• Why and How Businesses Buy
• Turning Strategy into Action
This session continues a dialogue that aims to bridge the gap between technologists and marketers: please comment and connect with us to help us understand how we can take this important conversation to the next level. Video: https://youtu.be/hc3dvD1AMt0
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
The most important factor in determining whether an acquisition becomes successful or not, is how well the post-merger integration is done. The post-merger integration takes many times the effort of closing the deal, but is a lot less glamorous and often shortchanged. This presentation will provide some guidelines for an effective integration, such as having a single integration leader and open communication and will highlight potential pitfalls to avoid such as believing the sales force can easily represent both product lines. The integration involves not just combining the two companies but also finding better ways to run the combined business. The business improvements can often be as large as the synergies.
How to create content that fuels your sales funnel (pdf)Stickyeyes
Ensuring that you are delivering the right content, to the right audience, at the right time in the buying process is no easy task, but it is critical to get this right in order to drive a return on investment from content marketing.
Our latest webinar, hosted by Phil McGuin, Director of Demand Generation at Stickyeyes broke down the fundamental elements to building and implementing a sales driven content strategy including:
- How to define your sales process & buying cycle.
- How to understand how your target audiences behave online, and what content they are looking for.
- How to map your content onto your target audience and customer persona groups.
- How and why to deploy relevant content at different stages within the sales cycle.
This is the concluding presentation of a two part webinar for Blue ocean strategy.
The presentation introduces the audience to the core principles of Blue Ocean Strategy - which comprise of the six steps viz 1) Reconstructing Market Boundaries 2) Focusing on the Big Picture 3) Reaching Beyond Existing Demand 4) Getting the strategic sequence right 5) Overcoming organizational Challenges 1) Building execution into strategy.
The presentation also focuses on How the Boundaries can be reconstructed with 6 Paths Framework, How one can focus on big Picture by utilizing the visual strategy framework and PMS Maps, How One can reach beyond the existing demand by utilizing the Three tiers of Non Customers framework, How one can get their strategic sequence right by utilizing the buyer utility map, Price corridor of masses and overcoming organization hurdles framework.
The presentation also details on how to overcome the organizational hurdles and ways of building execution into strategy.
This presentation is aimed at explaining the greatness of Blue ocean strategy thinking to general audience through simple means and examples and does not imply distortion of facts and frameworks of the original Authors: Chan Kim, Renee Mauborgne
Case Interviews, Killer Frameworks - Nevin Kamath and Ivy ExecIvy Exec
You can ace the case interviews at all levels if you are using the right framework. In this webinar, you will learn strategy frameworks that will help you succeed in your next case interview. Our presenter, Nevin Kamath, founder of The Case Coach, and a former consultant with McKinsey, helps elite professionals, MBAs, and PhDs prepare for case interviews.
Our presenter, Nevin Kamath, is a former Senior Associate with McKinsey & Company and an alumnus of Harvard Law School. He serves as an Adjunct Professor at the USC Marshall School of Business, teaching a course on career development and professional communication to undergraduate students. Through his executive coaching firm, The Case Coach, LLC, Nevin has partnered with numerous clients who have gained offers at top consulting firms including McKinsey, BCG, Bain, and Deloitte, as well as boutique firms such as Partners in Performance.
This presentation is based on the topic of strategic alliance.
What is strategic alliance and how companies are availing it for the long term and short term benefits?
Top 25 must read books for management consultantsAsen Gyczew
As a management consultant or a business analyst you have to read a lot to master the intricacy of business world. You should not only master typical management consulting techniques but also reach for books on lean manufacturing, financial modeling and valuation, managing people, building strategy, effective work and many many more.
In this presentation you will find my impartial selection of books that I have read and helped me a lot on my way to the top of consulting and management world.
$118.4 billion was spent on content marketing, video marketing, and social media in 2013. What will be your content marketing focus in 2014?
In this 451 Marketing webinar, our Executive Vice President of Digital Marketing Francis Skipper will share his insights on upcoming trends and strategies to captivate your audience through content marketing.
Walk away from this 451 Marketing webinar with insights on:
- Defining Goals: from brand awareness to lead generation
- Trends in Content: what types of content are most popular?
- Social Platforms: the top channels to focus on in 2014
- Analytics: How to measure the impact of your content marketing efforts
How you communicate with clients, anticipate their needs, share insights of value, and keep enlightening them along the way — these elements require go-to-market execution just as much as introducing a new digital banking solution.
