TY - JOUR T1 - Open Source Partner Strategy: Are Your Core Businesses Aligned? JF - Open Source Business Resource Y1 - 2010 A1 - Susan Riekki-Odle AB - Technology companies have historically viewed partnerships through myopic, one-way lenses, asking only: "What can this partner do for me?" This type of thinking is even more pervasive with channel sales partnerships, where technology vendors limit the exploration of value to short term revenue contribution. Vendors must broaden their scope and range of site when embarking on a path of partnership strategy. Ecosystem analysis, economic modeling, and creative go-to-market development are critical components of successful partnership strategies. This article discusses this critical business strategy through a real world example and an overview of best practice. PB - Talent First Network CY - Ottawa UR - http://timreview.ca/article/364 IS - July 2010 U1 - ChannelGain Susan Riekki-Odle is Founder and President of ChannelGain. ChannelGain enables early-stage and early-growth technology companies to succeed in channels and strategic partnerships. It does this by objectively assessing existing programs, identifying gaps and opportunities, developing customized strategies that support the corporate plan and mentor resources to increase overall effectiveness. Over the past 16 years, Susan's high-tech experience has touched every function within the sales organization. At a management level, Susan has performed the role of Manager of Channels, Director of Sales, Director of Channels, Vice President of Sales, and Vice President of Operations. Susan has held these permanent revenue-based roles with Quest Software, FastLane Technologies, neuroLanguage, OmniMark Technologies, and Peak Sales Recruiting. ER -