Tuesday, March 6, 2012 at 6:30PM In one of the first of several Tuesday afternoon 2012 Global Alliance Summit sessions, Subhojit Roye, head of alliances at Infosys BPO Limited, a wholly owned subsidiary of Infosys Limited, revealed the company’s IDEA (Identify, Define, Establish, Assess) partner development process. The four stages of Infosys’ partner framework can be summarized as follows: Identify– What to do before meeting with a new partner Define– What to do when you meet a new partner for the first time Establish– How do you win the first clients with your new partner? Assess– How do you improve upon the relationship moving forward after the initial win(s)? Roye took the attendees through his company’s “2+2+2” engagement process—”my two, your two, plus our two.” My two– Introduce your new partner to select clients of your organization. Your two– Have your partner take you into TWO of its clients where your company has no presence, then practice pitching each other and articulating the new partner’s value proposition. Our two– Choose TWO accounts where neither are present and invest in joint marketing for these prospects.

1. Session # 301
ASAP 2012 Annual Global Alliance Summit
A Simple Framework for Complex Alliances:
An IDEA from IT
Subhojit Roye
Head of Alliances
Infosys BPO Limited
Tuesday March 6th, 2012, 1:30-2:15 pm
Florentine I & II, Caesars Palace, 3570 Las Vegas Blvd. Las Vegas
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2. Agenda
• Need for an Alliance framework
• Our IDEA of partnering
• Getting started
• Helpful Resources
• Q&A
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3. 3

4. Digital Consumers New Commerce
Healthcare Economy Sustainable Tomorrow Smarter Organizations
Emerging Economies Pervasive Computing
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5. WE’VE EMERGED AS THE NEXT-GEN
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6. Managing Alliances is Complex and can be
confusing…..
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7. ALLIANCE FRAMEWORK
We needed a framework to manage the complexity…..
Alliance Alliance
Charter Life-Cycle
Partner
Offerings
Customer
Alliance Alliance
Our
Needs
Guideline Offerings IP and Market Dev.
Alliance Alliance
Metrics Field Engagement
Delivery Sales Marketing
Alliance Strategy
Company Business Strategy
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8. Getting started: As simple as 1-2-3-4….
• ONE Alliance Framework
• Common framework for Sales, Pre-sales and Delivery that includes components and
individuals in a virtual organization using a common governance model.
• Involve stake-holders from legal, commercial, sales, delivery, across horizontal services
and industry verticals globally.
• TWO Engagement Approaches across partners:
• Leverage alliances whose technology or services will complement ours
• Go-to-market alliances (primarily lead-sharing) between partners
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9. Getting started: As simple as 1-2-3-4….
• THREE Alliance Tiers: Sorted in ascending strategic importance
Tier Revenue Deals Alliance Owner Exec. Sponsorship
Silver < 0.5M <2 Sales (Account Manager ) or Pre- Not Required
Sales (Solution Design)
Gold 0.5-2.0M 2-5 Can vary Head of Alliances
Platinum 2.0+M 5+ Core Alliance team Executive Committee
Member
• FOUR Alliance Life-Cycle Stages: Each with different activities and gating
criterion
Identify Define Establish Assess
Improve
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10. Our IDEA of Partnering – 4 Stages in Alliance Life-cycle
Identify Define Establish Assess
Improve
Partnering goes through an iterative and evolutionary process
We get into greater level of details as we progress through the various stages
1. Identify : What do we do before we even meet with a partner?
2. Define : What do we do when we meet the first time?
3. Establish : How do prepare to win our first client?
4. Assess : What do we do next?
Accelerate, Abandon or Acquire!
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11. Stage 1: Identify I D E A
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12. Stage 2: Define I D E A
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13. Stage 3: Establish I D E A
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14. Stage 4: Assess: I D E A
(Accelerate/Abandon/Acquire)
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15. Helpful Resources
1. IDEA Checklist
Microsoft Office
Excel 97-2003 Worksheet
5. The M2Y2O2 Model
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16. 1. IDEA Checklist
• Almost 100 questions to ask yourself – at each stage of the IDEA life-
cycle.
• Do not proceed to next stage until all questions relevant for current
• stage are reviewed.
• While it is good to keep a record of the responses to each, it is most
important you do not miss out ant question as you progress
• Keep coming back from time-to-time to review these questions as
situations/ responses often change
Can be modified to suit your industry and unique business
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17. 2. M2Y2O2
A simple method to create a joint pipeline: 2+2+2
2.First of all, our side offers to introduce the new partner to 2 existing
clients where we are well-entrenched, and the partner is not present
(My 2).
3.Next your partner takes us into 2 of his clients where I am not present
(Your 2)
4.Finally we chose 2 accounts where neither of us are present – and
we take pro-active steps, invest in joint marketing to win these
together (Our 2)
Builds gradual trust and can scale.
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18. WE PARTNER WITH CLIENTS TO
BUSINESS OPTIMIZE ACCELERATE
TRANSFORMATIO OPERATIONS INNOVATION
N
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19. THANK YOU
Subhojit Roye
subhojit_roye@infosys.com
(412) 418-6914
www.infosysbpo.com
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