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:
- 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.”