Use when a global systems integrator or consulting alliance needs governance above deal cadence: operating model, practice plan, co-innovation, sponsors.
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Use this when a global systems integrator (GSI), systems integrator, or consulting alliance needs alliance-level governance — above the deal cadence. Start from the alliance partner, the joint value proposition, the practice state (heads, certifications, reference work), the co-build pipeline, and the steering cadence.
Governance bodies, the joint planning rhythm, opportunity management, the ownership split per motion, the escalation path, and a defined mediation process for disputes.
Align the alliance manager's compensation to alliance outcomes. Schedule early reviews inside the first 90 days for a new alliance. Give each partner something unique — a model that treats every alliance the same produces no reason to prefer us.
One model document, both sides signed. A motion with no owner is paused until it has one.
Training seats, certification targets, reference architectures, and headcount ramp — each dated with an owner per side.
Practice health reads quarterly: certified heads, staffed deals, delivery quality.
Joint solutions and repeatable plays, each with a scope, a launch date, dual owners, and the first three target accounts. A play with no target account is a lab note, not a play.
The sponsor map on both sides. Steering packs carrying milestones hit and missed in FACT numbers, the decisions needed, and the dated asks of each side. Written minutes with owners and dates after every steering.
No pack circulated as a pre-read means no steering.
The operating model, the practice plan, the co-innovation pipeline, and the steering pack with its minutes.
No steering cadence means proposing quarterly steering with monthly working sessions, and getting a yes before inviting anyone. No practice footprint means starting with one reference win before any scale plan.
Nothing goes to the partner and no joint commitment is made without your explicit yes.
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