EBM Principles and Best Practices

This e-book makes the case that companies should stop managing partners in separate silos by type and tier, and instead take an ecosystem approach that brings alliances and channels together.

It describes breakthroughs in ecosystem thinking, such as partners working as peers and partnerships that involve three or more companies, and then sets out nine best practices for building a partner ecosystem.

Later sections cover how organizations are adopting these practices and closing thoughts.

• Operationalize co-selling across all partner models
• Unlock cross-company collaboration
• Measure and report like a direct sales team
• Harness multi-way partnering
• Build infrastructure for pre-pipeline
• Source innovation from everywhere
• Align processes with joint solution partners
• Prioritize data security
• Adopt a shared system of record for partnering