Strategic Alliance Magazine Q2 2017 - 38

2 017 A S A P G L O B A L A L L I A N C E S U M M I T

Meet the 2017 ASAP ALLIANCE
Individual
ALLIANCE

EXCELLENCE
AWARD

The Individual Alliance Excellence Award is
given to a partnership that has instituted practices,
tools, and methodologies in support of successful
formation and management for a single alliance.
The alliance may be a long-standing alliance, an
emerging alliance, or comprised of two or more
companies.

The winner is

Innovative
BEST

ALLIANCE PRACTICE

AWARD

The Innovative Best Alliance Practice Award is
presented to a company for the use of new alliance
management tools or processes that have an
immediate and powerful impact on the organization
and/or discipline of alliance management. The tools
or processes are additions to existing practices that
address specific elements of alliance management,
such as measurement, training, conflict resolution,
general communication across the partner
ecosystem, or similar facets of the discipline.

The winner is

Loonaangifteketen-UWVCBS-Belastingdienst:
After a disastrous start, this unique partnership
of three government agencies managing tax
revenues in The Netherlands-Belastingdienst
(Dutch tax authority), UWV (Dutch National
Social Security Administration), and CBS
(Statistics
Netherlands)-became
highly
effective by applying alliance management best
practices, such as development of governance,
trust building, and extensive attention to team
meetings.

38
STRATEGIC ALLIANCE MAGAZINE | Q2 * 2017

NetApp:
While many companies still try to manage joint
sales processes through spreadsheets, NetApp
has invested in technology and governance
of its rigorous alliance co-selling program
to ensure trackable processes that produce
results. The processes engage NetApp and
partner representatives proactively in account
mapping, account planning, and pipeline
management with exemplary execution of the
most difficult aspects of go-to-market alliances.



Table of Contents for the Digital Edition of Strategic Alliance Magazine Q2 2017

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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
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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
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https://www.nxtbook.com/allen/stam/14-3
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