Where is the Reporting Line for an Alliance Team?

Peter Simoons

Last week I was asked a question about where would be the best location for an alliance & partnerships team in an organisation for reporting purposes. Like with many things in alliances & partnerships there isn’t one single answer that fits all organisations!

The Difference Between a Partnership and an Alliance

Peter Simoons

Do you ever wonder what the difference is between partnerships and alliances? The words partnerships and alliances are generally used interchangeably. Some people confuse the terminology even further by using the word alliance when they mean a channel relationship or a licensing deal.


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The Five Traits of an All-Star Alliance Partner


In recent years, the world of sales has shifted from a mostly direct sales model to a more alliance-based, indirect sales model. Increasing revenue through alliances isn’t as easy as it sounds though, it is essential that you maintain a strong, value-driven relationship with your partners.

Ecosystem Partnerships Extend and Evolve Alliances

Phoenix Consulting Group

Q: You have been involved with the channel and emerging ecosystems for some time. NW: I would not say the concept of partnership has evolved so much as a recognition of how partnerships extend and enhance the business has evolved, especially with respect to channels.

Understanding different channel sales models


Understanding Different Channel Partner Models & Personas. In today’s highly competitive environment, understanding the different partner types and channel models is the key to enjoying a winning partner-mindshare. This involves forming strategic alliances with channel partners.

We Need All of our Alliances to be Agile!

Phoenix Consulting Group

Seclore is an emerging security software startup with a broad ecosystem of channels, technology alliances and OEMs. A year after the workshop, Kristina remarked “Thinking back to the workshop, I’ve come to appreciate that “we need all of our alliances to be agile.”. “We Now in Strategic Alliances or Partner Management, we’re seeing the shift towards ABA or Account-Based Alliances. 1. Focus on customer through account based alliances.

Channel Chats Ep 2: Partner Insights From a Cloud Leader

PLM Alliances

In our second Channel Chat episode, The Spur Group's CMO, Richard Flynn, is joined by Snowflake's Colleen Kapase , VP WW Partners & Alliances. Highlights of the conversation include: What's unique about channel management at Snowflake. Aligning channel and field sales.

Accelerate Channel Revenue with Smarter Program Choices

Channel Incentive Best Practices

Channel Mechanics is delighted to announce registration for their forthcoming Webinar: “ Accelerate Channel Revenue with Smarter Program Choices ” with guest speakers, Natalia Vianden , Director Global Channel Programs at Extreme Networks, A.J. Channel Partner Nurture Programs.

Six Disciplines of Successful Channel Management

PLM Alliances

As more companies today leverage partners as a vital component of a go-to-market strategy, having world-class channel management is more critical than ever. By some estimates, as many as 70% of alliances fall short of expectations for both the partners and the vendor.

7 Steps to Building a Lucrative Channel Sales Strategy


Channel sales slowed; or crashed; dramatically, and both vendors and channel partners found their established partner programs ill-equipped to cope with the fallout. Choosing the wrong channel partners can increase costs, limit revenue growth, and surrender market share to competitors.

How to Drive Impact with Channel Capacity Planning

PLM Alliances

Effective channel management is all about driving customer wins, managing channel sales, and building market coverage. As a channel leader, it is your role to ensure you plan effectively to have the right number of partners in the right places to drive the right results.

How to Plan, Manage, and Measure Strong Channel Business Partnerships

Successful Channels

I have been looking for inspiration on the “how-to” process for building deeper channel partnerships. can do to build stronger and more committed partnerships for their channel. And, how more committed partnerships generate greater levels of revenue contribution from your channel.

Finding Business Partners: A Strategic Investment


An advisor to the Powerlinx board, Gomes-Casseres has researched alliance strategy and management for 30 years and consulted with major companies worldwide. Gomes-Casseres explains that the success of any alliance starts with the right fit between the partners.

How to Effectively Manage Strategic Partnerships


There can be strength in numbers, and successful business partnerships and strategic alliances are a testament to this. Studies show that corporate alliances increase by 25% every year, but what makes such a venture attractive in the first place? The same study reveals that alliances account for nearly a third of a business’ revenue and value. One poll released by Mckinsey shows that there are a multitude of reasons why alliances do not work out.

How to Securely Share Your Customer Account Data and Close More Deals [Guide]


This sort of neutral, “Switzerland”, digital partner platform will allow channel and sales teams to securely share data that helps you grow revenue together. Channel and alliance managers now have the ability to control what is being shared with their partners.

Account Mapping: Six Critical Insights to Drive Ecosystem Revenue


Running an alliance team is not an easy task. On the one hand, alliance managers have to push sales leaders to make their sales teams work with partners to drive more pipeline. How can alliance teams unearth their highest-earning partners without wasting time?

Our solutions to the Two Universal Challenges to Scaling Revenue – Generating Partnerships (Part 3 of 3)


Business development and channel teams need the right visibility into each partner’s accounts to develop the best revenue strategies with each partner. Also follow us on LinkedIn for more information about channel, partnerships, and strategic alliances.

Drive More Revenue with Automated Account Mapping


Channel managers can use it to find out which rep they need to contact to start working on a sales call. To learn more about sales, alliance partnerships, and channel sales, follow us on LinkedIn.

Shaping the Future of Cloud as Tackle’s Chief Cloud Officer


We both have been in the industry for a good stretch and have the trophies and the scars from taking products to market through direct sales and traditional channels. Vendor consolidation is a key concern for your buyers as well as the channel partners that serve the customer.

7 Tips for Building an Effective Co-sell Program


According to an article by Harvard Business Review , 60% to 70% of alliances fail within their first year. Once you have CEO to CEO access, the entire organization has to be all in on this relationship from the channel teams, field engagement teams, and the field.

