Strategic Alliances, Partnership

1
Strategic Alliances, Partnership

• What they are
• Why they are a popular way to grow
• Provide enormous leverage
• Quick source of new revenue
• Add capability without added overhead
• Enable you to grow faster, better, cheaper
• Why the majority dont deliver
• Great partnerships are like great marriages
• Begin with romance and infatuation
• Takes work, commitment
• You should be stronger as a result
• Must be solid inside to be a great partner
  (practices)
• Keep it fresh duration does assure happiness

2
Mergers Acquisitions

StrategicRelationship (Asset Integration)
SpinoutJ V

• New Joint Venture

Equity J V
Alliance Zone
StrategicInvestor

• Minority Equity Ownership

StrategicIntegration

• Technology Systems Integration
• Value Chain Reengineering Co-Branding

Service Provider
Customer
Supplier
Tactical Transactional
Supplier/Service Providers, Distributors,
Customers
Collaboration / Control
3
Partner Fit 3 Dimensional


4
AllianceDevelopmentPyramid
Strategy Drive FunctionForm Follows Function
Phase 7