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Alliance Sales Methodology Briefing Sheet
Most organisations sell brilliantly to customers, yet struggle to sell with partners — and treating alliance sales like conventional selling quietly stalls promising partnerships. VST (Vision, Skills, Trust) offers a better way: an open, non-proprietary, six-stage process — Benchmark, Vision, Execute, Resource, Track, Grow — for systematically growing the commercial value of your most important alliances. Built on 20+ years of Alliance Best Practice research and the 52 Common Success Factors, it's been used in 75+ companies worldwide, with clients reporting alliance-sales uplifts of 250–650% within twelve months. Download the free briefing sheet and start turning partnerships into measurable, repeatable revenue.
Best Practices in Alliance Co-Selling
Slides used during the Best Practices in Alliance Co-Selling Webinar - April 2024
Best Practices in Alliance Sales
A research report from Alliance Best Practice Ltd identifying common success factors in alliance selling.
Downloadable Files
A list of all the files that are downloadable from the Alliance Best Practice website. This list is updated monthly so please bear with us if it is slightly out of date!
The Ultimate Partner Program Guide
Learn how to build a high impact partner program that will deliver speed to value for your customers, and tangible ROI to your business.
Why Trust may Be the New Driver of Enterprise value
Organizations traditionally cultivate trust over time, earning it from different stakeholders as a byproduct of their consistency
and transparency. But, in repositioning themselves to adapt to a shifting economic environment, companies may discover
the need to embed trust as part of their core foundation, which means fostering, deepening, and monitoring it as they would any other driver of enterprise value.
The 52 Common Alliance Success Factors: Challenges & Solutions
The 52 Common Success Factors: Challenges & Solutions is a practical briefing paper drawn from more than two decades of Alliance Best Practice research into what makes strategic alliances succeed. It takes all 52 of ABP's Common Success Factors — spanning the Commercial, Technical, Strategic, Cultural and Operational dimensions of partnering — and examines each in turn, setting out in around 200 words why it is genuinely difficult for organisations to get right, followed by a focused set of practical solutions you can act on. Designed to work both as a diagnostic for relationships that are underperforming and as a checklist for those being formed, it also distinguishes the quick wins from the longer-term, high-impact disciplines that compound across everything else — helping you direct effort where it matters most. Available free to download in both Word and PDF.
Why Trust Should Be One of Your KPIs
Many C-suite executives, including CFOs, recognize the need to build or rebuild trust in their organizations. However, they often
struggle to understand exactly how trust can be defined, managed, and measured. Indeed, trust is commonly considered an abstract or even nebulous concept, and some organizations don’t prioritize trust or treat it with the same focus and urgency as they do other business priorities. But the potential benefits for those companies that are considered trustworthy can be significant. Recent research suggests that these companies can outperform the S&P 500 by levels as high as 30% to 50%.
Best Practices in GSI Alliances
A list of consistent and recurring best practices in Global System Integrator Alliances.
Ecosystem Value Maps
An explanation of the concept of Ecosystem value maps and their most common uses.
Alliance Excellence Briefing Sheet
An ABP briefing sheet describing the concept of alliance excellence and its value as a model.
Alliance Sales Training
An overview of the VST Alliance Sales Training and how to use it to increase revenue.
Establishing Collaboration as a Corporate Competence
An ABP research paper on the value of establishing collaboration as a corporate competence.
Best Practices in Strategic Alliances
A list of each of the identified 52 best practices in the alliance best practice library with a full explanation of their uses.
VST Briefing Sheet
An ABP briefing sheet describing the value of the VST Alliance Optimisation Methodology.
Alliance Maturity Model
A tool for practitioners to use to assess the maturity of their alliance relationships.
Best Practices in Strategic Alliances
A list of the 52 identified best practices in alliances contained in the alliance best practice database.
Introduction to Alliance Best Practice Ltd
An introduction to Alliance Best Practice Ltd. Who we are. What we do. How we do it. and Who we do it for!
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