Managing Strategic Alliances and Partnerships
Dr. Kathleen McGroddy-Goetz, Managing Principal, IBM Engineering and Technology Services
The Importance of Alliances & Partnerships
Opportunity for mutual successPenetrate new market
Customer access Credibility
Enhance offering Adjunctive technology
Ability to influence Standards Define new market
Challenges
Preconceived notions Putting each other in a box
Cultural clashesNavigating internally
“One throat to choke”Credibility in the marketplace
Are you here to stay?Threat of competition
By partner With other potential partners
Planning for Success Start the relationship
Find synergies, common goals, and differentiating value Gain executive support with key influencers Be persistent
Manage the relationship Ownership Define roles and responsibilities Communication – build trust
Grow the relationship Highlight early successes Constantly look for new mutual opportunities Make it personal
Medtronic, Inc. Cardiac Pacemaker
Programmer
Long term relationships
The Challenge Medtronic required a
platform to communicate with its line of programmable cardiac pacemakers
The customer selected IBM because of our advanced skills and technology base
The Solution Access to IBM expertise
and technologies IBM's ability to supply
components at a very cost competitive price
IBM Value PropositionSystem Integration: ThinkPad® technology as
a motherboard reference design
Custom-designed medical-grade power supply
IBM custom-designed pen and touch screen system
15-inch LCD display Thermal chart recorder in a
magnesium case Customer Benefits
Ease of use Increased market share Allowed customer to focus
on their core business
Medtronic, Inc.Medtronic, Inc.
Sharing common goals
Unique value that differentiates
"The stunning deal between IBM and the University of Pittsburgh Medical Center is not only a landmark for those two organizations but a new standard for the type of forward-looking, precedent-setting relationship that should begin to characterize the new ways the IT customers and vendors regard each other, " says Bob Evans, editorial director, InformationWeek.