Your company is in business to generate revenues and profits, and Granada Partners is never distracted by non-value-added activities that do not drive incremental economic contribution. Our team built this practice around helping companies gain benefits from their partner ecosystem.
Gain Incremental Revenue: Properly structured and managed, technology alliances help emerging companies find new applications for their products and to address opportunities in industries, geography and technology ecosystems previously ignored.
Introduction to New Accounts: Tier One technology companies are trusted by the Global 2000 and often influence the technical standards that guide purchasing decisions. Smart emerging companies leverage partnerships to open doors to large companies that had previously been shut.
Access to New Markets: Tier One technology companies often build industry specialized offerings and then hire teams that are suited to build market share in these vertical segments. Smart emerging companies leverage partnerships to optimize their technologies and go-to-market efforts to access these industry-specific opportunities.
Develop New Product Ideas: Collaboration with the technical and business executives at successful technology companies often exposes unfilled product gaps in the market. Emerging companies that are quick and nimble can capitalize on such opportunities and often find that the partner is a willing path to market for these new offerings.
Enhance Brand Image: Significantly improve your company’s credibility and market positioning through close association with top-tier companies that have earned the trust and respect of the Global 2000.
Gain Competitive Insights: Close relationships with partners typically yields independent and unbiased views of your company’s position vis a vis your most feared competitors.
Decrease Cost of Sales and Presales: Reduce sales cycle times and improve hit rates by leveraging partners’ knowledge of target accounts. Take expenses out of your marketing efforts by leveraging the investments and efforts of partners.
Extend Global Reach: Tier One technology companies often build region-specific offerings and then hire teams that are suited to build market share in these geographic segments. Smart emerging companies leverage partnerships to optimize their technologies and go-to-market efforts to access these region-specific opportunities.
Extend Service Footprint: Every Tier One technology partner that Granada Partners targets maintains a robust services organization that operates globally. By selecting the right partner, emerging technology companies can offer their Global 2000 clients the after-sale support that is often a precondition of their purchase order.
Erect Barriers to Competition: Claim a preferred position in a technology partner’s solution offering and you have locked-out competitors in opportunities that are controlled by your partner. Leverage the herd mentality to gain an effective monopoly in a given sector to deliver the death-blow to potential competitors.
Improve Win Rate through Leverage: Tier One technology partners are connected to Global 2000 prospects at very high levels in the organization and broadly across the entire company. Utilize these relationships to build sources of political leverage and crush competitive threats.
Develop Winning Exit Strategies: Large companies acquire small companies whose products fit a need that they are unable, unwilling or unsuccessful at filling. A successful alliance relationship not only exposes these gaps, but allows emerging technology companies to establish the personal relationships and success in execution to enable a lucrative exit transaction.
Contact Butch Winters, Alan Probert, Kevin Green, David Hilton or Jennifer Kula today to discuss how your company would benefit from Granada Partners' Outsourced Business Development Strategy Assessment. During this confidential, ninety-minute conference call diagnostic, we'll speak with key members of your management team to review your business development, corporate development and technology alliance processes and develop a focused, actionable diagnostic report that highlights areas for improvements and presents recommended paths to success.