Articles About Better Partnering

Moneyball for Alliances

February 16, 2017|

The key to a winning baseball season is not the amount of money spent on star talent.  If that were the case then Billy Beane, the central figure of Michael Lewis’ best selling book “Moneyball: The Art of Winning an Unfair Game”, would never have led the Oakland Athletics to the playoffs in spite of the fact that his player [...]

Strategic Partnerships – Strategic to Who?

January 18, 2017|

How do you engage when your partner is strategic to you – but you are not strategic to them. My partner thinks of me as a supplier, or a channel, or 'fill-in-the-blank.' How do I become a strategic partner?  This is a common refrain from startups and small companies wanting a relationship with a big dog in the industry [...]

Scorecarding Ecosystem Health

October 30, 2016|

Measuring Channel Ecosystem Health?  And Why do I Care? I recall the first time I spoke about a “partner ecosystem” in 1999 to my boss, a long time direct sales manager.  He looked at me like I was a tree hugger. Today, we frequently talk about our partners collectively as an ecosystem; yet there are many ways to interpret [...]

Do You Have the Right Number of Partners?

September 29, 2016|

Understanding if you have the right number of channel partners can be a tricky question and one related to having the right partners.  You may have thousands of partners but they may not be productive for you or they may not have the right skills.  But assuming they are the right partners with the rights skills,there is still a possibility of too much of [...]

Partner Onboarding – Make it Fun – Not Work

September 5, 2016|

You’ve recruited partners and now you need to get them ready to sell your products and solutions. Systematic and deliberate onboarding can have long term impact on partner loyalty and productivity. By one company's experience, 50% greater first year revenue was realized by those partners onboarded through a carefully planned partner experience vs those left to own initiative. Make it [...]

What’s the Value Prop for a Transforming Channel?

August 12, 2016|

“Well, they get a good margin” was the response to the question “What is the partner value proposition?” at one large manufacturer. Margin as defined between the difference between buy price and sell price is probably not the right answer. “Do I offer my partner a profitable business proposition?” is a better question. The right answer takes into account the [...]

Recruiting the Right Partners for Maximum Results

August 4, 2016|

Do you Have the Right Channel for your Future? The Buyer's journey has changed in the past few years.  Has your channel strategy kept up?  Have your partners?  How are you transforming your channel to address how buyers buy? How is your channel changing to keep up? Here are some facts about the new world:  90% of technology spending [...]

Surviving the Future

July 22, 2016|

What Savvy Channel Chiefs Already Know How does a channel chief address the seismic shifts happening in the world of digital transformation? How can you enable the channel to make the crossing to new opportunities promised by the digital transformation? Phoenix Consulting Group and Highland Team have assembled thought pieces from our research, our library, and our associates to [...]

The Skills of Highly Successful Partner Managers

May 31, 2016|

Partner managers need many skills to orchestrate collaboration between partnering organizations. Based on the requirements outlined by the Association of Strategic Alliance Professionals[1], the successful partner manager must have developed skills that are not only specific to collaboration but also to broad business and industry knowledge along with an in depth understanding of their own organization. These competencies and skills [...]

Will Digital Transformation Transform the Channel?

May 13, 2016|

TALKIN' SMAC AND DIGITAL TRANSFORMATION Author: Hobart Swan | Published by: CCI Global Channel Management, January 2016 Feature Let’s start off with a definition. The Altimeter Group defines digital transformation as “the realignment of, or new investment in, technology and business models to more effectively engage digital customers at every touch point in the customer experience lifecycle.” Based on her frequent [...]

Is the Channel Ready of IoT?

April 22, 2016|

Is IoT Ready for the Channel? We’ve been hearing IoT is coming; IoT is coming for some time.  The fact of the matter is IoT is here.  GE announced that they saw $6B inrevenue in industrial IoT this past year, 2015. Others Amazon, Google, IBM, even the US government have also announced huge investments into the technologies of IoT.  [...]

Success is not an Accident

January 19, 2016|

Skills, Aptitudes and Attitudes of Highly Successful Partner Managers There are key differences in skills, aptitudes and attitudes of a highly collaborative partner manager.  They are skilled at adapting to an ever changing environment and operating in a world beyond the traditional organization boundaries.  Their ability to collaborate is what provides them the relationship power necessary for success. These [...]

Collaborative Skills Development is Not Knowledge Transfer

November 24, 2015|

Traditional learning and training paths are based purely on gaining knowledge. The assumption can be made that with knowledge our employees and partners can be more successful. And it is true. However, the missing element comes when this knowledge needs to be applied through experienced judgement. Partner managers will only be as successful as their ability to use their [...]

Why Invest in Partner Management Training? – ROI!

November 17, 2015|

The ROI of Partner Manager Training Effective training is without doubt a crucial ingredient for success. The challenge for any organization is measuring and justifying the investment in training. One statistic that clearly shows the value of training comes from a 2014 IBM study. IBM found that 84% of employees in top performing companies believe they are receiving the [...]

Making Partner Managers Winners

October 19, 2015|

Investment in Talent to Grow and Innovate To many organizations, alliances and strategic partnerships are “the new way businesses grow and innovate,” particularly as they experience a rising profile within the C-suite.  As partnership alliances become an increasingly important source of innovation for companies, they are integral to future success. One study cites that 51% of CEO’s want to prioritize [...]

MicroAlliances for Small Businesses

August 8, 2015|

Strategic Alliances are not just for the Big Guys My clientele is typically large companies, but this past month I was asked to participate in a speed mentoring event for a group of independent consultants.  I was asked many times “can partnering help me in my business? How do I find the right partner?  How do I partner?  While [...]

Succeeding in the Internet of Things

May 25, 2015|

Partnering Strategies to Accelerate Growth in the Internet of Things For some time we’ve been hearing that Internet of Things is coming.   Well it’s here! There are many examples that we probably don’t think much about.  Beyond our personal devices: smart phones, watches, Fitbits and all, there are a growing number of consumer appliances and industrial devices now connected [...]

Can Collaboration be Standardized?

April 27, 2015|

Print Well, IMHO yes and no. I’ve been working for some years with the Association of Strategic Alliance Professionals (ASAP) in creating standards for collaboration. And I frequently get push back. “No two relationships are same.”  “Each is special in some way.”   Even the ASAP Chairman, Mike Leonetti is often quoted “If you’ve seen one alliance, you’ve [...]