Landing Your First Dollar (and Many More) on Cloud Marketplace 


Frank Ciccone, Alliances Director at Avaya, recently joined Tackle’s Cloud Marketplace Office Hours with CRO Don Addington and Director of Growth and Renewals Rachael Wright to hear his experiences and advice around landing the initial Marketplace deal—and others soon after.

The Cloud Marketplace Playbook: Selling on Cloud Marketplaces at Every Stage of Maturity


As with any emerging sales channel, there’s a learning curve with Cloud Marketplace transactions. In addition, we’ve learned the intricacies of Marketplace by conducting 90% of our own business on the channel. . Alliances . Alliance managers .

Want More Partner Leads? Develop a Strong Partner Mindset


To learn more about sales, alliance partnerships and channel sales, follow us on LinkedIn. Let’s face it cold calling is hard but throw in a global pandemic and it’s even harder. If you want to gain access into key accounts, focusing on your partners is time well spent.

How to Scale Your Cloud Marketplace Revenue


Will Hornkohl, VP of Alliances at Nasuni. Shelly Landsmann, VP of International Sales & Global Alliances at Sisense . And consider how they reward and incentivize sales on the channel.

PRM Software, and the Next Frontier—Co-Selling

CoSell Blog

In short, brands are recognizing that managing a diverse set of partners and alliances is critical for success. This is happening around the world, within channels across every industry and region. The phrase: “through-channel marketing automation (TCMA) will describe a radical shift.

Ep. 136 – Amazzia Chief-Strategy-Officer (CSO), William Fikhman

COO Alliance

For over 16 years, William has dedicated his career to helping hundreds of brands thrive on the most critical eCommerce channel by developing services and programs that adeptly utilize the platform. Our guest today is Amazzia’s Chief Strategy Officer, William Fikhman. .

How the Cloud Era Has Revolutionized How CloudCheckr Sells Software


The webinar began with Don discussing how software companies can benefit from the cloud’s emergence as a sales channel, add value for the cloud hyperscalers (AWS, Azure, GCP), and create convenience for customers. .

Ask the Experts: Getting Your C-Suite on Board for Marketplace


For instance, Forrester projects that by 2023 17% of the $13 trillion global B2B spend will flow through ecommerce and Marketplaces—representing a $2 trillion shift away from traditional direct sales channels.

Digital Selling & The New Frontier of Software Sales: Behind Our Series B


That complexity is harder to solve for three primary reasons: All software companies have numerous seller workflows—free trials, website purchases, SDR/Inside sales, account executives, enterprise sellers, channel, and Marketplaces.

First Impressions Count…Is your Welcome Kit up to Snuff?


by Michelle Hunt, Director, Alliance Management Operations – ISTO. And, don’t forget to provide links for e-newsletter and social channel subscriptions. As a member organization, understanding the importance of retaining a happy and strong membership base is key.

Legal 100

Build or Buy: A Practical Breakdown for Entering the Cloud Marketplace


If you’re selling software in 2021, one of the most important channels to leverage is Cloud Marketplaces , like AWS, Azure, and GCP. These rapidly growing sales channels are being fueled by a relentless surge in cloud spend.

LaVoieHealthScience Names James (Jim) Heins as Senior Vice President and Managing Director of its New York Practice

LaVoie Health Science Blog

Heins combines his passion for public health and specialized communications skills to implement effective disease awareness and patient engagement programs through traditional, digital, and social media channels. In 2019, LHS formed a global alliance with Omnicom Public Relations Group, Inc.,

Strategic Partnering Agreement – Most Common Problems Without It


The strategic partnering agreement should also reflect the perceived objectives and mission of the alliance. It is an important alliance because such advantages are deemed impossible to achieve independently. Best Channel Partner Programs And 4 Crucial Elements Of Success.

What New Marketplace Sellers Need to Know in 2021


While the enthusiasm around Cloud Marketplaces is encouraging, the channel isn’t a one-way ticket to easy sales. Director of Technology & Strategic Alliances at Lacework , echoed Udi’s thoughts. . Tackle does this with a Slack channel dedicated to sales wins and lessons learned. “We

How to Scale Your GTM Through Partners

CoSell Blog

Research over the last 15 years…has shown that relationship quality is the pre-eminent factor in predicting channel partner success.” — Mike Nevin, Alliance Best Practice When you want to solve your partner’s challenges, it pays to listen.

Tackle’s Marketplace Leaders Guide to AWS re:Invent 2020


Speaker: Doug Yeum , Head of Worldwide Channels and Alliances; Sandy Carter, VP Global Public Sector Partners and Programs; and Dave McCann , VP, AWS Migration, Marketplace, and Control Services. This year, like everything else, AWS re:Invent looks a little different.

Awake.AI Awarded by Frost & Sullivan for Redefining Maritime Logistics

Frost & Sullivan

The company aims to lead the industry’s migration to intelligent maritime logistics operations with the help of ecosystem partners and build its brand through industry alliances. Based on its recent analysis of the European maritime logistics market, Frost & Sullivan recognizes Awake.AI

The Interplay of Digital Transformation and Collaborative Innovation on Supply Chain Ambidexterity

TIM Review

Alliances In Industrial Purchasing: The determinants of joint action in buyer-supplier relationships. Information System Innovations And Supply Chain Management: Channel Relationships and Firm Performance. The Scope And Governance Of International R&D Alliances.

Managing the Disruption of Mobility Services: How to align the value propositions of key ecosystem players

TIM Review

In contrast with more traditional organizational networks and alliances, ecosystems do not rely on formal agreements or collaboration structures, but rather build on complementary offerings and symbiotic relationships (Kapoor, 2018; Shipilov & Gawer, 2020). MaaS Alliance.