Partners Com : How to Profit from the New DNA of Business

by Cunningham, Michael J.

• ISBN13: 9780738205021
• ISBN10: 0738205028
• Format: Hardcover
• Copyright: 2001-06-01
• Publisher: Perseus Books Group

Summary

"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 ne"

Author Biography

Michael J. Cunningham is founder and CEO of the Harvard Computing Group

Table of Contents

Acknowledgments	xi
Preface	xiii
The Power of Many	1	(16)
Why Organizations Need Partners	1	(2)
The Partnerships (Inside, Nearside, and the Business Network)	3	(3)
Silver Bullets and Wooden Stakes	6	(2)
Developing Strategies	8	(9)
The Most Important Partners: Staff and B2E	17	(16)
Corporate Environment	21	(1)
Infrastructure	22	(9)
Culture	31	(2)
Partnerships That Work	33	(19)
Private Exchanges	34	(5)
Big Consortia	39	(2)
What Makes Partnerships Work?	41	(5)
What Doesn't Work	46	(2)
The Consumer Marketplace	48	(4)
Building a Partner-ready Organization (The B2x Corporation)	52	(36)
VIVA!	53	(4)
The Framework	57	(31)
Distribution Partnerships: Building Channel Programs	88	(28)
Channels	88	(4)
Business Goals	92	(3)
Defining the Program	95	(8)
Types of Partnerships	103	(6)
Go To Market Framework for Partnerships	109	(7)
The Self-Service Partner	116	(21)
What is Self-Service?	116	(2)
Self-Service Dimensions	118	(3)
Self-Service Opportunities	121	(8)
Affinity Programs---Power Marketing of Self-Service	129	(6)
Implementing Self-Service Checklist	135	(2)
Technology for Partnerships	137	(43)
On a Need to Know Basis	137	(3)
The Categories	140	(2)
e-mail and the Browser	142	(1)
Customer and Partner Information Systems	142	(13)
Authoring Tools and Content Management	155	(2)
Content Maintenance and Dynamic Delivery	157	(1)
Personalization and Customization	158	(2)
Different Systems for Different Tasks	160	(2)
Knowledge Management (KM) and Collaborative Systems	162	(9)
Back Office Systems	171	(2)
The Application Service Provider	173	(4)
Portal Technologies and Frameworks (The Partner Portal)	177	(3)
Agreements and Contracts	180	(18)
Failedcontracts.com	180	(2)
The Players	182	(1)
Tactical Versus Strategic	183	(1)
Agreements for Partners (Strategic)	183	(11)
Negotiation Strategies and Tactics	194	(2)
International	196	(2)
Partners, Customers, and The Net	198	(25)
Overlap Your Systems	199	(2)
Using eMarketing as a Tool to Create Demand for Partners	201	(10)
Building the Case for Return on Investment---Knowledge Management and Collaborative Commerce	211	(12)
The Future of Partnerships	223	(6)
About the Author and Contact Information	229	(2)
Index	231