Peter Cowley and Paul Anson Angels, Dragons (or Comedians)? Peter Cowley and Paul Anson.
Presentation fiona anson digital business transformation ce bit campus
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@Workible Day 1 – DIGITAL BUSINESS TRANSFORMATION Digital Business Transformation @ CeBIT Campus 2015 The Art of Building Effective Alliances and Partnerships Fiona Anson Co-Founder - Workible
Transcript of Presentation fiona anson digital business transformation ce bit campus
@Workible
Day 1 – DIGITAL BUSINESS TRANSFORMATIONDigital Business Transformation @ CeBIT Campus 2015
The Art of Building Effective Alliances and Partnerships
Fiona Anson Co-Founder - Workible
@Workible
"Businesses once grew by one of two ways; grass roots up, or by acquisition... Today businesses grow through alliances … Joint ventures and customer partnerings which, by the way, very few people understand."Peter F. Drucker
@Workible
@Workible
@Workible
Customer
Customer
Customer
You
One to one
SALES
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Customer
Customer
Customer
PartnerYou
One to many
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How good you are at this may be the determining factor between success and failure.
It’s an art - and the ultimate form of leverage.
Let’s learn how to master it.
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Builds long term lead generation
Can be extremely cost effective
Is collaborative
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ScalabilityUnlimited by team sizeRelationship-based Builds long term lead
generationCan be extremely cost
effectiveIs collaborative
Features of a partnerships approach:
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Understand the importance of relationships
Are people peopleKnow the demographic and
their needsUnderstand the customer
journeyKnow how to build win-wins
Builds long term lead generation
Can be extremely cost effective
Is collaborative
What’s important for the team:
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It’s simple:
Identify the synergies
Identify the needs
Satisfy them
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WHO do you target?WHERE do you find them?
WHAT do you offer?HOW do you close the deal?
What’s the process?
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Who is your market?
B2C - Sex, Age, Location, Interests, Places, Groups
B2B - Industry/s, Location/s, Target Markets, Customers
Target Demographics:
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‣ Industry publications/groupsEventsNetworkingYour databaseDirectoriesLinkedInFacebook / TwitterGoogle PPC adsYouTube
Builds long term lead generation
Can be extremely cost effective
Is collaborative
WHERE - Resources and Tools
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What do you offer:
‣ Cross marketing / database access
Co-marketing / co-brandingDistribution networkExperience / ConnectionsValue add content or productLicensingExpertise / Talent
Builds long term lead generation
Can be extremely cost effective
Is collaborative
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Case Study:
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Build your partnerships
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‣ Define the marketIdentify the targetsEstablish the fitKnow your assetsMake the approachAgree on the TermsSign the deal!Monitor and Review
Rinse and
repeat
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Questions?
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• Please contact us for more info.
• Phone 02 9299 8564• Email [email protected]
Co-Founder - WorkibleWorkible
Fiona Anson
THANK YOU!
