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