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An Alliance Strategy That Works Teaming Systems Integrators and Technology Vendors Tom O ’ Dea [email_address] Copyright 2004 Tom O’Dea ©  All rights restricted
Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
Selecting a Partner ,[object Object],[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
What Makes a Strong Alliance? ,[object Object],[object Object],[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
The Vision Thing ,[object Object],Copyright 2004 Tom O’Dea ©All rights restricted   Jonathan Swift
Copyright 2004 Tom O’Dea ©All rights restricted   Three-Tiered Alliance Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Executive (Tier I) ,[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
Divisional (Tier II) ,[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
Account/Client (Tier III) ,[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
Copyright 2004 Tom O’Dea ©All rights restricted   Three-Tiered Alliance Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Copyright 2004 Tom O’Dea ©All rights restricted   Three-Tiered Alliance Strategy Your Firm Your Partner ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Executive (Tier I) Deliverables ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
Principles of Engagement ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
An Escalation Process Copyright 2004 Tom O’Dea ©All rights restricted   Overall  Executive Sponsors Initiative  Drivers Sales Mgmnt/ Alliance  Execs Account Mgr./ Client Svc  Partner 48 Hours 48 Hours 48 Hours HQ Alliance Function
Divisional (Tier II)  Deliverables ,[object Object],[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
Account (Tier III) Deliverables ,[object Object],[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
Structuring the Joint Value Proposition Copyright 2004 Tom O’Dea ©All rights restricted   ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Joint Value Proposition
Measuring Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
What Works ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright 2004 Tom O’Dea ©All rights restricted
Questions? ,[object Object],Copyright 2004 Tom O’Dea ©All rights restricted

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An Alliance Strategy That Works

  • 1. An Alliance Strategy That Works Teaming Systems Integrators and Technology Vendors Tom O ’ Dea [email_address] Copyright 2004 Tom O’Dea © All rights restricted
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  • 14. An Escalation Process Copyright 2004 Tom O’Dea ©All rights restricted Overall Executive Sponsors Initiative Drivers Sales Mgmnt/ Alliance Execs Account Mgr./ Client Svc Partner 48 Hours 48 Hours 48 Hours HQ Alliance Function
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