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I was having an interesting conversation with an alliance executive yesterday. During the conversation I raised the question of an alliance sales system or methodology that her company could follow to increase alliance sales. Her response was: ‘Oh that’s OK Mike we use ABC Company (a well known sales training company). The conversation highlighted a […]

Commonality in business to business alliances is a good thing. Imagine for a second what would happen if you had the following in your alliances: A common understanding of the current situation, challenges and opportunities facing both / all parties to the alliance. Common agreement as to where both sides need to go to achieve […]

This article answers the following questions: Why is this topic important now? What is the difference between an alliance sale and other forms of sales? What is a working definition of an alliance sale and why is it important to be clear on an organisational definition? What are some examples of successful alliance sales? How […]

None of us likes to think that our alliance partners might desert us in favour of one of our competitors but a recent entry in an annual statement from a large global software company suggests that the risk is real and might be closer than you think. The statement and supporting commentary came in the […]

Topics covered in this Partner of Choice (POC) article: Background – Why is POC important? Emergence – Where has it come from? Progression – Where is it going? Status – How does your company match up? Commercial Benefits – What return can you expect? References – Who has contributed to this article? Average Reading Time […]

Reading time for this article is less than three minutes Twenty five years ago Stephen R Covey wrote a seminal book on the essential characteristics of effective people. He called his book ‘The 7 Habits of Highly Effective People’. Twenty five years later the principles hold good for effective alliances. Habit Number 1 – Be […]

Strategic alliances provide organisations with an alternative approach to deliver growth and shareholder value than either organic or acquisition led growth. A successful strategic alliance can enable a company to grow faster and more profitably through leveraging the strengths of one or more alliance partner compared to just going it alone. Alliances are gaining recognition […]

Direct sales processes are not sufficient to secure valuable alliance sales.  the reason is that they are not collaborative from the outset.  There is always a buyer and a seller in traditional sales models whereas in alliance sales the two parties are typically collaborating (Sell With) to sell to joint customers or clients. Typically organisations […]

The Oxford English Dictionary defines a myth as ‘a widely held but false idea’. There are a number of alliance myths or misconceptions that are holding back alliance professionals and hindering their collaboration efforts. Some of the more common ones I have found are discussed below. Myth #1 – Collaboration is an Unnatural Act This point of view […]

Research from Alliance Best Practice conducted over the last 12 years has identified a set of factors which are ‘statistically significant’ in successful strategic alliances.  A result is considered statistically significant not because it is important or meaningful, but because it has been predicted as unlikely to have occurred by chance alone. In other words those […]