Brad Reese on Cisco

Brad Reese

Previous Article Next Article

Cisco: Getting strategic alliances right

By Brad Reese on Thu, 05/15/08 - 9:40pm.

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
	Define alliance strategy
	Analyze portfolio
	Evaluate ecosystem
	Evaluate partner
	Build business case

Phase 2: Form
	Create partnering value proposition
	Secure sponsors
	Conduct negotiations and forge agreements
	Protect intellectual property
	Announce alliance

Phase 3: Incubate
	Structure alliance governance
	Build operational model
	Plan communications
	Create partner-engagement model
	Launch new alliance marketing

Phase 4: Operate
	Build executive committees and boards
	Conduct business planning
	Draft alliance solutions and initiatives
	Create field engagement and marketing
	Define metrics and performance reporting

Phase 5: Transition
	Review strategy and value proposition
	Review value curves and trends
	Update strategic goals
	Confirm joint commitment
	Determine future investment

Phase 6: Retire
	Conduct management discussions
	Determine exit strategy
	Build exit plans
	Define activities and timeline
	Create messaging

What has been YOUR experience while in a strategic alliance with Cisco?

http://www.BradReese.Com


	Top 25 network problems and their business impact
	World's first CCIE recertifies
	Cisco: We stand corrected
	Cisco tech conference door prizes create stink with $10M in state contracts
	The worldwide Cisco CCIE number has reached 20723 as of May 7th, 2008
	Brad Reese on Cisco Story Archives