Alliance Formation

The Alliance Formation service will help you form strategic alliances with the right partners to enable accelerated execution of market and channel expansion programs. This includes various business development activities for developing relationships and forming new partnerships within a specific industry ecosystems for the purpose of driving incremental sales of your products and services. Our 15 years of experience in business development in high-tech industries and extensive relationships at various companies have created over $2B in business value and rapidly expanded alliance programs to over 100 partners in 6 months.

Purpose & Goals

The primary purpose of this services is to expand your business' solutions into a specific industry ecosystem with the goals of...

  • Influencing specific industry stakeholders and partners to promote and sell your solutions
  • Drive a specified amount of incremental sales revenue in a mutually agreed upon timeframe
  • Realize positive ROI in a mutually agreed upon timeframe

Approach

Proxcent will develop and execute a channel strategy for penetrating your industry ecosystem with well-defined timelines and revenue goals. We will use existing contacts within various companies to develop new relationships with key stakeholders and decision makers focused on productizing, marketing and the sales of your products and services. The scope of these services include the following...

  • Develop specific messaging for your products and services that will make your solutions more compelling for the specified ecosystem.
  • Form direct partnerships with various companies in order for them to market, promote and sell your products and services through their sales channels.
  • Form direct partnerships with other companies in the ecosystem that sell solutions to end customers where your products and services could be part of those solutions.
  • Proxcent will represent your business in leading partnership negotiations, but all terms will be approved by you before presenting to potential partner.
  • Use existing and new relationships with key stakeholders in partner sales and engineering groups to drive awareness of your solutions and train them on customer value proposition, competitive differentiation and basic technical specifications.
  • Proxcent will become a SME on your products and services targeted for the specific ecosystem such that Proxcent can demonstrate product features and functions, answer basic technical questions and train sales reps and sales engineers on products.

Milestones 

In order to ensure you receive the expected results in a well-defined timeframe, the following milestones are typical for this service.

  • Initial Alliance Strategy Review and Kickoff presentation

  • Weekly status meetings with your business stakeholders to provide details on all pertinent activity and results.

  • Monthly strategy review with your business stakeholders to refine strategy and make Go or No-Go decision on continuing with this project. This will include both a partnership and sales pipeline review.

  • 3 Month in-depth review of entire project to determine if Partnership Targets have or will be met.

  • 6 Month in-depth review of entire project to determine if Partnership and Sales Targets have or will be met.

  • 9 Month in-depth review of entire project to determine if Partnership, Sales and Revenue Targets have or will be met.

  • Additional periodic in-depth review of entire project to determine if Partnership, Sales, Revenue, and ROI Targets have or will be met.

  • Initial Targets will be agreed to in kickoff meeting but may be adjusted if agreed to by all stakeholders.

  • Final Debrief and Handoff meeting at end of project.

Deliverables

Below is an overview of what to expect at the beginning, during and at the end of Alliance Formation service.

  • Alliance Formation Strategy and Kickoff presentation
  • Weekly status reports with details on all pertinent activity and results.
  • Monthly strategy review presentation with details on results and recommended adjustments to strategy.
  • Periodic in-depth review presentation of entire project to determine if various Milestones and Targets have or will be met.
  • Weekly Business Scorecard for tracking progress against the plan. Updates will be made as key metrics change.
  • Partner and Sales pipeline reports related to this project.
  • Partner facing presentations as needed to build awareness, influence and train potential and current partners.
  • Final Debrief presentation and associated Handoff meetings with key stakeholders as needed.