While the scope of a successful go-to-market execution strategy will vary, the following three essentials are critical:
• Client Focus – Which clients and prospects, industries and regions are you targeting, and why?
• Value – Do your products demonstrate measurable and direct value to meet clients' critical needs?
• Competition – Are your products, people and value proposition best in class?
HubSpot's launch webinar for the partner program with Mike Volpe, VP Marketing and Pete Caputa, Partner Program Manager. Explains how to get started with HubSpot as a partner, how to deliver inbound marketing services, how to generate referrals and business from HubSpot.
Blue Ocean Strategy was developed by W. Chan Kim and Renée Mauborgne. They observed that companies tend to engage in head-to-head competition in search of sustained profitable growth. Yet in today’s overcrowded industries competing head-on results in nothing but a bloody red ocean of rivals fighting over a shrinking profit pool. Lasting success increasingly comes, not from battling competitors, but from creating blue oceans of untapped new market spaces ripe for growth.
Blue Ocean Strategy challenges everything you thought you knew about strategic success and provides a systematic approach to making the competition irrelevant.
Blue Ocean Strategy - Summary and ExamplesKhai Biau Yip
This is a workshop presentation developed by KB Yip and YS Lieu for a Learning Institution. It can be easily customized to suit the needs for other organizations. Please contact KB Yip (ymike27@hotmail.com) if you need to get a copy of this presentation.
How to create content that fuels your sales funnel (pdf)Stickyeyes
Ensuring that you are delivering the right content, to the right audience, at the right time in the buying process is no easy task, but it is critical to get this right in order to drive a return on investment from content marketing.
Our latest webinar, hosted by Phil McGuin, Director of Demand Generation at Stickyeyes broke down the fundamental elements to building and implementing a sales driven content strategy including:
- How to define your sales process & buying cycle.
- How to understand how your target audiences behave online, and what content they are looking for.
- How to map your content onto your target audience and customer persona groups.
- How and why to deploy relevant content at different stages within the sales cycle.
This is the concluding presentation of a two part webinar for Blue ocean strategy.
The presentation introduces the audience to the core principles of Blue Ocean Strategy - which comprise of the six steps viz 1) Reconstructing Market Boundaries 2) Focusing on the Big Picture 3) Reaching Beyond Existing Demand 4) Getting the strategic sequence right 5) Overcoming organizational Challenges 1) Building execution into strategy.
The presentation also focuses on How the Boundaries can be reconstructed with 6 Paths Framework, How one can focus on big Picture by utilizing the visual strategy framework and PMS Maps, How One can reach beyond the existing demand by utilizing the Three tiers of Non Customers framework, How one can get their strategic sequence right by utilizing the buyer utility map, Price corridor of masses and overcoming organization hurdles framework.
The presentation also details on how to overcome the organizational hurdles and ways of building execution into strategy.
This presentation is aimed at explaining the greatness of Blue ocean strategy thinking to general audience through simple means and examples and does not imply distortion of facts and frameworks of the original Authors: Chan Kim, Renee Mauborgne
Case Interviews, Killer Frameworks - Nevin Kamath and Ivy ExecIvy Exec
You can ace the case interviews at all levels if you are using the right framework. In this webinar, you will learn strategy frameworks that will help you succeed in your next case interview. Our presenter, Nevin Kamath, founder of The Case Coach, and a former consultant with McKinsey, helps elite professionals, MBAs, and PhDs prepare for case interviews.
Our presenter, Nevin Kamath, is a former Senior Associate with McKinsey & Company and an alumnus of Harvard Law School. He serves as an Adjunct Professor at the USC Marshall School of Business, teaching a course on career development and professional communication to undergraduate students. Through his executive coaching firm, The Case Coach, LLC, Nevin has partnered with numerous clients who have gained offers at top consulting firms including McKinsey, BCG, Bain, and Deloitte, as well as boutique firms such as Partners in Performance.
This presentation is based on the topic of strategic alliance.
What is strategic alliance and how companies are availing it for the long term and short term benefits?
Top 25 must read books for management consultantsAsen Gyczew
As a management consultant or a business analyst you have to read a lot to master the intricacy of business world. You should not only master typical management consulting techniques but also reach for books on lean manufacturing, financial modeling and valuation, managing people, building strategy, effective work and many many more.
In this presentation you will find my impartial selection of books that I have read and helped me a lot on my way to the top of consulting and management world.
$118.4 billion was spent on content marketing, video marketing, and social media in 2013. What will be your content marketing focus in 2014?
