Strategic Alliance Magazine Q1 2018 - 39

MEMBER SPOTLIGHT

that have skilled alliance professionals are going to be
easier for us to work with, especially in an environment
where we need speed."
Genpact has been using a joint offering development
process it calls JOIN (Joint Offering Innovation), based
on the framework Peek developed at SAS for qualifying,
developing, and launching joint initiatives. "We've got
so much pent up internal demand from our service
lines and vertical sales leaders for partnerships that our
biggest challenge now is thoughtfully vetting and prioritizing our 'Phase Two' post-partner-program-launch
partners," she admitted.
"We've developed a nomination form and scoring methodology to score the incoming nominations, and we're
working on a governance model for ensuring appropriate executive sign off and commitment. We also have
been working on transforming and streamlining our
existing vendor governance and onboarding process to
be appropriate for potential partners, and all this while
developing several game-changing partnerships. It's
kind of like building the plane while you're flying it!
Very exciting," she said.
"We're looking for partners with whom we can build repeatable go-to-market offerings. We're looking to build
productized managed services that help clients deal
with the pressures and challenges they're facing. Companies that share our passion for transformation and
driving superior outcomes would score well," she added.
As a frequent panelist and speaker at the annual ASAP
Global Alliance Summit as well as local university and
start-up community courses and events, Peek has enjoyed giving back to the alliances community that has
helped her in her alliances journey. As for ASAP, the
biggest benefit is networking access to other professionals.
"Most of the problems we face as alliance professionals
are faced by our peers. It's also great to get perspectives
from colleagues outside of your industry for a different
take on a similar challenge. Access to people and resources is the biggest benefit," Peek said.
In terms of ASAP's impact on her Genpact team, it's too
soon to say, she admitted. However, the ASAP Handbook and other resources will be foundational building
blocks. "We are a new team. We just recently signed up
for ASAP membership. I am bringing a new team member to the Global Summit this year. We reviewed the

"In an age

of digital
transformation,
no one can
go it alone."
--Donna Peek, CSAP
agenda together, and I recommended content that I
thought would be great for her as someone new to the
profession. I'm looking forward to introducing her
around and helping her to experience her first ASAP
Summit," Peek said.
"In an age of digital transformation, no one can go it
alone. The players that succeed will be those that build
an ecosystem of partners to tackle customer problems.
The Genpact Board and our senior leadership team recognize this and are making partnering a top priority for
Genpact. Genpact is leveraging partnerships to expand
our digital technology capabilities, provide niche domain expertise and consulting capability, and so that we
can strengthen our value proposition in our target markets and service lines." n
Q1 * 2018 | STRATEGIC ALLIANCE MAGAZINE

Table of Contents for the Digital Edition of Strategic Alliance Magazine Q1 2018