This document is part of the Alliance Best Practice Ltd (ABP) research library and tracks the distinguishing characteristics of multiple Global System Integrators (GSIs).  The report is based on over 400 individual benchmarks conducted by ABP over the last 18 years.  The report enables prospective partners to understand those aspects of partnering that individual GSIs […]

What is as an ecosystem? An ecosystem is the network of cross-industry players who work together to define, build and execute market-creating customer and consumer solutions. The power of the ecosystem is that no single player need own or operate all components of the solution, and that the value the ecosystem generates is larger than […]

Purpose of this document / background This document is designed to answer questions raised by prospective members of the Alliance Best Practice (ABP) Community. If anyone has any additional questions not addressed in this document, please send them to What is the Purpose of the ABP Community? The community exists to help members optimise […]

This document answers the most common questions regarding Alliance Best Practice Community Membership.

Note: in the text below any phrase which is underlined is a hot link to further resources. Alliance Best Practice Ltd (ABP) has been researching best practices in alliances for 16 years and in all that time we have come across one consistent and repeating phenomena: ‘Best Practices = Best Results’. If you think about […]

The latest list of registrations for this event is detailed below. If you would like to register you can do so here: Registration Link Latest Registration List David Nisbet Adobe Alliance Manager (UK, Middle East & South Africa) Simon Heaver Blue Prism Manager Strategic Alliances – EMEA Kashmira Patel Capgemini Head of Financial Services Alliances […]

Alliance Best Practice Ltd – Customer Privacy Policy Table of Contents Alliance Best Practice Ltd – Customer Privacy Policy 1 Who we are and what we collect 2 Who we are 2 Third-party apps, websites and services 2 What we collect 3 Special categories of personal data 4 Information from third party data sources 4 […]

Many, many alliance executives that we speak to express their frustration at the performance levels of their alliances.  They are convinced that the alliance should be performing better but they are not quite sure how. The issue is a common one that we see often at Alliance Best Practice Ltd.  To deal with this situation […]

Commercial Technical Strategic Cultural Operational Co1 Business Value Proposition (BVP)Co2 Due Diligence Co3 Optimum Legal / Business Structure Co4 Alliance Audit Co5 Key metrics Co6 Alliance reward system Co7 Commercial cost Co8 Commercial benefit Co9 Process for negotiation Co10 Expected Cost value ratio T11 Valuation of assetsT12 Partner company market position T13 Host company market […]

Do you know how to maximise the commercial value of your strategic alliances? In essence its a simple three step process as follows: Where are we now? – Find out how your alliance rates in best practice terms by answering the Alliance Best Practice Questionnaire here: (You need to know where you are starting […]

I have conversations virtually every day with Alliance Vice Presidents struggling with the question ‘How do I optimise my alliance relationships?’ The first and most obvious reason that they struggle is that there is no clear definition of ‘optimisation’ in the context of business to business alliance relationships. Optimise for whom? One side or the […]

Minutes of the Meeting Held on 16th March 2016 Present: Mike Nevin, Ted Colton, Barry Perkins, Wendy Corley, Debra Reabock, Charles Withrow, Eric Moss, Cindy Kennaugh, Julie McSweeney Apologies: Scott Safe Issues Discussed   Agreement of those involved – The following people have declared their interest in being involved in this initiative: Mike Nevin, Ted Colton, Barry Perkins, Wendy Corley, Debra Reabock, Charles Withrow, Eric […]

Introduction Strategic collaborations have existed for many years; some have been formal, others less so.  However, the surge in the number of alliances formed in the last 5 years appears to owe much to the outsourcing trend which has seen companies seek to reduce internal costs (usually by reducing owned resources) whilst at the same […]

Some years ago (probably around 2007) I was talking to an executive in one of my clients (IBM) and he told me they were going to tackle the thorny subject of alliance metrics. We’ve had enough of this double counting nonsense, once and for all we are going to find out how much actual hard […]

I was having an interesting conversation with an alliance executive yesterday. During the conversation I raised the question of an alliance sales system or methodology that her company could follow to increase alliance sales. Her response was: ‘Oh that’s OK Mike we use ABC Company (a well known sales training company). The conversation highlighted a […]

Commonality in business to business alliances is a good thing. Imagine for a second what would happen if you had the following in your alliances: A common understanding of the current situation, challenges and opportunities facing both / all parties to the alliance. Common agreement as to where both sides need to go to achieve […]

This article answers the following questions: Why is this topic important now? What is the difference between an alliance sale and other forms of sales? What is a working definition of an alliance sale and why is it important to be clear on an organisational definition? What are some examples of successful alliance sales? How […]

None of us likes to think that our alliance partners might desert us in favour of one of our competitors but a recent entry in an annual statement from a large global software company suggests that the risk is real and might be closer than you think. The statement and supporting commentary came in the […]

Topics covered in this Partner of Choice (POC) article: Background – Why is POC important? Emergence – Where has it come from? Progression – Where is it going? Status – How does your company match up? Commercial Benefits – What return can you expect? References – Who has contributed to this article? Average Reading Time […]

Reading time for this article is less than three minutes Twenty five years ago Stephen R Covey wrote a seminal book on the essential characteristics of effective people. He called his book ‘The 7 Habits of Highly Effective People’. Twenty five years later the principles hold good for effective alliances. Habit Number 1 – Be […]

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