Alliance Perceptions of the Line-of-Business Executive: Organizational Frameworks and their Ability to Support Alliance Activity

Published by: IDC

Published: Jan. 4, 2007 - 17 Pages

Table of Contents

Abstract

This IDC study provides a quantitative and qualitative examination of line-of-business (LOB) executives' perceptions of the function and value of alliances within the ISV and SI/consulting community. The information is based on interviews with respondents in 9 companies, of which 7 were ISVs and 2 were large SI/consulting firms.

This study explores the LOB executives' perceptions regarding alliance competency and their role to develop alliances as well as the value and risks associated with a centralized alliance group.

"Line-of-business executives fully realize the value of an alliance to their organization," said Stephen Graham, group vice president of Software Business Strategies at IDC. "For most companies, the challenge is getting over the question of who 'owns' an alliance and tackling the more difficult issue of how to best align and mobilize all the necessary resources."

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