Nicole Gallant

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Strategic Alliances 2000Winners, Innovators and
the Next Generation

• Nicole Gallant
• Software Partnering and Alliances
• IDC

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Software Partnering and Alliances at IDC

• Two Continuous Information Services

Alliances and Influencer Programs

• Software Partnering
• Emerging Opportunities
• ASP Partnering
• eCommunities
• Open Source Software

• Software Partnering
• Best Practices
• Partner Management
• Software Licensing
• eChannels, Partner Portals

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Building alliances on moving ground...

• Alliances are increasing in number and value
• More alliances to manage
• More alliances to track competitively
• More resources are at stake
• What can your company be doing to maximize the
  value of its alliance relationships?

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Strategic Alliances 2000 Winners, Innovators
and the Next Generation

• The Research
• Strategic vs. Tactical - Reality Check
• The Report
• Identify overall best practices and emerging
  trends in strategic alliance implementation and
  management.

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Alliance Classification Factors
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The Alliances Model
Organization
Solution
Increase in complexity Increase in commitment
Integration
Influence
Endorsement
IDC, 2000
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Comparing Alliances
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How can you use the Alliances Model?

• Allocate and manage resources
• Match alliance objectives with actions
• Communications tool
• Assessment tool
• Keep tabs on market opportunities

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Best Practices - Profiles

• Netscape/AOL and Sun - iPlanet
• HP and Oracle
• IBM and Siebel
• Small and Medium Sized Enterprises (SMEs)

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iPlanet

• Global alliance announced April 1999
• Objective To co-develop, co-brand and co-deliver
  a new line of internet solutions.
• Best Practice Co-brand.

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HP and Oracle

• Global alliance announced September 1999
• Objective To develop and deliver joint
  solutions.
• Best Practice Pre-sales technical readiness.

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IBM and Siebel Systems

• Global alliance announced October 1999
• Objective To jointly develop, market, sell and
  support ebusiness solutions worldwide.
• Best Practice Accountability.

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Small and Medium Sized Enterprises Innovators

• Small Businesses...
• dont wait to grow organically.
• know that size doesnt equal value.
• understand the value of alliances.

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Best Practices from the Trenches

• What they said.
• Measure success
• Commit to communicate
• Senior executive accountability
• Detailed go-to-market strategy
• Management structure matters

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The Next Generation Alliance Trends

• Building internal alliance infrastructure
• development
• rationalization
• simplification
• Incenting, compensating and investing in alliance
  partners
• Emerging business models
• ASPs
• eMarketplaces and Trading Communities

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Moving Forward, Looking Ahead

• Put skin in the game.
• Partnering well is a core competency.
• You are valued by the company you keep.

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Comments/Questions

• If you are interested in receiving information
  about purchasing the report, please contact
  Cheryl Toffel at ctoffel_at_idc.com
• If you have any questions about any other
  research our group is doing, please feel free to
  email me at
• ngallant_at_idc.com
• Visit IDC at www.idc.com!!!

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Software Partnering Alliances Email Update

• If you are interested in receiving a free,
  monthly email update on partnering that includes
• Analyst commentary
• Research data
• Current and upcoming research initiatives
• Send an email containing your name, title, phone
  number and email address to spa_email_update_at_idcca
  nada.com with the word subscribe in the subject
  line.