Technology Market

Alliances and partnerships assist companies in increasing revenues, quickly entering new markets, creating barriers of entry for competitors, creating new products and markets, obtaining new customers and, decreasing expenses related to sales, operations and manufacturing.  Alliance announcements in the press often make the price of a company’s stock increase.  Alliances and partnerships provide great value. 


Alliances also come with a unique set of problems and risks.  When a company is dependent upon its alliances and partnerships as part of its ongoing strategy to increase revenues and gain market share, it is dependent upon forces that are outside of its direct control. 


Today, there is little data that can accurately reflect the state of a company’s partnerships.  Revenue forecasting, joint project deadlines, return on partnership marketing and operational investments, and, partnership related process change effectiveness to name a few, are quite often difficult to substantiate, justify and measure because there are so many variables to consider.  Decisions regarding partnerships are often made using the executive best guess strategy, gut feel and, a limited amount of historical and market trend data.    


It is difficult to consistently manage to objectives that are out of one’s direct control.   Influencing, driving and managing indirect channels fall into this category.  For the Technology company Alliance and Channel Executive, it is part of a never ending routine. 


With the average company’s revenues from indirect channels expected to reach 40% by 2010, the Alliance and Channel Executive has the need to make better and faster partnering decisions in order to meet growing revenue targets, control escalating expenses and maintain a competitive advantage.  Better and more quickly available causal information is necessary in order to make these better and faster partnering decisions. 


Today, almost all companies have a version of the quarterly Alliance and Channel Sales Report that is shown below.  The report is made up of revenue attainment against forecast along with several other quantitative measurements. 


Quarter of quarter comparisons are then made that yield data that represents the effectiveness of the programs, processes, policies and personnel that caused the results.  Many future partnering decisions are then based on the data.


Not long ago, the report shown provided enough information to effectively manage partnering programs.  Partner consolidation, partner collaboration and a rapidly changing competitive landscape are adding to the need for more effective ways to grow revenue and manage partners. 



AllianceAnalytics Partner Value Optimizer has been specifically developed to address the growing challenges faced by the Alliance and Channel Executive. 


To the point, Partner Value Optimizer captures, analyzes and presents all of the unstructured causal data needed to determine the effectiveness of the partnering processes, policies, personnel and programs and their individual and combined impact on results. 


More - PVO Solutions for Alliances and Channels




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Alliance, Channel and Partnership Creation and Management Analytics