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Description:
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 An archived version of this Briefing is available for playback. ITSMA members with online access may access the archived Briefing by clicking on the "Playback" button above. Nonmembers who purchase the Briefing will receive an email with a link to the archived replay.
As technology companies focus more and more on developing, marketing,
and selling integrated, business-oriented solutions, many are discovering
that companywide collaboration is no longer enough. Certainly, working
across organizational silos is imperative, but creating and fostering
strategic relationships with select partners can inject valuable new
thinking around customers’ business needs—not to mention
additional manpower, additional capabilities, and access to new and different
markets.
This PowerPoint presentation outlines ITSMA's three-step approach to
marketing leadership for partnership success:
- Creating a clear strategic purpose
- Enabling win-win relationships through effective communication
- Managing continuous improvement through regular review and refinement
In addition to including short examples from BT, Cisco, Dimension Data,
Microsoft, and Unisys, the briefing features two detailed case studies:
- Hewlett-Packard's approach to working with the channel on high value
services
- Accenture's shared services partnership with SAP
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