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Partners.com : How To Profit From The New DNA Of Business - Michael Cunningham


How To Profit From The New DNA Of Business

Paperback Published: 1st June 2002
ISBN: 9780738206875
Number Of Pages: 256

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Partnerships are the lifeblood of e-commerce. Innovative alliances such as private exchanges, self-service partnerships, syndicated e-commerce, affiliate programs, and e-learning forums are today's new competitive advantage. In Partners.com, Michael Cunningham shows businesses how to forge leading-edge Internet partnerships fast--with competitors, customers, suppliers, distributors, employees, and other businesses--and foster an environment that will allow them to flourish. From Amazon's consumer affiliate program to General Motors' state-of-the-art business-to-business mega-hub, COVISINT, Cunningham demonstrates how relationships that would have taken years to develop prior to the Internet are now taking days and hours. As businesses focus on finding profitable strategies, partnerships will not be just one option, they will be the new weapons for succeeding in e-commerce.

Acknowledgmentsp. xi
Prefacep. xiii
The Power of Manyp. 1
Why Organizations Need Partnersp. 1
The Partnerships (Inside, Nearside, and the Business Network)p. 3
Silver Bullets and Wooden Stakesp. 6
Developing Strategiesp. 8
The Most Important Partners: Staff and B2Ep. 17
Corporate Environmentp. 21
Infrastructurep. 22
Culturep. 31
Partnerships That Workp. 33
Private Exchangesp. 34
Big Consortiap. 39
What Makes Partnerships Work?p. 41
What Doesn't Workp. 46
The Consumer Marketplacep. 48
Building a Partner-ready Organization (The B2x Corporation)p. 52
VIVA!p. 53
The Frameworkp. 57
Distribution Partnerships: Building Channel Programsp. 88
Channelsp. 88
Business Goalsp. 92
Defining the Programp. 95
Types of Partnershipsp. 103
Go To Market Framework for Partnershipsp. 109
The Self-Service Partnerp. 116
What is Self-Service?p. 116
Self-Service Dimensionsp. 118
Self-Service Opportunitiesp. 121
Affinity Programs--Power Marketing of Self-Servicep. 129
Implementing Self-Service Checklistp. 135
Technology for Partnershipsp. 137
On a Need to Know Basisp. 137
The Categoriesp. 140
e-mail and the Browserp. 142
Customer and Partner Information Systemsp. 142
Authoring Tools and Content Managementp. 155
Content Maintenance and Dynamic Deliveryp. 157
Personalization and Customizationp. 158
Different Systems for Different Tasksp. 160
Knowledge Management (KM) and Collaborative Systemsp. 162
Back Office Systemsp. 171
The Application Service Providerp. 173
Portal Technologies and Frameworks (The Partner Portal)p. 177
Agreements and Contractsp. 180
Failedcontracts.comp. 180
The Playersp. 182
Tactical versus Strategicp. 183
Agreements for Partners (Strategic)p. 183
Negotiation Strategies and Tacticsp. 194
Internationalp. 196
Partners, Customers, and The Netp. 198
Overlap Your Systemsp. 199
Using eMarketing as a Tool to Create Demand for Partnersp. 201
Building the Case for Return on Investment--Knowledge Management and Collaborative Commercep. 211
The Future of Partnershipsp. 223
About the Author and Contact Informationp. 229
Indexp. 231
Table of Contents provided by Syndetics. All Rights Reserved.

ISBN: 9780738206875
ISBN-10: 0738206873
Series: How to Profit from the New DNA of Business
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 256
Published: 1st June 2002
Country of Publication: US
Dimensions (cm): 22.23 x 13.34  x 1.27
Weight (kg): 0.32
Edition Number: 1