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9781922357205

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'This is a must-read book for anyone working for an IT vendor who manages GSI alliances. Danielle's insights and advice are invaluable, especially as there is no other handbook out there that provides guidance on alliances from a GSI management perspective. Just like Danielle in real life, this book is approachable, smart and insightful - and with just the right amount of detail.' Nancy Mattenberger, New York USA, EVP & Global Chief Customer Officer, Infor 'Danielle gets it - especially the importance of and challenges in working with GSIs. We take alliances very seriously and can provide tremendous value for technology companies, but we're necessarily complex. Having worked with Danielle, I can tell you she's an expert at working with GSIs for mutual benefit. If you want to get down to it, this is the alliance book for you.' Don Chartier, Chicago USA, Alliance Manager, Deloitte consulting LLP 'Danielle is an expert in her field, with a wealth of knowledge and demonstrated experience in navigating the complex strategic alliances domain. This is the first book of its kind and is a must read to prepare those who are thinking of entering the industry, as well as a refresher with numerous new perspectives for those who are already established.' Phillip Ratcliff, Sydney Australia, Director, PwC 'This book is a masterpiece, the way Danielle has covered the elements in driving a successful alliance. I highly recommend it be read by the CXO to understand the true value of an alliance eco-system, how to derive value and the impact that this can have on the corporation. Danielle is a proven leader in the area of alliances and strategic engagement. This book is a definitive example of her expertise. Abhishek Gupta, Bangalore India, Head Alliances, Oracle-Netsuite 'Danielle James shares her robust experience in building the benefits of alliance partnerships within the IT industry. Not only does her book offer practical ways to attract and retain customers, but she builds the case for why creating the best possible customer experience is a necessity to growing any business. This is a must-read for any customer-centric business in the IT or technology space.' Ike Kavas, Irvine USA, Founder & CEO, Ephesoft 'Danielle is a rare business executive who naturally looks at the markets from the clients' perspective, has strategic and holistic thinking skills, and uses her experience to bring ecosystems together to deliver value where all parties win. I believe this book will be an outstanding and comprehensive gift to those serious about true alliances and business development - where great companies come together to deliver market leading value.' John Bedwany, Sydney Australia, Chief Executive Officer, The Database Dept 'This book provides deep insights into what it takes, both to be successful in this kind of role in our industry, and also how to leverage our alliance partners better as executives. A must-read as far as I am concerned!! Coenraad Bekker, Sydney Australia, GM Cloud Enterprise Platforms APJ, Wipro Technologies 'Danielle James in Collaboration is where IT's at has done a great job describing how to do it right, the pitfalls to be avoided and how to effectively bring together the various stakeholders into a powerful alliance to achieve success.' Steve Murphy, London UK, CEO, OpenLease 'This is a must-read if you're an executive looking for insights to drive better partnership outcomes. Our industry needs this book to facilitate even better strategic alliances as there is very little literature available on this specific type of alliance and no attempt at global industry best practices - until now.' Neil Wilson, Denver USA, Head of Partnerships & Alliances, ACTIONIQ

Author Information

Danielle James is an entrepreneurial big-picture thinker with a Bachelor of Science, who started her career in the IT industry in 1995. She has held management positions in APAC for large, medium and startup vendors such as IBM, Oracle, ONYX Software, Infor and Ephesoft, and in 1997 co-created and launched a decision support software product. With experience in direct business-to-business solutions sales, challenger sales, and marketing, Danielle adapted naturally to work with alliances as her career unfolded. She has taken a particular interest in partnerships between IT vendors and Global Systems Integrators (such as Deloitte, Accenture, Wipro and TCS) because of the significant strategic clout these alliances deliver in terms of financial return for the participants, as well as in terms of customer outcomes and professional growth. Founder of Collaboration Nation, a global consulting services business based in Sydney, Australia, Danielle speaks, coaches, trains and mentors her clients in their development of successful alliance partner ecosystems. In her spare time, she loves to immerse herself in nature, be with loved ones (of both the two- and the four-legged variety), read, write, and think about how to improve the world for everyone and everything in it.

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