In this 451 Marketing webinar, our Executive Vice President of Digital Marketing Francis Skipper will share his insights on upcoming trends and strategies to captivate your audience through content marketing.
Walk away from this 451 Marketing webinar with insights on:
- Defining Goals: from brand awareness to lead generation
- Trends in Content: what types of content are most popular?
- Social Platforms: the top channels to focus on in 2014
- Analytics: How to measure the impact of your content marketing efforts
How you communicate with clients, anticipate their needs, share insights of value, and keep enlightening them along the way — these elements require go-to-market execution just as much as introducing a new digital banking solution.
While the scope of a successful go-to-market execution strategy will vary, the following three essentials are critical:
• Client Focus – Which clients and prospects, industries and regions are you targeting, and why?
• Value – Do your products demonstrate measurable and direct value to meet clients' critical needs?
• Competition – Are your products, people and value proposition best in class?
HubSpot's launch webinar for the partner program with Mike Volpe, VP Marketing and Pete Caputa, Partner Program Manager. Explains how to get started with HubSpot as a partner, how to deliver inbound marketing services, how to generate referrals and business from HubSpot.
Blue Ocean Strategy was developed by W. Chan Kim and Renée Mauborgne. They observed that companies tend to engage in head-to-head competition in search of sustained profitable growth. Yet in today’s overcrowded industries competing head-on results in nothing but a bloody red ocean of rivals fighting over a shrinking profit pool. Lasting success increasingly comes, not from battling competitors, but from creating blue oceans of untapped new market spaces ripe for growth.
Blue Ocean Strategy challenges everything you thought you knew about strategic success and provides a systematic approach to making the competition irrelevant.
Blue Ocean Strategy - Summary and ExamplesKhai Biau Yip
This is a workshop presentation developed by KB Yip and YS Lieu for a Learning Institution. It can be easily customized to suit the needs for other organizations. Please contact KB Yip (ymike27@hotmail.com) if you need to get a copy of this presentation.
VST briefing pack for senior executives version 3 0Mike Nevin
A simple briefing pack to explain to Alliance executives why the VST Alliance sales System is a valuable approach. Includes case studies to show value achieved by using the system
The First Ever Handbook for Strategic Alliance Managers (Strategic Alliance H...Mike Nevin
The Strategic Alliance Handbook (SAH) gives practicing alliance executives all the tools they need to do their job, all in one place.
A sales manager has a sales manual and an accountant has an accounting manual, even a car mechanic has a car manual.
So why shouldn't an alliance manager have an alliance manual?
Revealing the Leading Practices of High-Performing, Go-to-Market Technology Alliances. Learn from the best. Discover what distinguishes high-performing alliances and they do differently from their peers.
Getting collaboration right promises tremendous benefits: a unified face to customers, faster internal decision-making, reduced costs through shared resources and the development of more innovative products. But despite the billions of dollars spent on initiatives to improve collaboration, few companies are happy with the results. Join us to uncover common myths about collaboration and learn how to encourage and develop real collaboration within your organization so that people drive business results across internal and geographic boundaries.
By the end of this session participants will be able to:
Identify if their organizations are falling prey to common myths of collaboration.
Implement strategies that will transform differences and disagreement from a liability to an asset, so that conflict becomes the crucible in which creative solutions are developed and wise trade-offs among competing objectives are made.
Alliance Best Practice Research into Cultural Factors in Strategic Alliance R...Mike Nevin
This research presentation was produced from 93 separate alliance manager inputs from organisations such as: PPD, Quintiles, Cognizant, Covance, ICON, and RPS.
The research shows a very high correlation between Cultural Success Factors in alliances and overall success.
Win with partners - Detecon International Partnering Journey Riem Jalajel
This presentation will give you a short introduction on why partnering is becoming increasingly important to stay competitive and what you have to bare in mind when considering to partner.
BCG has extensive experience supporting PMIs, particularly growth oriented complex technology integrations. Learn more about BCG's approach, tools, and perspective on what makes software integrations different.
