Case Study: Red Hat Use NIP’s Partner Profile Manager
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:
- Determine Scope.
- Decide Profile Criteria.
- Score and Map All Relationships.
- Analyze the Results and Develop a Plan.
- 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.”