BUMAtraining.com
San Jose State Professional Development
Business Management Certificate Program

Ramp to Revenue with Alliance Partners (BUMA 425, CEUs: 1.4)

Companies surveyed recently estimated that alliances account for 35% of their market value and expect it to rise to 48% by 2007. Partners are seen as an integral part of any company's go-to-market strategy. They provide complementary capabilities to deliver a more complete solution to customers and create a competitive differentiation for the partners.

Review a practical framework for managing partnerships from recruitment through development to revenue results. Ramp to revenue methodology can accelerate time to revenue by removing impediments to revenue production and accentuating best practices to encourage it.

Topics include:

• Articulating corporate benefits of partnerships in terms senior executives value
  
• Understanding how to create competitive advantage through partners
  
• Leveraging sales and marketing efforts through the power of partnering
  
• Gaining incremental revenue and increasing market share

Other aspects included are recruitment of partners, understanding their business models, setting measurements of success, technical development, go-to-market planning, sales engagement and growth management.

Learn how to enable your success by enabling your partners' success through effective and diligent management of the partner development lifecycle.

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