Bridging the Gap Between Strategic Alliances and Channel Partnerships

December 9, 2010 at 5:24 pm Leave a comment

By Cary Tengler – Senior Consultant, Amazon Consulting

In recent years, economic conditions have driven companies to emphasize the channel side of their business as a way to meet their need for immediate revenue. As the economy begins to recover and technology vendors are somewhat more secure in the short-term, this sense of urgency is being replaced by a shift in focus back to long-term growth. With that comes a renewed desire to balance their business activities through more integrated models that include strategic alliances. But, as industry studies have shown, although 92% of U.S. technology companies agree that alliances are important to their current and future growth, most agree that monetizing those strategic alliances with go-to-market planning and execution is a challenge.*

Amazon Consulting’s recent acquisition of PartnerAlliances will provide us with the unique and compelling ability to offer our technology clients an end-to-end suite of services and expertise, bridging both channels and alliances. We are very excited about the potential of our own ‘new alliance’ to help our technology clients implement sound plans to successfully maximize investments on both sides of their business, thereby gaining an enormous competitive advantage.

IT vendors recognize us as a leading provider of robust channel solutions. The December 7th Association of Strategic Alliance Professionals event gave us the opportunity to showcase our alliance expertise, as our own Beth Vanni moderated the event entitled, You’ve Signed the Deal, Now Show Them the Money. The event consisted of a panel discussion in managing alliance field operations, featuring experts from top tier companies including Oracle, SAP and Siemens.  We encourage you to join the LinkedIn group, Alliances and Field Management, where you can follow the post-event conversation.

We are committed to continuing to enhance our knowledge and our solutions offerings so that we can provide our clients with the uncompromising expertise they deserve.

*Source: Software & Information Industry Association

Webinar: Bridging the Strategic Alliances Gap


Entry filed under: Industry Perspective, Live from Events. Tags: , , , , , , , , , .

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