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Top Speakers Make Xerox Meeting One To Remember!
The Members event on Feb 21 2008 attracted 50 people at the UK Headquarters of Xerox in Uxbridge. It was another excellent event with some sought after speakers holding the attention of delegates throughout.
Shaun Pantling, Director & General Manager for Xerox Global Services Europe, began with an illuminating talk detailing their presence in Europe, their competitive positioning, their go-to-market approach, and explaining what makes them unique. He explained that they focus on alliances for top line growth, to grow new markets, and to innovate and differentiate their offers. He detailed their value proposition and the keys to their success.
Justin Robinson, BT Partnerships Director, BT Global Services and Stuart Mitchell, Business Development Director, Oracle Corp, explained how they had reassessed and refocused their strategic partnership. They explained the steps covered in joint planning, obtaining stakeholder feedback, and highlighted their priorities for the year ahead.
Josephine Lambert, Channel Account Manager, Cisco and Chris Nunn, Alliance Manager - Solutions, Dimension Data, took the stand to introduce their companies and then talk about the synergy in their partnership. They covered their drive to focus on new joint service innovations into new areas of business.
Jim Whitehurst from IBM was the last speaker. He talked about IBM’s worldwide presence, and their approach to partnering. Until 2000, IBM had a Solutions Organisation, said Jim. In 2000, IBM took major decision to withdraw from Application Software Market and to go to Market with Key ISVs. Strategic Alliances were the mechanism to do this. He summarised how his partnerships had changed over the years and concluded tackling some issues including alliance measurement, ownership, and career paths for alliance managers.
The formal part of the evening concluded with Tim Barnsley from Channel Dynamics Ltd facilitating a panel debate. The evening’s speakers were invited to respond to questions put forward by the audience. Among other things, the audience and panel tackled the issue of ASAPTech challenges in the year ahead. These were identified as:
· Define ‘alliance’
· Motivating your own sales-force
· Balance of trade = distraction?
· Operational v strategic activities
· Measuring alliance value
· ‘Reseller’ alliance-manager versus ‘alliance’ alliance-manager
Members can download the slides from the downloads section
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