A spirit of customer service is at the heart of any partnership role. When partners feel like they’re part of the team, they’re willing to go the extra mile with you. Kristen Duda is the VP of Strategic Alliances at Intelex Technologies, and she is striving to build a partner centric culture at her company. Intelex is a SaaS company for environmental health…

Alliances are chess matches. They are dynamic, multi-faceted, and change rapidly. An SAP alliance partner like Fujitsu Global understands this. Who better to give advice on alliances than their SAP Sr. Alliance Director for EMEIA, Andreas Hoehnen? Andreas speaks four languages, he’s an avid cyclist, and he simply loves challenges…

Alliances are a complex consortium. There isn’t just one — but two or more companies coming together to create joint solutions for customers. While this can be challenging, here’s a refreshing thought: There are some Alliance Aces who not only thrive in this challenging world, but believe it’s fun. That…

Partnerships are the lifeblood of any technology organization. It’s no exaggeration to say that tech companies without alliances probably won’t make it. Puneet Suppal is the Associate Vice President of Product Strategy at Infosys, and he values the importance of good partnerships as much as any alliance professional. Infosys is…

Alliance Executives can have a lot on their plate. But one thing they absolutely need to focus on is staying relevant with their partners. Tanja Scheller has been an SAP Alliance Executive at IBM for over seven years. …

A partnership between two companies is only truly great if it’s mutually beneficial. In order for this to happen, both sides need to be honest and transparent with each other. Bastian Schuetz is the Strategic Partner Manager for Deutsche Telekom. He manages all of his company’s activities for SAP —…

To be a successful alliance professional, you’ve got to think like a CEO. Alliance building is about taking a solution to market. Your hands are all over everything — go-to-market, sales, marketing, and more. …

It takes a long time to build, but trust between partners can be lost in an instant. It’s an emotional process. RJ Bibby is the SAP Global Alliance Executive at NetApp, and he likes to say he creates partnerships with purpose. …

Alliances can wield powerful results. But what do you do when you have dozens or even thousands of potential alliances? How do you find those partners that are truly committed? How do you develop those partners into results-driven alliances that benefit the entire ecosystem? We asked these questions to Jennifer…