intel市场联盟策略.pptVIP

Alliance Marketing ISMC course # 016 SMG February 4-9, 2001 Field Reviewer: Steve Mattos Evaluation Questionnaire Feedback will be requested of the course attendees at each session of each ISMC course: Help improve your courses Complete the evaluation form before you leave Rate the content and instruction Tell us who you are Include comments to clarify Thanks for your feedback! Agenda Course Objectives Key Messages Alliance Basics Definition Objective and strategies Engagement plan Key learnings so far Fellow Traveler Strategy Account Drill-Down Exercise Technology Development, Marketing, Sales Summary Call to Action Back Up Course Objectives After completing this course, you will be able to: SRM: Develop account strategies/plans that take into consideration Intel’s ISV/MCSI alliance activities BDMs, Non-SRM Field Sales: Work with the SRM teams to coordinate activities between your end-user accounts, OEMs, MC/SIs, etc… with alliance accounts Geo and Corp. Marketing: Plan/execute alliance activity within your geography Key Messages Intel will only execute a small number (~10) of ISV/MCSI alliances by end of 2001 Many covered accounts, ISVs, OEMs, MC/SIs, interact in some way with alliance accounts The more effectively we ALL coordinate as a sales/marketing world-wide organization, the more ALL of our accounts will benefit from the alliances What is an Alliance? Alliances are contractual business relationships Multiple years in duration Intended to create strong and deep relationship Contains “gives” and “gets” intended to drive business objectives for both companies Memos of Understanding (MOUs) and Letters of Intent (LOIs) are not alliances Alliance must be based on mutual need and tied to measurable and meaningful revenue or it will fail Variety of Existing Alliances Intel Alliance Objective and Strategies Objective: Develop mutually-beneficial, worldwide, cross-divisional alliances with category-leading ISVs and solution providers in order to strengthen the