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ACADEMY · DRONICS-N

DRONICS-N Networks and alliances: self-assessment

Be easy to find and easy to recommend inside the ecosystems your buyers already use. Answer for your own company, as it is today. Be plain with yourself.

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We do this · 1 of 12

Get the positioning right first, so a listing says in one line what we do and for whom.

We do this · 2 of 12

Test one ecosystem small before asking for budget; then invest where it compounds.

We do this · 3 of 12

Remember that ecosystem influence often shows up only when you ask customers how they found you.

We keep clear of this · 4 of 12

Do not list everywhere; choose the few ecosystems where buyers already are.

We keep clear of this · 5 of 12

Do not claim a certification or a co-sell status we do not have.

We keep clear of this · 6 of 12

Do not judge an alliance only by last-click numbers.

We do this · 7 of 12

Start from a joint value proposition: one buyer problem and why the combination helps (PM3).

We do this · 8 of 12

Check that both sides get value before asking for anything; co-marketing, integrations and directory listings only count if the partner gains too (PM4).

We do this · 9 of 12

Treat an enterprise listing as credibility for sales as much as a source of leads (PM9).

We keep clear of this · 10 of 12

Do not promise reach or leads nobody controls.

We keep clear of this · 11 of 12

Do not run campaigns where only one side gains.

We keep clear of this · 12 of 12

Do not imply the partner has agreed.

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