1st Edition
The Ultimate Route to Market How Technology Professionals Can Work Successfully with Global Systems Integrators, Outsourcers and Consulting Firms
About the author; Acknowledgements; Preface; Introduction ; CHAPTER 1 – Why Do Companies Invest So Much In Hiring Consultancies, Systems Integrators & Outsourcers; CHAPTER 2 – Defining The Players; CHAPTER 3 – Why partnering is win-win; CHAPTER 4 – Understanding The Business Model; CHAPTER 5 – Alliance Best Practice; CHAPTER 6 – Innovating With Global Systems Integrators, Outsourcers & Consulting Firms; CHAPTER 7 – Partnering In The New Economy; CHAPTER 8 – The Ten Steps To Success; CHAPTER 9 – How To Put What You Have Learned Into Action; Glossary & Definitions; Additional Reading ; Index
Biography
Ian Shanahan has been in sales, leadership, business development and alliance management for 30 years. His career has included a consistent record of successful channel and alliance execution for a range of technology companies including Sun Microsystems, IBM and Microsoft. During this time, Ian has managed various successful alliances between the world’s largest technology providers and leading global consulting organisations and systems integrators.
