In a recent featured article on pages 70 thru 77 of synnovation magazine published by EDS (soon to be HP), Cisco elaborates on the life cycle phases of strategic alliances.
 "If one partner feels ignored or underserved, the alliance will suffer later," said Simon Hayes - Cisco Vice President Enterprise Strategic Alliances.
"An alliance is no place to win a negotiation to the detriment of your partner." "Like any other business relationship, strategic alliances require good governance to succeed." |
Every alliance goes through a natural life cycle.
The Alliance Life Cycle:
| Phase 1: Evaluate | |
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Define alliance strategy |
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Analyze portfolio |
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Evaluate ecosystem |
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Evaluate partner |
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Build business case |
| Phase 2: Form | |
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Create partnering value proposition |
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Secure sponsors |
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Conduct negotiations and forge agreements |
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Protect intellectual property |
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Announce alliance |
| Phase 3: Incubate | |
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Structure alliance governance |
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Build operational model |
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Plan communications |
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Create partner-engagement model |
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Launch new alliance marketing |
| Phase 4: Operate | |
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Build executive committees and boards |
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Conduct business planning |
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Draft alliance solutions and initiatives |
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Create field engagement and marketing |
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Define metrics and performance reporting |
| Phase 5: Transition | |
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Review strategy and value proposition |
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Review value curves and trends |
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Update strategic goals |
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Confirm joint commitment |
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Determine future investment |
| Phase 6: Retire | |
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Conduct management discussions |
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Determine exit strategy |
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Build exit plans |
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Define activities and timeline |
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Create messaging |
What has been YOUR experience while in a strategic alliance with Cisco?
About Brad Reese on Cisco
Brad Reese is research manager at BradReese.Com, advancing the careers of 1 million certified individuals in the growing Cisco Career Certification Program.
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