Best Practice: Include Alliance Professionals as Part of Field Execution Team

The concern:

The alliance manager does most of the formulation work by creating a joint solution with an alliance partner to pursue new customers and develop new markets.

But often, as the sales team pursues the joint solution at a customer, the alliance managers are not proactively included in the implementation and execution of the solution program they initiated.

It becomes challenging for an alliance manager to have the ownership for the new business opportunity they created since they are unable to have a clear view of the execution.

Addressing the Challenge:

To address this challenge, create a plan that includes the alliance partner manager and links to the field execution. Institute this by including field resources in the solution to scope the opportunity and the implementation of the solution with joint sales management and field team commitment.

Then, you can track the opportunities created by the solution with opportunities pre-pipeline and link it to the CRM systems of record. It will enable you to establish an end to end tracking as the leads go thru the sales motions.