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Vendor Alliance Strategies: Options, Frameworks, and Success Stories

Gain insights into various alliance options, frameworks, and contracts, as well as criteria and measurement for success in vendor alliances. Learn about the benefits, challenges, and success stories, and discover vendor opportunities and watch areas.

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Vendor Alliance Strategies: Options, Frameworks, and Success Stories

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Presentation Transcript

  1. Vendor Alliance Session • Agenda • Introductions • Alliance Options • What are the different models • Framework for alliances • Contracts • Criteria for Success • Measurement for success • Insurer Perspective • Benefits of an alliance • Challenges/Issues • Success Stories • Vendor Opportunities and Watch Areas

  2. Vendor Alliance Session Karen Furtado Partner Strategy Meets Action Lawrence Fortin CIO Millers Mutual Carolee Dagenais Global Alliance Director Guidewire Nimish Sankalia Head – Marketing and Alliances Majesco Mastek

  3. Vendor Alliance Session Alliance Options

  4. Vendor Alliance Session • Strategic Implementation Partners • ISV Partners • OEM Relationship • Resellers

  5. Vendor Alliance Session Alliance Frameworks

  6. Vendor Alliance Session • Strategic Alliances • Affiliates • Opportunistic

  7. Vendor Alliance Session Contracts

  8. Vendor Alliance Session • Partner Contracts • Subcontractor Agreements • Beta Agreements • Teaming Agreements • Training Agreements

  9. Vendor Alliance Session Criteria for Success

  10. Vendor Alliance Session • Win-win situation • Assign a liaison • Provide tools and training • Annual mutual goals • Measure progress - scorecard • Partner influence • Services involvement • Training • Account meetings • Recognition

  11. Vendor Alliance Session Insurer Perspective

  12. Vendor Alliance Session Benefits of an alliance

  13. Vendor Alliance Session • Complete solution • Demonstrate integration • Joint value proposition • More than just a marketing effort

  14. Vendor Alliance Session Challenges/Issues

  15. Vendor Alliance Session • Watch for sales lead only alliance • Determine designated lead or primary vendor • Do not want to ‘referee’ vendors • Relationships that are not aligned

  16. Vendor Alliance Session Success Stories

  17. Vendor Alliance Session • Senior management invested in relationship • No more than two ‘front’ companies in the relationship • Power of ‘silent members’ of the alliance

  18. Vendor Alliance Session Vendor Opportunities and Watch Areas

  19. Vendor Alliance Session • Opportunity • Increased sales • Watch area • No Barney relationship

  20. Vendor Alliance Session Questions

  21. Taming the “Integrated Campaign” Beast If you have questions specific to this presentation, please feel free to email: Karen Furtado Partner Strategy Meets Action kfurtado@strategymeetsaction.com Thank you for your time and attention. Now, back to Mark Roth for the event wrap-up and some quick reminders about the rest of the weekend.

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