Best Practice Report

Channel Coverage Model And Competencies: Alliances

January 1st, 2018

Summary

Alliances see two suppliers combine to deliver and market solutions to channel partners and buyers. Alliance partnerships are typically long-term endeavors that offer multiple products or solutions that integrate people, products, or technologies. An effective coverage model, led by an alliance manager, is key to delivering the right support structure when engaging alliance partners. In this report, the fifth in a series on coverage models for various partner types, we present a coverage model and key competencies for suppliers seeking to optimize the management of alliance partners.

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