Description
By (author) Booth Gavin; By (author) Nevin, Mike; By (author) Whitehurst Jim
Short /annotation:
The search for faster value realisation in the digital transformation of businesses has given rise to ”agile alliances” – small experimental teamings between technology and professional services firms. This book provides a blueprint and proven approach for accelerating any alliance.
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The Strategic Alliances Fieldbook: The Art of Agile Alliances is for technology and professional services practitioners and executives seeking faster value from their partnerships as traditional alliances are changing rapidly in form and tempo.
Digitising customer channels and internal operations has been a long-running initiative for most companies, and the global COVID-19 pandemic has accelerated the urgency and budgets associated with the digital transformations that technology and professional services companies support. The Strategic Alliances Fieldbook compiles a century of the authors’ experience of leading joint businesses to solve the problem of how to go fast and avoid common issues that delay alliances. The reader will get a detailed analysis of professional services companies and technology companies and how the dynamics of their collective culture and operating model are shaped when working in partnership. The book provides a ‘Blueprint’: a library of methods that includes 15 templates which can be applied to accelerate any alliance. The book also includes 19 case studies to illustrate real-life situations.
This book is particularly relevant to executives involved in partnership initiatives, specifically in professional services and technology firms, and can be read in conjunction with The Strategic Alliance Handbook by Mike Nevin.
Table of contents:
1. The evolving dynamics of alliances 2. Technology companies 3. Professional Services companies 4. Dynamics 5. VST A best practice model for alliance management 6. A Blueprint for Agile Alliances 7. Blueprint Stage 1 – Validate Market 8. Blueprint Stage 2 – Design Partnership 9. Blueprint Stage 3 – Enable Sales and Delivery 10. Blueprint Stage 4 – Originate and Pursuit 11. Blueprint Stage 5 – Contract and Deliver 12. Blueprint Stage 6 – Improve 13. The Future of Agile Alliances
Review quote:
“We are in the middle of a major transformation of how companies go to market – and ecosystems are the main reason why. Driven by strategic business and technology alliances, this action-oriented book provides the tactical advice leaders need to succeed in the decade of the ecosystem.”
Jay McBain, Principal Analyst, Channels, Partnerships & Ecosystems, Forrester Research, Inc.
“The Strategic Alliance Handbook is a great resource for understanding strategic alliances. But The Strategic Alliances Fieldbook goes one level deeper and gives readers the ability to put the principles into practice. It is packed with useful blueprints and templates that can be adapted to suit particular needs. I have no hesitation in recommending this book to all practicing alliance managers.”
Tina Gravel, SVP Channels and Alliances, Appgate
“If you are in the technology space, The Strategic Alliances Fieldbook is a MUST read. Technology companies are at an inflection point, and those invested in partnerships will far outpace those companies who lack this vision. Booth, Nevin and Whitehurst, just created the bible for Alliance professionals and the c-suite.”
Dave Mortell, Global Vice President Alliances & Channels, Cornerstone OnDemand
“A practical guide to partnerships that really packs a punch! This is an uber modern approach to alliances, suitable for partnering in the most agile and digitally evolving ecosystems. A partnerships
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