MASTERING PARTNERSHIP ECOSYSTEMS & ALLIANCES - GTM PRACTITIONER

• This online training program is designed to provide new Partnership & Alliance Managers with a foundational understanding of the role. It aims to equip them with essential skills, actionable tips, and clear guidelines for success in their initial phase, explicitly covering the basics of partner onboarding, enablement tools, marketing, and understanding program structures. Each module is crafted to deliver high-impact insights with concise content and relevant interactions.
• PEDAGOGICAL OBJECTIVE: The program is structured into three modules, each with specific pedagogical objectives: Module 1: The Foundations of Partnership & Alliances To provide a foundational understanding of the strategic importance of partner ecosystems and the core responsibilities of a Partnership & Alliance Manager. This includes understanding the strategic importance of partner ecosystems, the role and core responsibilities of a Partnership & Alliance Manager, and various partner archetypes and program structures. Module 2: Building & Nurturing Partner Relationships To equip new managers with the essential skills for identifying, recruiting, and effectively engaging new partners. This covers identifying and prioritizing potential partners, crafting compelling partner value propositions, and effective partner outreach and initial engagement. Module 3: Enabling & Growing Partner Performance To provide practical guidance on onboarding, enabling, and driving performance within the partner ecosystem. This includes partner onboarding and initial enablement, basics of co-marketing, co-selling, and joint business planning, and measuring partner performance and driving growth.
• THIS TRAINING WILL HELP TO MASTER THE: Strategic frameworks , leadership acumen , advanced systematic market analysis , ecosystem mapping and visualization , deep customer empathy , comprehensive market analysis , competitive deconstruction , proactive ecosystem design , partner portfolio management principles , continuous performance evaluation , methodologies for identifying top-performing partners , root cause analysis for underperformance , strategic resource reallocation , key metrics for ROI-driven decisions , architectural principles for scalable partner programs , streamlined partner onboarding , defining clear partner tiers , robust governance models and legal considerations for scaling , Partner Experience (PX) as a strategic imperative , Partner Relationship Management (PRM) tools , strategic rationale for hyperscaler partnerships , key hyperscaler engagement models , navigating hyperscaler ecosystems , multi-cloud integration strategies , crafting comprehensive and impactful Joint Business Plans (JBPs) , the value of a strategic JBP , essential JBP components , importance of executive sponsorship in JBPs , maintaining JBPs as living documents , the "language of the C-suite" , identifying C-Suite priorities , key metrics that resonate with C-suite , crafting compelling executive narratives , strategic change management for an "ecosystem-first" mindset , and understanding the need for an ecosystem-first approach
• LEARN HOW TO: Immediately enhance ecosystem impact , prioritize high-value alliances , strengthen executive influence , leverage an ecosystem-first Go-to-Market (GTM) approach , conduct rigorous market analysis (TAM, customer needs, competitive landscape) , pinpoint where strategic partnerships create value , visualize and analyze partner ecosystems , identify "white spaces" for opportunities , proactively design a desired ecosystem , align partners with organizational objectives , continuously evaluate alliance performance , objectively identify top-performing partners , nurture top performers through strategic alignment and joint initiatives , systematically diagnose underperformance in partners , implement targeted intervention strategies , reallocate resources based on alliance performance , gracefully exit non-strategic partnerships , apply frameworks for alliance prioritization and resource optimization , design scalable partner programs , streamline partner onboarding , define clear partner tiers with transparent requirements and benefits , implement robust governance models and manage legal considerations , maintain consistency across diverse partners in scalable programs , define and deliver an exceptional Partner Experience (PX) , leverage advanced PRM platforms for automation, data centralization, operations streamlining, executive insights, and partner enablement , foster partner loyalty, accelerate time to market, empower partners, and drive higher revenue/customer satisfaction through strong PX , engage strategically with major cloud hyperscalers , utilize co-selling models with hyperscalers , list on hyperscaler marketplaces , integrate and develop solutions with hyperscaler platforms , collaborate on industry-specific solutions with hyperscalers , construct comprehensive and impactful Joint Business Plans (JBPs) , build trust and foster accountability through JBPs , justify internal resource allocation using JBPs , define SMART KPIs for joint initiatives , outline joint marketing and sales activities , define governance and operating models for partnerships , secure executive sponsorship and formal approval for JBPs , communicate ecosystem impact to executive leadership , link ecosystem activities to C-suite priorities , quantify influenced revenue and growth , demonstrate market share expansion , explain competitive advantage created by partnerships , show pipeline contribution from partners , highlight how partner solutions increase CLTV , showcase partner contribution to product/service innovation , explain how alliances mitigate risk and improve operational efficiency , craft compelling narratives using data-driven storytelling , focus on business outcomes when communicating with executives , tailor messages to specific C-suite audiences , secure executive buy-in for ecosystem initiatives , and drive an "ecosystem-first" cultural transformation

Online training only.