My Profile   |   Print Page   |   Contact Us   |   Sign In   |   Register
ASAP Blog
Blog Home All Blogs
Search all posts for:   

 

View all (337) posts »
 

Five Ways to SCORE Big When Overcoming Obstacles and Conflict in Alliance Relationships (Part Two)

Posted By Cynthia B. Hanson, Thursday, April 12, 2018
Updated: Wednesday, April 11, 2018

Part One of this blog post covers how Candido Arreche, CA-AM, global director of portfolio & partner management at Xerox Worldwide Alliances, explained Xerox’s SCORE framework for improving alliance relationships in his 2018 ASAP Global Alliance Summit workshop “Onboarding Your Partner: Understanding How to Design a Partnership that Works.” Xerox adopted the framework to help overcome and make sense of cultural and relationship challenges in alliances, he explained. The template has five important plateaus:

  • Select: (target the right partners)
  • Connect (implement business and personal drivers)
  • Onboarding (create a very structured, easy onboarding process)
  • Revenue (take on and understand the sales)
  • Execute (be on task; take what doesn’t work and make it work)

Part Two of this blog post continues Arreche’s description of how the framework works through implementation.

Most alliance relationships hit a snag. The SCORE tool alerts us when a rough point is coming, Arreche explained. Before Xerox implemented this tool, the company’s partner success rate was a dismal 30 percent. Now it’s over 70 percent, he added. Alliance professionals in large organizations sometimes become enamored with building complex tools. What we really need is something like the SCORE model to focus on the process. It’s simple to use with clear standards. Our tools are typically one-sheeters outlining the steps an alliance manager needs to take and understand what we do every day, he said.

It should be leveraged to everybody working in the alliance. It’s all about continuous improvement with all relationships in the alliance: “SCORE creates a common language that gives alliance partners an easy ways to adapt their course,” he said.

You can ask useful questions with each step of SCORE. Take Select, for example: How do you know how to select the right alliance partner? Then there is Connect, which is probably the most important step. At Xerox, for example, we want our alliance and channel managers asking questions about matching business and personal drivers, Arreche explained. You can ask questions about misaligned objectives—from building a strategy session to building a joint business plan to key performance indicators and metrics. There are two types of drivers in any relationship. Business drivers, which are about the goals for being together, and personal drivers. What are the personal drivers, and how do you understand what’s important to Nathan and what important to me? How do you build trust and make sure the end goals are aligned? Which raises the question of Onboarding. If Nathan is new in the company, what are his drivers? He wants to make this work. He wants to show he has room for promotion and ascending in the company and that his new hire was a good idea. He wants to create brand awareness in his organization. How do you uncover his personal drivers in a fast, easy, simple way to get alignment with both parties? It’s important to set business and personal drivers to get commitment and maximize Revenue. “What’s tough is Execution. How are you going to make it work? What performance measures do we have? What is the timeline for execution?”

When you have SCORE for enhancing communication by designing and asking key questions, you improve relationships, which makes it easier to create and align strategy, he concluded. 

Tags:  alliance relationships  alliances  business driver  Candido Arreche  collaboration  Conflict in Alliance Relationships  connect  Cultural combinations  execute  onboarding  partner management  partners  revenue  SCORE  Select  Xerox Worldwide Alliances 

Share |
Permalink | Comments (0)
 
For more information email us at info@strategic-alliances.org or call +1-781-562-1630