1. Operationalize Joint Selling
Alliance managers are managing joint sales plan and joint pipeline the old way via siloed spreadsheets. They are using sales tools to do alliance work.
The key is to establish a definitive step by step process with real-time information across all your joint selling operations with a clear system of record. By operationalizing joint selling with tools such as WorkSpan, you can manage the joint sales plans with shared pipeline and accounts.
2. Faster Solutioning
It is easy to manage & test 1-2 solutions with a partner but what happens when you are managing 7-10 solutions across multiple partners.
It is imperative that you take all the solutions to market faster and discover top performing solutions. So you can designate more resources towards the best performing solutions and pause the non-performing solutions.
3. Proof of Performance
An alliance manager who makes decisions based on proof of performance (quantitative data) will experience more success. Traditionally, MDF were given to partners on proof of execution, but the shift to proof of performance is enabling alliance to make better data-driven decisions.
If you can embed these best practices, you could see a dramatic increase in performance and return on investment. You will be able to make data-driven decisions and experience increase in revenue.
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.
