Moderator: Do you have a set of criteria for creating a partnership?
Yani: Look at the other number of partnerships that are already in place. Then talk to their partners to see where things work and dont work with the prospective customer.
Jeff: Relates story about how he took over and lots of unknown partnerships started showing up. Be sure to track the partnerships so that everyone can see them. Their selection criteria is that the relationship has to fit their org’s needs specifically (sounds logical). Then they investigate the org and learn who they are and who the key players are. They have a set of criteria, but he has his own personal criteria as well. A ‘soft’ feel.
Anne: Always looking for SMB’s with new tech. Their product is so mission critical that anyone they partner with has to show them that they have something that is better than Raytheons existing product. Also have a tech council that works with engineers to review the new tech and take steps going forward.
Anil: Alignment is key. Key with outside partners and within an organization. Interest, goals, philosophies, etc. Also says Gut feel is very very important. Also likes to rely on his spouses instinct. (Awww how sweet) Also a willingness to see it from the other parties shoes. Understand why they are there. Also openness is key. Make sure everyone wins.
