A relationship with a business partner can often sour if it is not a win for both firms. But what really defines a "win"? Clearly, it begins with an agreement on what is to be accomplished, why this is important, and how both companies intend to work together. This program is designed to be attended by representatives of two firms who are engaged in a business partnering relationship to serve a specific market.

Program Objective

The purpose of this program is to improve the business partnership between two firms to the benefit of both. This is done by:

• Giving both firms a common vocabulary and framework around which to discuss strategy
• Applying the vocabulary and framework to a market initiative that is shared by both companies

Who Should Attend

• Business development managers of both firms
• Representatives from sales, marketing, engineering and management of both firms

What You WIll Learn

• Principles for success in partnering
• 9 key elements of a joint partner strategy
• 5 key elements of a joint go-to-market strategy

Practical Application: What You Walk Away With

• A summary 9-point strategy that is common to both firms
• Summary-level plans for market research, whole product management, sales, marketing communications and support processes

Primary / Secondary Texts

The Chasm Companion / Crossing the Chasm, Inside the Tornado

Prerequisite

None

Workshop Duration

1.5 days