Strategic Alliance Management: Case Study of a TBR Use Case

Making Data-driven Decisions in Sell-with, Build-with Alliance Partnerships

More enterprise IT spend is being driven by and through ecosystem partnerships than ever before, and spend is only forecasted to grow over the coming years. How do global systems integrators (GSIs), channel partners, hyperscalers, independent software vendors (ISVs), managed service providers (MSPs) and OEMs maximize limited resources to staff, market and manage vital go-to-market partnerships across their ecosystems?

 

In this TBR Insights Live session, TBR principal analysts Patrick Heffernan and Allan Krans give viewers an exclusive look at how TBR’s revenue, headcount and investment data can guide your firm’s quarterly management of alliance strategy. Additionally, our experts discuss critical intelligence on annual performance, trends and opportunities for all sides of these multivendor partnerships, which are responsible for more than 50% of global enterprise spend.
 

In the above TBR Insights Live replay on strategic alliance management you’ll learn:

• How both services revenue and industry-vertical revenue can guide your firm’s alliance strategy
• How quarterly ITO revenue can help your firm benchmark partner teams for QBRs with validated and independent data
• Which GSI may be the right partner for your firm, and why the biggest partner may not be the best

 

Excerpt From Strategic Alliance Management: Case Study of a TBR Use Case

TBR’s Top Emerging Use Case: Ecosystem Intelligence

Estimating and evaluating the revenues jointly generated by ecosystem partners allow TBR’s clients to accurately benchmark their role in the ecosystem, learn from market leaders and target investments toward high growth potential areas.
 
Companies that are not yet playing in an ecosystem use TBR’s analysis to determine opportunities and understand catalysts for faster growth with ecosystem-dominating players.

Ecosystem Intelligence Examples

• A leading global management consultancy used TBR’s ecosystem intelligence to evaluate its relative position with hyperscalers and software vendors, informing decisions around training, staffing, marketing, and joint go-to-market initiatives.
• Midtier IT services companies have used TBR’s research around ecosystem best practices to reshape their partnering and go-to-market motions to better appeal to leading technology companies.
• A leading cloud platform partner organization uses revenue, headcount, and ISV partner counts to guide quarterly decision making.

 

TBR Insights Live sessions are held typically on Thursdays at 1 p.m. ET and include a 15-minute Q&A session following the main presentation. Previous presentations can be viewed anytime on TBR’s Webinar Portal.