Research

Summary ICON2013 Best Practices of High-Performing Technology Alliances

Executive summary of the 2013 research into how alliance contribute to corporate value and what high-performing alliances do differently to achieve results. Conducted by Phoenix Consulting in conjunction with the Association of Strategy Alliance Professionals (ASAP), the survey included a total of 186 alliance managers from 95 companies in 23 countries. 

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View the Benchmark InfoGraphic profiling the answers of all 186 alliance managers in response to over 50 alliance management practices

 

 

2010 Best Practices Benchmark in Go-to-Market Alliances

A summary of results from a survey of alliance executives conducted in 2010 by IBM, CustomerImpact and PhoenixCG.  The survey sought to learn what drives performance in go-to-market alliances and asks about joint offers, market spend and investments, compensation, sales engagement and other topics.

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Alliance Culture: It's in the DNA

In this special report prepared for the Association of Strategic Alliance Professionals (ASAP) by Ard-Pieter de Man and David Luvison.  In it, you’ll read the findings from a study of alliance culture that started in 2009 which discusses one of the biggest long-term challenges for alliance professionals – fostering collaborative capability throughout their organizations.

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Social Media and Partnering

How Partner Managers are using Web 2.0

"As a business tool, is social media returning value? The particular focus of this paper is in how partner managers and partner management organizations are using Web 2.0 and social media to enhance business relationships. We have tried to depict as many use cases in this paper as possible to go beyond 'What’s a tweet?' to show where benefits were being realized."
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Beyond Boundaries

A New Role for Finance in Driving Business Collaboration

CFO Research Services recently conducted research among senior finance executives around the world to examine the role company finance organizations now play in driving business collaboration alliances. Explore why collaboration between finance and other lines of business is becoming more widespread and more important to the overall corporate strategy.
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Our blog

Changing the Channel in the Age of Saas and SMAC

Posted on 2/14/2014

Channels are under pressure as never before. They have been subject to compressing product margins over the years; first on hardware, then software and now - pressure from  a business model  perspective in adjusting from transactional... Read More


Embedding Partnering Best Practices

Posted on 1/19/2014

One of the challenges of professional development is retaining the knowledge and incorporating the new  Read More


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