Every company that sells enterprise technology has a long list of alliance partners. It’s the way the industry works. But if you spend time with partner executives and sales teams, as I do, you notice that some talk about partnering while others really and truly put energy into building relationships and joint solutions.
Thirty years of experience in the IT market taught how to nurture and appreciate alliance management. It is building relationships with joint business development in mind. Your alliance partner announces partnership with your competitor. How shall you manage your partner relationship and your company/market reactions?
Competitive markets pressure companies to constantly seek differentiation through innovation […]
Early 2004, I joined the EMEA Alliance team at Novell following the acquisition of SUSE few months earlier. Given my background in software development of business applications, I was pleased to be responsible for Oracle alliance in EMEA and for SAP Alliance globally. For couple of years I engaged actively with Oracle team in […]