Partners, Alliances and Channels

Effective competition often requires combining forces.  The increasing breadth and complexity of selling (and delivering) solutions in the converging Information Technology, Content and Telecommunications markets requires a range of expertise outside the scope of most firms.  Building effective partnerships, alliances and channels is an essential, multi-layered, challenge.

Edge Strategies a deep understanding of both the best practices and pitfalls in crafting successful partnerships, alliances and channels.  For the past 15 years the firm has worked closely with leading service, content and technology providers to design and optimize their "Sell With" and "Sell Through" programs.  These programs have integrated all kind of partners, including service providers, systems integrators, ISVs (Independent Software Vendors,) IT solution providers, web developers, various consultants and others who influence customer decision making. 

Critical issues include:

• How to add new channels to increase market share and profitability

• How to optimally structure revenue-sharing, avoiding margin stacking and other channel pitfalls

• How to jointly manage the customer relationship.

• Best practices in crafting multi-provider solutions

• When to co-brand products and services, and how to do it effectively

• How to create a market coverage model that maximizes revenue and minimizes cost

• How to engage traditional partners in the converged services model