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 [...]
Because more and more, channels are becoming the preferred route to market for alliances. As a recent CRN article on the VCE alliance illustrates, when alliance managers choose channels they need to understand how they work, what motivates channel partners, what are the economics, and how to deal with channel conflict. With new models of [...]
Strategic alliances are often viewed as a strategy for growth and perhaps not always a strategy for economically challenging times. But many of the reasons that make strategic alliances a good idea in good times make them an even better strategy for uncertain times. What are these reasons to partner? Create greater value for customers. [...]