Strategic Alliance Magazine Winter 2017 - 23
F rom Alliance Management to
Partnering Everywhere
deployed, with the requisite mindset, skillset,
and toolset to achieve strategic objectives.
Just as digital business transformation must be led by
the executive suite, so too must the executive suite take
the lead in developing the partnering capability it requires, evolving from today's alliance management
capability. However, alliance executives are the designers and implementers.
Assembles the ecosystem that can develop
and deliver required solutions. This means
it has to work closely with senior leadership,
line managers, and front line staff to understand and align with their priorities.
Begin with the end in mind, building an outside-in, holistic perspective on what the capability must be. Start
by developing specific initiatives to close gaps between
current capability and capability needed to achieve critical milestones. Focus on:
Puts in place close to the customer an "execu
tion engine" through the use of a consistent
partnering framework. This framework de-
fines the elements that ensure readiness to
engage in either get-to-market or go-to-market activities within the ecosystem.
u The partner ecosystem and the development
process, including onboarding partners.
Implements the partner management pro
cess ensuring that roles and responsibilities
v The partner experience required to attract
are clear, governance routines are carried
and retain desirable partners and achieve
out, decisions are made, and value created,
objectives.
delivered, and captured.
GR
OW
No
B
* Partner strategy
* Governance process
* Ecosystem development
* Partner program development
* Partnering framework
* Roles and accountabilities
* Management process
* Select cross-BU partners
DEVELOPMENT
INFLUENCE
INFLUENCE
* BU partner strategy
and engagement
DEPLOYMENT
INFLUENCE
* How partnerships
are operationalized
and executed
CA
SU
GS
&
RE
RI N
ME
FE
NT
OF
* Product/service
development
LUENCE
INF
en
ce
CONTROL
* Corporate strategy
* Resource allocation
* Partnering program
implementation
CROSS
-CO
MP
AN
or Inf
Y&
lu
ON
ATI
GR
TE
IN
INFLUENCE
&
ON
ATI
l
OV
ntro
N
Co
IN
U
TH
STRATEGY
PA
B
ILIT
IE S
SYS
S
TE M
&
M
EA
SUPPORT
Figure 3-Control/Influence Spheres
23
Q1 * 2017 | STRATEGIC ALLIANCE MAGAZINE
Table of Contents for the Digital Edition of Strategic Alliance Magazine Winter 2017
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Strategic Alliance Magazine Winter 2017 - No label
Strategic Alliance Magazine Winter 2017 - Cover2
Strategic Alliance Magazine Winter 2017 - 1
Strategic Alliance Magazine Winter 2017 - 2
Strategic Alliance Magazine Winter 2017 - 3
Strategic Alliance Magazine Winter 2017 - 4
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Strategic Alliance Magazine Winter 2017 - 14
Strategic Alliance Magazine Winter 2017 - 15
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Strategic Alliance Magazine Winter 2017 - 52
Strategic Alliance Magazine Winter 2017 - Cover3
Strategic Alliance Magazine Winter 2017 - Cover4
https://www.nxtbook.com/allen/stam/23-2
https://www.nxtbook.com/allen/stam/23-1
https://www.nxtbook.com/allen/stam/22-4
https://www.nxtbook.com/allen/stam/22-3
https://www.nxtbook.com/allen/stam/22-2
https://www.nxtbook.com/allen/stam/22-1
https://www.nxtbook.com/allen/stam/21-4
http://www.brightcopy.net/allen/stam/21-3
http://www.brightcopy.net/allen/stam/21-2
http://www.brightcopy.net/allen/stam/21-1
http://www.brightcopy.net/allen/stam/20-4
http://www.brightcopy.net/allen/stam/20-3
http://www.brightcopy.net/allen/stam/20-2
http://www.brightcopy.net/allen/stam/20-1
http://www.brightcopy.net/allen/stam/19-4
http://www.brightcopy.net/allen/stam/19-3
http://www.brightcopy.net/allen/stam/19-2
http://www.brightcopy.net/allen/stam/19-1
http://www.brightcopy.net/allen/stam/18-4
http://www.brightcopy.net/allen/stam/18-3
http://www.brightcopy.net/allen/stam/18-2
http://www.brightcopy.net/allen/stam/18-1
http://www.brightcopy.net/allen/stam/17-4
http://www.brightcopy.net/allen/stam/17-3
http://www.brightcopy.net/allen/stam/17-2
http://www.brightcopy.net/allen/stam/17-1
http://www.brightcopy.net/allen/stam/16-3
http://www.brightcopy.net/allen/stam/16-2
http://www.brightcopy.net/allen/stam/16-1
http://www.brightcopy.net/allen/stam/15-4
http://www.brightcopy.net/allen/stam/15-03
http://www.brightcopy.net/allen/stam/15-02
https://www.nxtbook.com/allen/stam/15-1
https://www.nxtbook.com/allen/stam/14-4
https://www.nxtbook.com/allen/stam/14-3
https://www.nxtbook.com/allen/stam/14-2
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