Olliance's Business Development practice offers a scalable service from assessing and developing an optimal business development strategy to operationally managing an ongoing business development program. Open source as a core technology offers new ways to grow your business, but without a comprehensive understanding of the open source ecosystem and business contacts, as well as technical, business and legal issues, it can quickly become more complex, costly and uncertain.
Understanding and defining new partnering models, effectively presenting compelling open source-based value propositions and business cases, partner on boarding strategies, and growing community development beyond software developers, are some of the critical requirements for successfully realizing the company's full sales potential.
The Olliance Group’s Business Development Practice provides a set of services that enables the development and monetization of new complex open source-based business relationships.
Assess
Identify and Understand Partner opportunities
Olliance identifies market opportunities, examining the potential leverage of the broad open source ecosystem with open source and proprietary ISVs, OEMs, SIs, communities and distribution channels. Olliance has a proven process that examines market, product, competitive and organizational data and positioning, while uncovering key challenges and implications. The result is a strategic analysis that provides focus and a blueprint for success within the ecosystem.
Key elements include:
- Market and ecosystem opportunity assessment
- Readiness assessment
Plan
Develop a winning BD formula
In this phase Olliance develops a comprehensive BD plan that includes refined strategy, messaging, tested value propositions, resource requirements, prioritized target partner segments, and a preliminary list of partners within each segment. The result is an initial proven business development strategy and plan that provides direction, focus, and actionable tasks for success.
Key elements include:
- Create and test business value propositions
- Prioritizing and targeting partnerships
- Gaining initial traction
Implement
Establish meaningful relationships
In this phase, Olliance develops and presents a business case justification for each qualified partner candidate. This phase also establishes rules of engagement, develops metrics and performance reporting processes, and establishes support and problem resolution criteria. The result is a successful engagement with potential partners and execution of initial partnering agreements.
Key elements include:
- Defining the business structure
- Building a unique business for partners and/or partner groups
- Finalize target partner list
- Jointly engage and sell targeted partners
- Execute initial partner agreements
Evolve
Realize the full value of existing relationships and expand into new partnerships
In this phase, Olliance offers customizable services designed to maintain and grow the existing partnerships as well as develop new strategies and channels. Olliance services can either assist in hiring, training and ramping new BD personnel or can temporarily serve as your BD function. The result is an enhanced business development practice that drives partner revenue to the next level – faster.
Key elements include:
- Accelerate and drive incremental revenue
- On board partners to enable success
- Transition strategies
- Outsourced business development practice
Olliance Group's open source Business Development Practice will optimize and accelerate expanded sales and revenue beyond traditional sales models.
Download the
Business Development brochure for a summary of the service.
