Question 1

Alliances are Businesses

Accepted Answer

• New alliances are start-ups. Start-ups require investors. Investors demand a clear pathway to achieving an acceptable rate of return: How much, when and with what risks. 
 • Before committing resources in a new business venture an investor requires a compelling, credible and thorough business case.
 • Partner to Profit, LLC teamed up with Phoenix Consulting Group, LLC to explore the role of business case development in alliances. One theme stood out: “We know how to create an alliance; now we need to run an alliance like a business.”

Question 2

Planning Matters

Accepted Answer

• “Plans are worthless…but planning is everything.” - Dwight D. Eisenhower. Eisenhower isn’t saying “don’t bother to plan.” He is saying that the process of planning is more important than simply creating a document.
 • The planning process:
    • Challenges problem solving techniques, tolerance for conflict, willingness to take charge or tendency to sit back and observe.
    • Tests the partners’ trust in the “alliance first” creed by modeling “what if” failures and note how each partner chooses to act.
    • Pays dividends, before things go wrong, as a result of witnessing each partner’s inclinations and benhaviors.
 • Price Waterhouse Coopers’ 2017 report on strategic alliances stresses the importance of alliance joint planning.

Question 3

Nothing Happens Until Something is Sold

Accepted Answer

• A shared vision driven by expensive talent that operate in a highly collaborative and trusting environment means nothing…without results.
 • So, the first order of a new alliance business, as with any start-up operation, is to close key accounts with urgency.
 • This is an “all hands on deck” pursuit led by the “A” sales team with unconditional support from key executives.

Question 4

No Alliance is Without Risk

Accepted Answer

• As with any other business, an alliance is subject to the same categories of risk: Internal and External, but with the additional category of “Partnership".
 • Joint business-case planning exposes alliance vulnerabilities alongside new opportunities.
 • New alliances require frequent and compulsory joint operational reviews and vigilant executive oversight from both partners.

Question 5

21st Century Alliances Require 21st Century Tools

Accepted Answer

• An ARM (Alliance Relationship Management) system is purpose built for alliances and enables fact-based decision making to better manage alliance-partnerships. Key business capabilities:
    • Provide insight into alliance ROI and breakeven of investment decisions.
    • Forecast and track resource requirements.
    • Predict and track revenue and profitability of alliance initiatives
 • Attempts to use features/functions of CRM and PRM systems to manage alliance-partnerships continue to fall far short of what an ARM system requires.
 • There is no magic potion to creating a successful alliance. But a disciplined approach using the right tool is the closest thing to a silver bullet.

Accelerating
Alliance Growth

With partnerships today, it is increasingly difficult to control information and resources to ensure the same level of success that you demand of your core business.

Key Feature

Calculates Estimated
Total Return

Key Feature

Clarifies Partner Expectations
Up Front

Key Feature

Enables
Resource Planning

Key Feature

Generates a Multi-Year Forecast

Key Feature

Evaluates the Competitive
“Win Rate”

Key Feature

The Alliance
“One Page” Dashboard

Gain

control

Reduce

risk

Accelerate

growth

Accelerating your organization's alliance growth is within reach, but the next move is up to you.

Schedule a custom demo with an Alliance Relationship

Management expert today.

Learn More

"Beware the Siren Song of Synergy"

Meet Keith, Creator of Partner to Profit

A.R.M. – “Moneyball” for Alliances

Controls | Risks| Growth

Data Driven Decisions - Dashboard

Introducing A.R.M. (Alliance Relationship Management)

Accelerating Alliance Growth

With partnerships today, it is increasingly difficult to control information and resources to ensure the same level of success that you demand of your core business.

Key Feature

Calculates Estimated Total Return

Key Feature

Clarifies Partner Expectations Up Front

Key Feature

Enables Resource Planning

Key Feature

Generates a Multi-Year Forecast

Key Feature

Evaluates the Competitive “Win Rate”

Key Feature

The Alliance “One Page” Dashboard

Gain

control

Reduce

risk

Accelerate

growth

Accelerating your organization's alliance growth is within reach, but the next move is up to you.

Schedule a custom demo with an Alliance Relationship

Management expert today.

Learn More

"Beware the Siren Song of Synergy"

Meet Keith, Creator of Partner to Profit

A.R.M. – “Moneyball” for Alliances

Controls | Risks| Growth

Data Driven Decisions - Dashboard

Introducing A.R.M. (Alliance Relationship Management)

Accelerating
Alliance Growth

Calculates Estimated
Total Return

Clarifies Partner Expectations
Up Front

Enables
Resource Planning

Evaluates the Competitive
“Win Rate”

The Alliance
“One Page” Dashboard