“Keith’s book provides an excellent framework for examining the often overlooked area of establishing and measuring quantitative tools to track and manage the true value created by Strategic Alliances."
Steve Steinhilber, Equinix, Global VP, Ecosystem Development
Author of Strategic Alliances: Three Ways to Make Them Work (Memo to the CEO)
"Keith tackles a critically important but often misunderstood world of corporate partnerships."
Jay McBain, Forrester Research Principal Analyst, Channel Partnerships & Alliances
ALLIANCE RELATIONSHIP MANAGEMENT
• Roles / Responsibilities •
• Partner Expectations •
• Joint Planning •
• Partner Alignment •
• Operational •
• Marketing •
• Sales •
• Financial •
• Plan of Record •
• "What-If?" Modeling •
• Fact-based Decisions •
• Higher Win Rates •
PLAN OF RECORD
A deceptively simple document but a critical management tool.
Drives alignment within and between each partner organization.
Identifies and prioritizes the essential actions and the responsible resources.
Documents the plan for distribution to those groups and individuals on both sides of the alliance
PARTNER to PROFIT (PtoP)
A 21st CENTURY TOOL
PURPOSE BUILT FOR ALLIANCES
Puts in the hands of alliance professionals a methodology and tool designed to:
Model and manage alliance investment
Track incremental revenue
Isolate incremental costs
Evaluate the full measure of their contribution
"I highly recommend this book to anyone wanting to tap into Keith’s wealth of experience of how to collaborate effectively and how to apply analytics to beat the odds on managing successful alliances."
Norma Watenpaugh CEO, Phoenix Consulting Group, LLC, Former Best Practices Chair, The Association of Strategic Alliance Professionals
"Keith presents a well-thought-out framework and practical tools that enable managers to analyze alliance opportunities in a data-driven way."
Ard-Pieter de Man, Professor, Vrije Universiteit
Author/co-author of five books on alliances including How to Survive the Organizational Revolution: A Guide to Agile Contemporary Operating Models, Platforms and Ecosystems (2020)