The Alliance Value Tracker (AVT) is the first ICT-specific online tool which enables senior management:

• to identify the current and potential value of an alliance in objective metrics
• to diagnose any underlying issues which prevent that value from being realised
• to assign Board-level accountability for the elements of a Joint Improvement Plan which can be monitored over time

By allowing stakeholders from customer and supplier(s) to share candidly their detailed perceptions of the relationship and to use those perceptions to build a new and more mutually accountable plan, they can achieve over time a significant improvement in both perception and performance.

The AVT overcomes

• differences in terminology
• the failure to acknowledge and act on partner's drivers and motivations
• the failure on both sides to understand and exploit the binding power of trust and the corrosive power of distrust

The systematic adoption of this approach will:

• reduce costly misunderstandings before, during and after implementation
• increase alliance success rates
• reduce cost, both of the initial project and of unforeseen remedial action

This unique service with has been developed as a collaborative venture between Channel Dynamics Ltd, a specialist consultancy focused on helping Technology companies to take well-crafted solutions to well-defined markets, often in conjunction with well-profiled partners and SCCI Ltd a company that specialises in business relationship performance appraisals.  We are confident that the combination of CDL experience and insights in the ICT space combined with SCCI's back-office analytical tools will enable AVT to become the standard for assessing and optimising Sell With relationships in ICT. 

The AVT programme consists of both partners' knowledgeable staff completing a 20 min online survey which provides a solid body of objective evidence. After the two teams, having studied the output they then come together in a facilitated joint workshop in which a sharing of issues and solutions paves the way to a fresh start with a full and practical action plan. The specific outputs that we provide are:

• A traffic light assessment of the performance of your organisation, by functional area, in delivering the alliance.
• A list of your and your partner’s scores against the 10 ICT-specific Alliance KPIs we have identified.
• Stakeholder views from both sides on the strengths and weaknesses of the alliance.
• And, if you have previously adopted the service, a comparison with the results from previous quarters/time periods and the other alliances in your portfolio.

We have already had success with companies ranging from Accenture, BT, Cisco, NetApp, Siemens, Xerox, Fujitsu and Check Point and others, so users will be in very good company.

• The tool is simple to digest and understand
• Easy colour coded metrics enable the alliance manager to target relationship health factors (see example attached)
• The results can be built into the Alliance Governance process
• It provides excellent evidence for briefing Executive sponsors

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“The Alliance Tracker consists of an online perception survey followed by a joint working session where the survey results are shared and explored in detail. What was really striking about the process was the way the Traffic Light feedback exposed all the issues and opportunities in a single pass. This enabled the both our teams to crystallise and confront the priority issues and achieve rapid agreement on moving forward. The Tracker created a mood of informed optimism which is all we could ask of it. It has given us a robust and structured basis to turn a good partnership into an even better one. This level of engagement and 'objectivisation' would have taken many months if not quarters to achieve. ”

Nick Lowe, MD of Check Point Northern Europe