Alliance Aces

Managing a global alliance program presents new sets of challenges.   You need enough structure to keep everything running smoothly while still offering partners enough flexibility to accommodate their unique needs.    To succeed, your operating model needs to be “globally defined, regionally aligned.”    In fact, that’s the mantra at ServiceNow, where our latest guest, Dan Gallivan, is Vice President, ISV and Technology Alliances — Global Alliances & Channel Ecosystem.   In this episode, we discuss:   - The 2 foundational components of every successful partner program   - How to overcome regional and cultural barriers when partnering internationally   - Why success in building joint solutions requires stepping out of the enterprise-customer paradigm   To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:   - Email: chip@workspan.com   - Twitter: @chiprodgers   - LinkedIn: linkedin.com/in/chiprodgers