I read Guy Kawasaki talk, albeit briefly, about partnerships — the good and the bad.

He hit it on the nail by saying:  Partner for "spreadsheet" reasons.

The most important spreadsheet reasons are increasing revenues and finding new customers.

One of the key success criteria is whether these deals are "win-win."  We think the cleanest way to forge a relationship is one where both sides are able to uncover new leads, accounts, and opportunities for each other.

The concept is simple and powerful.  The execution needs several critical success factors which I’ve been discussing so far:

* visibility

* velocity

* reciprocity

* accountability

Put these in place for a good spreadsheet, win-win partnership and you’ll be seeing revenues increase.

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