Optimize your Return on Relationships
In order to optimize your Return on Relationship, you must understand how you are creating value for customers, your partner, as well as for your organization. We have conducted research into hundreds of alliances through client engagements with companies such as Cisco, Adobe, PayPal, and IBM. In our case study research, we compared the value propositions of very successful alliances and those that yielded disappointing results. We found that successful alliances tracked partner value in three dimensions: Solution, Financial, and Sales.