Page 7 - Telecom Reseller March-April 2015

March/April 2015
Telecom Reseller 7

5 Tips for Building Productive without a thorough understanding of what
IT/Telecom Partnerships drives each party. Do their target markets and
capabilities align with yours, and how does
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the prospective alliance it in their long-term
business plans? Without frank discussions on
those topics, it may be impossible to build the
leverage a number of VAR and MSP relationships level of trust needed for a solid bond between the
to build a signiicant business presence, IT organizations. Solution providers and telecom
specialists oten succeed in UC with just a couple agents have to feel conident that their partners
agent alliances.
aren’t sharing information or collaborating with
hose are just a few details included in the competitors behind their backs. Trust is crucial.
CompTIA Quick Start Guide to Telecom and Communication should be frequent and not
IT Partnerships; a professionally developed limited strictly to email and an occasional phone
plan which shows the business case for these relationships and shares best practices for call. he partnership agreement should spell
out expectations such as how oten to meet and
building them. his roadmap is a useful tool which organization takes the lead with their
for solution providers and telecom agents who clients. When each company understands their
are serious about expanding their UC alliance responsibilities and is willing to review customer
networks best of all, you can download it at no issue and opportunities on a regular basis, the
cost at tinyurl.com/o5qmnb7
relationship is more likely to succeed.
Of course, the reasons for developing Of course, before signing any agreement,
reciprocally advantageous relationships between be sure to consult an experienced business
organizations is oten easier to understand
attorney. While it won’t be easy inding a lawyer
than the actual process. Ater determining
that understands the complexity of telecom/IT
your own company’s needs and identifying relationships, the new CompTIA Legal Services
prospective partners, there are discussions which, Program, administered by ITLA simpliies that
if successful, typically lead to formal business search. heir team of high tech-experienced
agreements. hat typically requires each party to professionals can help by creating and
complete a number of steps, such as;
scrutinizing partnership agreements to protect
● Establish the rules of engagement
your interests.
● Determine who owns the customer While the alliance building process may not
relationship
be quick and certainly won’t be worry-free, the
● Agree on a revenue formula and who gets rewards of collaboration can be too big to pass
paid for what
Gain a comprehensive understanding of the up. Consider how the right partners could boost your client support options and ensure greater
● other partners’ business models
future revenue opportunities. he investment
● Formalize agreements and manage them as of time, energy and resources required to build
you would any vendor or manufacturer contract these alliances oten brings exponential invest
Prior to signing an agreement, each company
returns. Along with greater customer satisfaction
must share its goals for the relationship and and increased client loyalty, it can be a highly
openly discuss business philosophies. It is worthwhile venture. ■
extremely diicult to build solid ailiations
More at www.comptia.org

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