Research

Best Practices 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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