Many companies
outsource and partner to develop new products, but few have
established processes to ensure mutual gain.
Cisco is a notable exception. Revenue from Cisco's strategic
alliance partnerships grew 12% last year, with joint revenues now
accounting for more than 14% of Cisco's total sales. According to
Steve Steinhilber, who heads up Cisco's strategic alliances group,
there are 6 "must-have" checkpoints that Cisco applies to both
prospective and existing partnerships to ensure that development,
go-to-market and delivery are mutually profitable.
In a special audio-session to be held Thursday, March 25,
Steve will describe the six checkpoints – checkpoints Cisco learned
over the eight years since founding their dedicated alliance
organization; checkpoints that work regardless of partner type,
technology segment or geography – and pitfalls to avoid.
Specifically, the checkpoints Steve will cover are:
1. Shared Strategic Map
2. Effective Executive Sponsor Relationships
3. Gated Phases
4. Early Field Alignment
5. Early Customer Wins
6. Constant Measurement
and he will share how to:
- Articulate and agree on mutual business goal(s) which relate
to individual corporate goals and common customer value
proposition
- Gain buy-in and active involvement from executive sponsors
- Use relationship-mapping tools to ensure appropriate coverage
and provide early alerts of issues
- Appropriately gate progress through phases of development
(concept commit gate; execute commit; launch commit) - and be
willing to deny move into next phase if critical success factors
not in place
- Align internally to each partner as well as between the
partners right from the beginning
- Ensure stakeholders on both sides stay committed and invest at
needed levels
- Assign mutually agreed upon metrics (qualitative and/or
quantitative, of operational success as well as ROI of
collaboration) to all business goals and continually monitor
By participating in this session, you will have the opportunity
to learn and ask questions about these checkpoints and how you can
build them into your own partnerships. The session will be a
60-minute presentation with 30 minutes interactive Q&A.
Includes:
- Hardcopy of presentation slides sent to your office prior to
session
- Transcript provided within 14 days after the session
- Your questions answered directly
Invite your whole team to join you - the fee is the same
as long as you are on one line, just put it on speakerphone!
A U D I O S E S S I O N
Softcopy
of presentation slides emailed to your office prior to
session
Complete
transcript provided within 14 days after the session