Alliance Best Practices - Details

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PARTIAL LIST OF VEDORS INTERVIEWED

These companies included BMC, BEA, Computer Associates, CGE&Y, Cisco, EDS, HP, IBM, Microsoft, Oracle, PeopleSoft, SAP, Siebel, Sun, Sybase and Tibco.

THE ISSUES PARTNERS MUST COMMUNICATE INCLUDE:

• The business objectives,
• The target market,
• The value proposition,
• The role of each partner,
• The committed joint marketing activities,
• The sales engagement model

MORE DETAIL ON THE EXECUTION FRAMEWORK

• Assess the opportunities and determine those with the greatest revenue potential
• Determine the target industry solution you wish to offer, regardless of the eventual partner(s) you choose.
• Choose the partner(s) that will enable you to create a complete solution.
• Define the Unique Value Proposition that you and your partner(s) offer for this specific solution.
• Develop a plan to describe all the details of your relationship.
• Assign responsibilities with due dates to individuals (tactical development).
• Execute against the plan.
• Incorporate feedback into the planning process.