47م
مبادرة
#تواصل_تطوير
المحاضرة السابعة والأربعون من المبادرة مع
المهندس / محمد العربي
خبير واستشاري إدارة مشروعات وهندسة النظم
بعنوان
استخدام مفاهيم الرشاقة «AGILE CONCEPTS »
للتحول الاستراتيجي للمنظمات في العصر الرقمي
التاسعة مساء توقيت مكة المكرمةالإثنين24أغسطس2020
وذلك عبر تطبيق زووم من خلال الرابط
https://us02web.zoom.us/meeting/register/tZ0kcO2rqjwtGtJDycPpmoewbrvd9grYJgMd
علما ان هناك بث مباشر للمحاضرة على وقناة يوتيوب
https://www.youtube.com/user/EEAchannal
للتواصل مع إدارة المبادرة عبر قناة تيليجرام
الرابط
https://t.me/EEAKSA
رابط اللينكدان والمكتبة الالكترونية
www.linkedin.com/company/eeaksa-egyptian-engineers-association/
رابط التسجيل العام للمحاضرات
https://forms.gle/vVmw7L187tiATRPw9
A Stress-free Guide to Mergers Acquisitions and Divestitures.pdfeprentise
Mergers, acquisitions, and divestitures are full of opportunities to take advantage of complementary resources, discover new market opportunities, reinvent processes, and capitalize on excitement. Familiarize yourself with best practices to ensure your organization is getting the most value out of the deal.
Having supported over $400 billion worth of merger, acquisitions and divestiture transactions with Oracle E-Business Suite (EBS) customers our speaker and industry-expert, CEO and Founder of eprentise, Helene Abrams discusses key integrations and considerations when undertaking M&A projects to help avoid transitional pitfalls.
With over 20 years of experience, technology specialist and influencer Husein Fazal, the Head of Financials and Procurement at Claremont, has delivered many successful enterprise-level programmes, with a strategic vision and the ability to translate that vision to an operational solution, providing an engaging narrative for stakeholders throughout the merger, acquisition, and divestment process.
Although Big Data is changing enterprise data architecture models, support for Big Data extends beyond the walls of IT. The most successful companies are focused on building strong business cases for Big Data to drive support, adoption and funding though the enterprise.
This webinar investigated the two perspectives in constructing a business case for Big Data as well as how to create a compelling business case for Big Data success.
During this webinar, we covered:
-Challenges Creating Business Cases for Big Data
-Two perspectives for building Big Data business-cases
-Building the business-focused case and getting to monetized benefits
-Fortifying your business case with IT-benefits
High Performance ABM Capabilities Benchmark ReportDemand Metric
This report will present the framework, the maturity milestones it represents, recommended actions to achieve maturity with ABM and therefore maximize its revenue impact.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
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Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
2. Page 2
VST Agenda / Contents
The VST model = 250% - 650% increase in alliance sales within 12 months
Executive Summary
Introduction to alliance best practices
The connection between alliance best practices and the VST model
The components of the VST model
Comparison of three case studies to the VST model
1
2
3
4
5
Implications of the case studies and the VST research
Research recomendations
Next steps
6
7
8
3. Page 3
Executive Summary
Companies use formal methodologies in direct sales with great
results.
Indirect sales are becoming increasingly important to software
companies.
A very important indirect sale route is an alliance or even a strategic
alliance.
Until now there has not been a formal and standard alliance sales
system that companies could use.
ABP has now developed such a system by observing and
documenting over 100 software / SI alliances.
The system is currently being used by: IBM, Oracle, Capgemini,
Tieto and Qliktech.
The system is based on three critical components: Vision, Skills,
Trust. Hence the name VST Methodology.
Users of the system typically see a 250% - 650% increase in
alliance sales within 12 months.
Using a systematic approach to alliance sales produces better results
4. Page 4
What is Alliance Best Practice (ABP)?
ABP is a benchmarking consultancy specialising in B2B strategic alliances
Alliance Best Practice
Alliance best practices are those
actions that research has shown lead
to optimal alliance results
ABP is a group of over 20
international alliance experts able to
cover the world and work in multiple
languages
ABP is dedicated to: discovering,
developing and disseminating best
practices for its clients
It does this through the ABP
Database (ABPDBTM)
5. Page 5
Alliance Best Practices Exist
Best Practice approach is
recognised in General
Management theory -
goes hand in hand with
quality and
benchmarking.
ABP has examined
27,000 international
collaborative relationships
from around the world.
We found factors which
appeared consistently in
successful strategic
alliances (CSFs).
Research
Critical Success Factors
(CSFs) - ‘Those practices,
principles, procedures,
behaviours or factors
which appear in
successful strategic
alliances in a statistically
relevant manner’.
Tested the concepts with
over 300 companies since
2002 (ongoing).
Research findings
regularly validated.
Validation
Identified alliance best
practices and CSFs are
lodged in the ABP
database.
