Trying to get any group of corporate managers and executives to productively collaborate can be challenging. Since all of them are accustomed to running their own show within their BU, geography or Division and getting their way, it can seem like a nearly impossible task. As a solutions marketer, it’s not only your job to get senior level business leaders to play nicely with one another, but also to agree on the best way to collaborate with their products and services to form an ideal solution.
Let’s look at one example – VCE. An acronym for Virtual Computing Environment, it’s a joint venture company formed by EMC, Cisco, VMW and Intel to develop, market and sell a specific cloud-based solution. They all have very different cultures, operating styles, and go-to-market strategies. And they all have their own channel partners and resellers, which in total number in the hundreds. To be successful, they all need to not only be on the same page, but also work together effectively and enthusiastically.