Case Study: Red Hat Use NIP’s Partner Profile Manager

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Given on March 11th, 2014, at the Association of Strategic Alliance Professionals (ASAP) annual Global Alliance Summit, this presentation describes how Red Hat software, a leader in Open Source software, set out to:

“Build, enable, and empower a robust ecosystem of partners that amplify Red Hat’s market position, thereby driving faster sales growth, better efficiencies, and broader portfolio adoption.”

…using a configured version of NIP’s general Assessment Framework.

Scott Musson, VP Global Strategic Alliances & Jack Baratta Global Alliances Director of Red Hat, Jeff Shuman, Co-Founder and Principal of The Rhythm of Business, and Lorin Coles, CEO & Managing Director of alliancesphere, describe how they approached Mastering the Red Hat Portfolio of Partners in 5 Steps:

  1. Determine Scope.
  2. Decide Profile Criteria.
  3. Score and Map All Relationships.
  4. Analyze the Results and Develop a Plan.
  5. Define and Align Partnering Capability with the Portfolio.

As they concluded:

“The Partner Profile Manager makes it simple for alliance managers to analyze individual alliances/partnerships and the overall portfolio, and then plan actions that create the alliance outcomes required to achieve corporate strategies.”

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