The ABP database
currently holds over
180,000 observations of
these CSFs in practice.
Research shows
overwhelmingly that doing
the right things (best
practices) produces the
right results (more value /
revenue).
Implications
ABP has investigated over 27,000 alliances to identify success factors
6. Partner ‘Intimacy’ Spectrum
Commodity Price
Interchangeable
Product
Highly specified
deliverables
Buy from and sell
to
Shared risks &
investment
Deeply integrated
Mutually
interdependent
Breakthrough
market value
Some customization
Flexibility/levels of
service
Special knowledge
Buy from, sell to and
sell with (GTM
together)
Customized/
individualized
Process & data
integration
Solutions oriented
Greater cost value
leverage
0 Sell To 25 Sell On 50 Sell Through 75 Sell With 100
Both partners need to define the type of partnership.
Low Score generally indicates low ‘business intimacy’.
Low
Value
High
Value
Low
Intimacy
High
Intimacy
Page 6
7. Page 7
Commercial Technical Strategic Cultural Operational
Co1 Business Value
Proposition (BVP)
Co2 Due Diligence
Co3 Optimum Legal /
Business Structure
Co4 Alliance Audit
Co5 Key metrics
Co6 Alliance reward
system
Co7 Commercial cost
Co8 Commercial
benefit
Co9 Process for
negotiation
Co10 Expected Cost
value ratio
T11 Valuation of assets
T12 Partner company
market position
T13 Host company
market position
T14 Market fit of
proposed solution
T15 Product fit with
partners offerings
T16 Identified mutual
needs in the
relationship
T17 Process for team
problem solving
T18 Shared Control
T19 Partner
accountability
S20 Shared objectives
S21 Relationship
Scope
S22 Tactical and
strategic risk
S23 Risk sharing
S24 Exit strategies
S25 Senior executive
support
S26 B2B Strategic
alignment
S27 Fit with strategic
business path
S28 Other relationships
with same partner
S29 Common strategic
ground rules
S30 Common vision
Cu31 Business to
business trust
Cu32 Collaborative
corporate mindset
Cu33 Collaboration
skills
Cu34 Dedicated
alliance manager
Cu35 Alliance centre of
excellence
Cu36 Decision making
process
Cu37 Other cultural
issues
Cu38 B2B Cultural
Alignment
O39 Alliance process
O40 Speed of progress
O41 Revenue flow
O42 Business plan
O43 Communication
O44 Health check
O45 Alliance charter
O46 Change mgt.
O47 Operational
metrics
O48 Operational
alignment
O49 Exponential
breakthroughs
O50 Internal alignment
O51 Project plan
O52 Issue escalation
Critical Success Factors
There are currently 52 CSFs in 5 categories
8. Page 8
Connection Between ABP and VST Model
VISION : S30 - Is there a
common vision of the
strategic intent of this
relationship?
STRATEGY : O45 - Does
a relationship strategy
document exist?
SENIOR EXEC
SUPPORT : S25 - What
support is there from
senior executives in the
business for this
relationship?
Vision
ALLIANCE PROCESS :
O39 - Do you have a
defined alliance process?
PRODUCT / SERVICE
SKILLS : T14 & T15 – Do
both sides know how to:
sell, implement, and
maintain the products /
services for the client?
COMMUNICATION : O43
- What elements of
communication are
present?
Skills
TRUST : Cu31 - What is
the degree of trust in the
relationship?
DECISION MAKING :
Cu36 - How long is the
decision making process
in your partner’s
organisation? And how
does this compare with
decision making in your
organisation?
CULTURE : Cu38 What
degree of B2B cultural
alignment exists?
Trust
The VST methodology is a simplified version of the full ABP framework
9. Page 9
Commercial Results Closely Follow Best
Practice Scores
There is a clear relationship between VST score and increased value
Higher VST Score = Higher Value
The chart opposite shows examples
from the database of Software and SI
alliances.
ABP has been collecting data since
2002.
In that time a clear trend has
emerged ‘proving’ the effectiveness
of the VST Methodology.
Annual benchmarking is crucial to
success.
Resetting the strategic direction
annually is important.
15
19
27
29
36
41
50
28
39
49 48
65
61
71
0
10
20
30
40
50
60
70
80
2004 2005 2006 2007 2008 2009 2010
The columns show average ABP scores
The Line shows average commercial return
10. Category Vision Skills Trust
Purpose To create a Vision and a
strategy for the relationship.
