1. Know & Track Your Value
The contributions made by alliance managers often remain hidden because it’s challenging to track them. Alliances often contribute towards up to 30% of the company’s revenue. Every company’s leadership team cares about growing revenue and growing mindshare.
If you can track and quantify your contribution, then it will be a lot easier for you to get approval on new proposals. Track all your efforts & show real-time results to your C-suite and by doing so, you will gain their confidence.
It will enable them to align their KPIs with your projections and proposals.
2. Establish Pre-pipeline cadence
There are 3 to 4 pre-pipeline stages per opportunity, and you should establish a cadence on how you approach it and involve your partners in the process. Let’s say that you go to the alliance manager at your partner’s company and ask them to nominate five accounts for a new solution. If you do that with five other partners, you will have 25 new accounts & opportunities to go after.
It will help you tap into the power of alliances and grow your opportunities at the pre-pipeline stage, rapidly.
Vishal is the Director of Content Marketing & Social Media and leads our Alliance Aces Community. He has been in marketing for 14+ years and writes about ecosystem cloud, alliance strategies, and digital transformation.
