Archive for February 2010

Great advice on channel management in ICT   Leave a comment

This post from Mark Suster – and comments to it – are great advice for alliance managers and channel managers – themselves two sides of the same coin.
Thanks to Peter Simoons for sharing.

Posted February 28, 2010 by Gianluca Marcellino in Alliances

Innovating strategic ICT alliances in selected European countries   1 comment

I am exploring three ways to meet new demands in my own alliance management role:

1.       Incubating alliance management in a country, by combining local alliance management with international support in a way that provides value to both the international team and the country’s team

2.       Increasing the role of specific alliances when we seek to deliver value through a solution

3.       Leveraging the contribution of local market players in strategic alliances with global partners


These three approaches help me address new opportunities to develop business through alliances.

How does this compare with the ways other alliance managers are addressing new opportunities?

Posted February 26, 2010 by Gianluca Marcellino in Alliances

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