2. Vendor Alliance Session
Agenda
Introductions
Alliance Options
What are the different models
Framework for alliances
Contracts
Criteria for Success
Measurement for success
Insurer Perspective
Benefits of an alliance
Challenges/Issues
Success Stories
Vendor Opportunities and Watch Areas

3. Vendor Alliance Session
Karen Furtado
Partner
Strategy Meets Action
Lawrence Fortin
CIO
Millers Mutual
Carolee Dagenais
Global Alliance Director
Guidewire
Nimish Sankalia
Head – Marketing and Alliances
Majesco Mastek

4. Vendor Alliance Session
Alliance Options

5. Vendor Alliance Session
Strategic Implementation Partners
ISV Partners
OEM Relationship
Resellers

6. Vendor Alliance Session
Alliance Frameworks

7. Vendor Alliance Session
Strategic Alliances
Affiliates
Opportunistic

8. Vendor Alliance Session
Contracts

9. Vendor Alliance Session
Partner Contracts
Subcontractor Agreements
Beta Agreements
Teaming Agreements
Training Agreements

10. Vendor Alliance Session
Criteria for Success

11. Vendor Alliance Session
Win-win situation
Assign a liaison
Provide tools and training
Annual mutual goals
Measure progress - scorecard
Partner influence
Services involvement
Training
Account meetings
Recognition

12. Vendor Alliance Session
Insurer Perspective

13. Benefits of an alliance
Vendor Alliance Session
Benefits of an alliance

14. Vendor Alliance Session
Complete solution
Demonstrate integration
Joint value proposition
More than just a marketing effort

15. Vendor Alliance Session
Challenges/Issues

16. Vendor Alliance Session
Watch for sales lead only alliance
Determine designated lead or primary vendor
Do not want to ‘referee’ vendors
Relationships that are not aligned

17. Vendor Alliance Session
Success Stories

18. Vendor Alliance Session
Senior management invested in relationship
No more than two ‘front’ companies in the relationship
Power of ‘silent members’ of the alliance

19. Vendor Opportunities and Watch Areas
Vendor Alliance Session
Vendor Opportunities and Watch Areas

20. Vendor Alliance Session
Opportunity
Increased sales
Watch area
No Barney relationship

21. Vendor Alliance Session
Questions

22. Taming the “Integrated Campaign” Beast
If you have questions specific to this presentation, please feel free to
Karen Furtado
Partner
Strategy Meets Action
Thank you for your time and attention.
Now, back to Mark Roth for the event wrap-up and some quick reminders about the rest of the weekend.