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 Session # 301

ASAP 2012 Annual Global Alliance Summit

A Simple Framework for Complex Alliances:    An IDEA from IT Subhojit Roye Head of Alliances

Infosys BPO Limited Tuesday March 6th, 2012, 1:30-2:15 pm Florentine I & II, Caesars Palace, 3570 Las Vegas Blvd. Las Vegas

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Agenda • Need for an Alliance framework • Our IDEA of partnering • Getting started • Helpful Resources • Q&A

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New Commerce

Digital Consumers

Healthcare Economy

Sustainable Tomorrow

Emerging Economies

Smarter Organizations

Pervasive Computing

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WE’VE EMERGED AS THE NEXT-GEN

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Managing Alliances is Complex and can be confusing‌..

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ALLIANCE FRAMEWORK

We needed a framework to manage the complexity‌.. Alliance Alliance Charter

Life-Cycle

Partner Offerings Customer Customer Our Needs Needs Offerings

Alliance Guideline

Alliance IP and Market Dev.

Alliance Metrics

Alliance Field Engagement

Delivery

Sales Alliance Strategy

Marketing

Company Business Strategy 7


Getting started: As simple as 1-2-3-4…. •

ONE Alliance Framework •

Common framework for Sales, Pre-sales and Delivery that includes components and individuals in a virtual organization using a common governance model.

Involve stake-holders from legal, commercial, sales, delivery, across horizontal services and industry verticals globally.

TWO Engagement Approaches across partners: •

Leverage alliances whose technology or services will complement ours

Go-to-market alliances (primarily lead-sharing) between partners

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Getting started: As simple as 1-2-3-4…. •

THREE Alliance Tiers: Sorted in ascending strategic importance Tier

Revenue

Deals

Alliance Owner

Exec. Sponsorship

Silver

< 0.5M

<2

Sales (Account Manager ) or PreSales (Solution Design)

Not Required

Gold

0.5-2.0M

2-5

Can vary

Head of Alliances

Platinum

2.0+M

5+

Core Alliance team

Executive Committee Member

FOUR Alliance Life-Cycle Stages: Each with different activities and gating criterion

Identify Identify

Define Define

Establish Establish

Improve 9

Assess Assess


Our IDEA of Partnering â&#x20AC;&#x201C; 4 Stages in Alliance Life-cycle

Identify Identify

Define Define

Establish Establish

Assess Assess

Improve Partnering goes through an iterative and evolutionary process We get into greater level of details as we progress through the various stages 1. Identify : What do we do before we even meet with a partner? 2. Define : What do we do when we meet the first time? 3. Establish : How do prepare to win our first client? 4. Assess : What do we do next?

Accelerate, Abandon or Acquire! 10


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Stage 1: Identify

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D D

EE

AA


II

Stage 2: Define

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D D

EE

AA


II

Stage 3: Establish

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D D

EE

AA


Stage 4: Assess: (Accelerate/Abandon/Acquire)

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II

D D

EE

AA


Helpful Resources 1. IDEA Checklist Microsoft Office Excel 97-2003 Worksheet

2. The M2Y2O2 Model

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1. IDEA Checklist • Almost 100 questions to ask yourself – at each stage of the IDEA lifecycle. • Do not proceed to next stage until all questions relevant for current • stage are reviewed. • While it is good to keep a record of the responses to each, it is most important you do not miss out any question as you progress • Keep coming back from time-to-time to review these questions as situations/ responses often change Can be modified to suit your industry and unique business

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2. M2Y2O2

A simple method to create a joint pipeline: 2+2+2 1.First of all, our side offers to introduce the new partner to 2 existing clients where we are well-entrenched, and the partner is not present (My 2). 2.Next your partner takes us into 2 of his clients where I am not present (Your 2) 3.Finally we chose 2 accounts where neither of us are present â&#x20AC;&#x201C; and we take pro-active steps, invest in joint marketing to win these together (Our 2) Builds gradual trust and can scale. 17


WE PARTNER WITH CLIENTS TO

BUSINESS TRANSFORMATIO N

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OPTIMIZE OPERATIONS

ACCELERATE INNOVATION


THANK YOU Subhojit Roye subhojit_roye@infosys.com (412) 418-6914 www.infosysbpo.com The contents of this document are proprietary and confidential to Infosys Limited and may not be disclosed in whole or in part at any time, to any third party without the prior written consent of Infosys Limited. Š 2011 Infosys Limited. All rights reserved. Copyright in the whole and any part of this document belongs to Infosys Limited. This work may not be used, sold, transferred, adapted, abridged, copied or reproduced in whole or in part, in any manner or form, or in any media, without the prior written consent of Infosys Limited.

IDEA - A simple Framework for Complex Alliances  

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