Start with Customer Pain

If you've worked with global alliances, you’ve probably seen both a top-down model and a more decentralized model in various partners.

Deployment can be slightly easier in the top-down model, where you can educate and partner with one office or team, and then watch as the solution is deployed fairly seamlessly throughout the organization.

In a decentralized model, the deployment and solution education can be more difficult, as you may have to contact and work with each region individually. In the more decentralized model, here’s a tip:

Find common customer pain.

That’s where the synergy of the alliance really shows its power.

Then work from there because if your focus is not around resolving customer pain, what's the point of a solution, an alliance or a partnership.