"In the book "Alliances, Strategic Partnerships and the Power of Analytics", Keith Gaylord tackles a critically important but often misunderstood world of corporate partnerships. Blended with actionable advice, notes from the field, and a dash of wit, this book allows the reader to understand where alliances and partnerships have been, where they are headed, and be able to gain control of current partnerships, reduce risk to their organizations, and, most importantly, accelerate growth of broadening ecosystems across every industry."
Jay McBain, Principal Analyst - Channels, Partnerships & Alliances, Forrester Research, Inc.
"Keith's book provides an excellent framework for examining the often overlooked area of establishing and measuring quantitative tools to track and manage the true value created by Strategic Alliances. He positions Alliances as "startup businesses" requiring a specific joint Plan of Record and provides a rich set of examples of how to measure these complex organisms as well as some real life examples of errors he has encountered over his long career. His framework also includes a broad range of specific checklists, templates, and dashboards as components of what he describes as an Alliance Relationship Management System(ARM) and highlights some key differences between the ARM and existing Partner Relationship Management (PRM) and Customer Relationship Management (CRM) tools. Keith's style is easy to read and guaranteed to give you some tangible tools for you and your alliances organization."
Steve Steinhilber, Global VP - BD & Ecosystems, Equinix
Author of "Strategic Alliances: Three Ways to Make Them Work (Memo to the CEO)"
"In this book Keith Gaylord builds on his extensive experience with alliances. Even better: he pushes the boundaries of alliance management. His argument to build alliances as a business and use logic, facts and data to create them, is original. However, few companies are able to do so. Keith solves this issue and presents a well-thought-out framework and practical tools that enable managers to analyze alliance opportunities in a data-driven way. In doing so, this book will help companies increase their alliance success rate markedly and avoid collaborative disasters. Anecdotes, examples, checklists and provocative questions make this book a great read!"
Ard-Pieter de Man, Professor of Management Studies, School of Business and Economics, Vrije Universiteit Amsterdam
Author/co-author of five books on alliances including his 2020 title "How to Survive the Organizational Revolution: A Guide to Agile Contemporary Operating Models, Plarforms and Ecosystems."
"Over the years, I have often relied on Keith's insight and expertise in the art and science of alliance management and I am delighted he has taken on the next journey of bringing a more analytical perspective to alliance management. I highly recommend this book to anyone wanting to tap into Keith's wealth of experience of how to collaborate effectively and how to apply analytics to beat the odds on managing successful alliances."
Norma Watenpaugh, CEO, Phoenix Consulting Group, LLC Former Best Practices Chair, The Association of Strategic Alliance Professionals
Gaylord, E. Keith: - During his 30 years as an Alliance Executive at IBM, Keith observed first hand what made some alliances succeed and others fail. He concluded that potential or current partners require sophisticated tools to quantify alliance best practices. The right analytical tools can be used to strengthen controls, anticipate risks and reveal new growth opportunities in a flexible, but all-inclusive way. This need led to the development of Partner to Profit, a purpose-built, cloud-based digital platform to model, plan, analyze and manage alliances. In 1993 Keith co-authored for IBM the original ALLIANCE MANAGEMENT WORKBOOK. In 2020 he published this companion piece to Partner to Profit, ALLIANCES, STRATEGIC PARTNERSHIPS AND THE POWER OF ANALYTICS: GAIN CONTROL, REDUCE RISK, ACCELERATE GROWTH. Keith is an architect of the Association of Strategic Alliance Professionals certification program and past chair of ASAP's Professional Development Committee. Keith holds degrees from the University of Vermont and the University of South Carolina. He holds certificates from The Wharton School and Harvard Law School.
