AUTHORS: Jan Twombly and Jeff Shuman
Companies are transforming and digitally enabling their business models in a variety of ways leading to new value for customers, stockholders, and stakeholders. Partnering is essential to this transformation – and partnering models are also evolving to reflect a shift to consumption and outcomes-based business models. It is not uncommon for 5 – 7 partners to be involved in the discovery, development, and deployment of industry-specific, turn-key solutions to customers.
Add to this the fact that in this new world the roles of companies may shift as the solution moves from get-to-market to go-to-market. Different business units may be involved, crossing as many internal boundaries as external ones. This breaks existing partner models and practices in many ways – from establishing and aligning value propositions to governance, communication, measurement, and agreements.
Every component of the partner journey must be reimagined to accommodate the network of partners that agilely assembles in a blend of structures ranging from loosely to tightly coupled and requiring no-touch to high-touch support.
Download our presentation from the 2017 ASAP Global Alliance Summit to understand how to reimagine your partnering practices for the speed, scale, and scope required for digital business transformation.