Description:

An archived version of this Briefing is available for playback. ITSMA members with online access may access the archived Briefing by clicking on the "Playback" button above. Nonmembers who purchase the Briefing will receive an email with a link to the archived replay.

As technology companies focus more and more on developing, marketing, and selling integrated, business-oriented solutions, many are discovering that companywide collaboration is no longer enough. Certainly, working across organizational silos is imperative, but creating and fostering strategic relationships with select partners can inject valuable new thinking around customers’ business needs—not to mention additional manpower, additional capabilities, and access to new and different markets.

This PowerPoint presentation outlines ITSMA's three-step approach to marketing leadership for partnership success:

• Creating a clear strategic purpose
• Enabling win-win relationships through effective communication
• Managing continuous improvement through regular review and refinement

In addition to including short examples from BT, Cisco, Dimension Data, Microsoft, and Unisys, the briefing features two detailed case studies:

• Hewlett-Packard's approach to working with the channel on high value services
• Accenture's shared services partnership with SAP