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For IT vendors, alliances with global systems integrators (GSIs) are often an under-utilized opportunity. Whether you have an alliance ecosystem, or are just getting started, this is one of the most highly profitable places to focus your attention. As a CEO, an alliance professional or a sales executive, this book will show you how to: · Grow your pipeline · Increase your average deal size · Access the C-suite · Engage earlier in the sales cycle · Improve conversion rates · Increase territory coverage · Raise brand awareness · Fine-tune product positioning Find out how to limit the risk to…mehr

Produktbeschreibung
For IT vendors, alliances with global systems integrators (GSIs) are often an under-utilized opportunity. Whether you have an alliance ecosystem, or are just getting started, this is one of the most highly profitable places to focus your attention. As a CEO, an alliance professional or a sales executive, this book will show you how to: · Grow your pipeline · Increase your average deal size · Access the C-suite · Engage earlier in the sales cycle · Improve conversion rates · Increase territory coverage · Raise brand awareness · Fine-tune product positioning Find out how to limit the risk to your business' reputation from getting it wrong and how to maximize your return on investment by getting it right. If you're seeking a global industry best practice guide for growing alliances with GSIs, this book is it.
  • Produktdetails
  • Verlag: Hambone Publishing
  • Seitenzahl: 230
  • Erscheinungstermin: 23. März 2021
  • Englisch
  • Abmessung: 216mm x 140mm x 12mm
  • Gewicht: 296g
  • ISBN-13: 9781922357205
  • ISBN-10: 1922357200
  • Artikelnr.: 61397076
Autorenporträt
Danielle James is an entrepreneurial big-picture thinker with a Bachelor of Science, who started her career in the IT industry in 1995. She has held management positions in APAC for large, medium and startup vendors such as IBM, Oracle, ONYX Software, Infor and Ephesoft, and in 1997 co-created and launched a decision support software product. With experience in direct business-to-business solutions sales, challenger sales, and marketing, Danielle adapted naturally to work with alliances as her career unfolded. She has taken a particular interest in partnerships between IT vendors and Global Systems Integrators (such as Deloitte, Accenture, Wipro and TCS) because of the significant strategic clout these alliances deliver in terms of financial return for the participants, as well as in terms of customer outcomes and professional growth. Founder of Collaboration Nation, a global consulting services business based in Sydney, Australia, Danielle speaks, coaches, trains and mentors her clients in their development of successful alliance partner ecosystems. In her spare time, she loves to immerse herself in nature, be with loved ones (of both the two- and the four-legged variety), read, write, and think about how to improve the world for everyone and everything in it.