ABSTRACT
Investment in a well executed alliance policy, far from being costly, will save money by extending reach and creating economies of scale. Working with clients alongside and through alliance partners will not dilute influence, but will increase sales contacts and messages within the same client and give a greater chance of success. While incentivising a large information technology influencer like a systems integrator will affect their margin, the increased average deal value and greater conversion percentage of pipeline will justify that investment. Sales and business development functions, such as vertical sector stakeholders and key account teams, should meet monthly and projects in delivery should meet as and when the project plan dictates. The ultimate way to focus the mind on the opportunity between two potential partners is to start talking specifically about mutual and potential clients. Strive to make the governance model peer-to-peer so that the correct tone is set for the alliance.