To develop the skills and knowledge
needed by both / all partners for
success.
To grow the relationship effectively over
time.
Objectives Agree partnership type
Agree partnership scope
Identify key stakeholders
Agree current (baseline)
Develop Business Value
Propositions (BVPs)
Document the vision and
strategy for the
partnership.
• Agree a go to market (GTM) plan.
• Improve both / all teams
collaboration skills.
• Develop governance model
• Develop communication
programme
• Achieve a high degree of internal
and B2B alignment.
• Train all partners appropriately on
the chosen products and services
of the BVPs.
• Increase the degree of organisational
trust between all parties
• Deliver BVPs to time and quality
• Increase the number and type of BVPs
sold.
• Secure investment funding and
executive support for the partnership
from both / all partners.
• Identify and eradicate cultural barriers
to progress
• Monitor and manage progress to key
performance indicators (KPIs)
Critical Success
Factors (CSFs)
Common Vision
Formal Business Plan
Alliance Process
MOUP
Collaboration Skills
Communication
Internal alignment
B2B Operational alignment
Trust
(B2B) Cultural alignment
Senior Executive Support
Operational Metrics
Outputs Scope statement
List of key stakeholders
Initial relationship value
Go / No go decision
Partnering readiness
assessment
Joint go to market (GTM) plan
Governance model
Communication programme
Training plan
Skills gap analysis report and
action plan for remediation
Relationship development plan
Alliance balanced scorecard
Change management plan.
Annual relationship strategy review
BVP innovation process
The VST Methodology Overview
Page 10
11. Page 11
The VST Methodology in Action
Customer was Banco Pastor
a large retail bank in Spain.
The partners were IBM
Software and Accenture. The
relationship impressed the
bank the most (out of 19 other
offerings).
Capgemini implemented the
Partner Networks Cloud-
Ready Data Centre Solution.
The result for the client was
improved networking
capability whilst reducing
cost.
TCV = €3.4 million
Case 1 - VST 88
Customer was Siemens in
Germany. The partners were
Capgemini and Oracle.
Project was implementation of
a high availability data center
interconnection system.
"It (this project) couldn't have
been delivered alone. I am
really pleased about the
quality of cooperation with our
partner.” Maciej Wardaszko
(Corporate Managed Account
Director Capgemini).
TCV = €6.5 million
Case 2 - VST 84
The client was Nokia in
Finland.
The partners were Tieto and
Microsoft.
Both had struggled to make
any headway with the key
account.
Both were facing ‘meltdown’
and removal from the
account.
By combining offerings and
working together they
managed to stay in the
account and increase account
revenue.
TCV = €3.2 million
Case 3 - VST 87
In all three cases a high VST score = high commercial return
12. SAP + SIs Extended Case Study (Extract)
Partner Country Diagnosti
c
Stage Base (€m) New Action
Accenture UK Y/Y 2.3 €6.0 €14.3 Roll out BVP
Capgemini Nordics Y/Y 2.2 €4.3 €9.2 Develop
BVP
IBM Benelux Y 1.4 €8.6 €18.5 Conduct
workshop
Atos France Y/Y 3.2 €2.6 €5.3 Track
progress
Logica South Africa Y/Y 3.3 €2.4 €5.8 Track
progress
BDO
Unicom
DACH Y 1.3 €1.1 €3.5 Conduct
workshop
Ciber
Novasoft
Russia Y/Y 3.3 €0.75 €2.4 Review BVP
Bearing
Point
Germany Y/Y 2.3 €3.1 €4.8 Develop
BVP
Frontworx Austria Y/Y 3.0 €0.80 €1.2 Renew SE
support
Totals €29.65 €65.0
Page 12
13. Page 13
Recomendations
Results showed that VST
= Better Relationship and
Commercial Results
Recommendation :
Adopt the VST Model in
multiple countries with
multiple partners.
In country alliance
managers and salesmen
are not aware of VST.
Recommendation:
conduct a training
campaign with partners
to demonstrate value of
VST.
The VST approach is not
suitable for all partners.
Just the more advanced.
Recommendation:
Benchmark partners to
choose potential pilots.
Following a VST approach gives tangible successful results consistently
14. Further Details
For further details please contact;
Mike Nevin
Managing Partner
Alliance Best Practice Ltd
Web: www.alliancebestpractice.com
Office: +44 (0)1675 442490
Mobile: +44 (0)7766 752350
E Mail: mike.nevin@alliancebestpractice.com