presentation fiona anson digital business transformation ce bit campus

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Day 1 – DIGITAL BUSINESS TRANSFORMATIONDigital Business Transformation @ CeBIT Campus 2015

The Art of Building Effective Alliances and Partnerships

Fiona Anson Co-Founder - Workible

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"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

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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 fiona@workible.com.au

Co-Founder - WorkibleWorkible

Fiona Anson

THANK YOU!