Andy Davies is a partner to Liaison and the president of DWG.
At Liaison’s recent partner conference, Converge, DWG was named the 2011 North American New Partner of the Year. We were very excited to receive the honor and thank Liaison Technologies and its North American Channel Manager, Nathan Camp for recognizing DWG and supporting our vision and growth over the life our relationship.
In reflecting on our achievement, it struck me that you hear more a lot more about business partnership failures than successes—and with good reason. Partnerships of this kind require effort, dedication, patience, executive support and belief in each company’s vision.
It is only because of this successful partnership that DWG has been able to grow and fine tune our Supplier Enablement Program Services offering, making it easy and fast for suppliers to choose and use the EDI solutions that fit their businesses, without the pressure and sales tactics imposed by a “one-size-fits-all model”. The multi-tier, multi-platform, multi-vendor model DWG adopts for Supplier Enablement Programs has been perfected with the relationship with Liaison and our other partners, to the point where our EDI vendors have been able to forge relationships of their own that span not only from east coast to west coast but also across the pond.
And it does not stop there. Due to the most efficiently run partner event I have ever had the pleasure of attending (and presenting at), DWG is also forging relationships with other Liaison partners, extending our reach to more global supply chains and increasing our ability to serve our customers better.
If you are struggling with your own B2B partnerships, consider the five key factors that have led to DWG and Liaison’s successful alliance:
- Ensure each side’s priorities align
- Put together sales incentives that work for both organizations
- Align management resources and provide continuous open lines of communication
- Don’t try to dominate or be dominated – conflict will not add value
- Seek and include supportive executive management
At the end of the day, not every B2B partnership will work out, but with the right planning, dedication, and focus on both sides of the equation, I truly believe you can find success.