CIO Straight Talk - Issue 8 - 17
17
Managing strategic partnerships effectively
takes a lot of work from the CIO. Big
companies with thousands of suppliers often
"tier" them into groups based on a defined
set of criteria - some more formal than
others. At Eaton, vendors are given a 1-to-4
score on four different dimensions.
1. Amount of spend (over $10 million a year
rates a score of 4; $4-10 million rates a 3)
2. The strategic value or risk associated with
YOu hAVE TO BE RuThLEss
ABOuT pERfORmAnCE. ThE ABILITY
TO WIThDRAW COmmITmEnT Is
OuR pOInT Of LEVERAgE. BuT YOu
CAn'T OVERusE ThAT.
the technology
3. How broadly the technology is used across
the enterprise
Managing the Relationship. Once the deal
is done, the real work begins. To achieve the
level of transparency CIOs want takes a mix of
4. The relationship that Eaton has with the
vendor or aspires to build.
formal and informal approaches. Jordan uses
formal governance and steering to ensure that
Telefonica is the leading voice around the table
Suppliers who score 12-16 make up what
in guiding both product development and
Eaton calls their Tier 1 suppliers; otherwise
the commercial relationship. "That deepens
they're rated Tier 2 (or "Tier Aspirational").
the relationship from day one," he says. But
he also models the kind of behavior he'd like
Most CIOs manage their tier-one
to see from partners. "Some cultures are
relationships personally, with all that entails.
indirect, hierarchical," he says. "But partners
Some mirror that structure down into a
will tend to mirror the behavior and culture of
second tier with some of their direct reports.
the organization they're working with. If you're
Telefonica's Jordan has tried different
transparent, it forces them to be transparent."
models, including a structured partner-
H. D. Smith's Guzman also believes in the direct
management process. He found it was harder
approach with suppliers. To get the results
to get the right outcomes when the level of
you want, he says, "be explicit about what you
interaction and the degree of influence on
expect from them and what they can expect
the partner side was reduced. So for now
from you in return."
he's staying focused on the all-important tierone relationships.
A key feature of strategic partnerships is the
single-point-of-contact, executive-sponsorship
relationship - typically between the CIO and
the partner's CEO or other top executive. If the
relationship has been set up properly in terms of
phil
jordan
CIO,
Telefonica
CIO Straight Talk - Issue 8
Table of Contents for the Digital Edition of CIO Straight Talk - Issue 8
Contents
CIO Straight Talk - Issue 8 - Cover1
CIO Straight Talk - Issue 8 - Cover2
CIO Straight Talk - Issue 8 - 1
CIO Straight Talk - Issue 8 - Contents
CIO Straight Talk - Issue 8 - 3
CIO Straight Talk - Issue 8 - 4
CIO Straight Talk - Issue 8 - 5
CIO Straight Talk - Issue 8 - 6
CIO Straight Talk - Issue 8 - 7
CIO Straight Talk - Issue 8 - 8
CIO Straight Talk - Issue 8 - 9
CIO Straight Talk - Issue 8 - 10
CIO Straight Talk - Issue 8 - 11
CIO Straight Talk - Issue 8 - 12
CIO Straight Talk - Issue 8 - 13
CIO Straight Talk - Issue 8 - 14
CIO Straight Talk - Issue 8 - 15
CIO Straight Talk - Issue 8 - 16
CIO Straight Talk - Issue 8 - 17
CIO Straight Talk - Issue 8 - 18
CIO Straight Talk - Issue 8 - 19
CIO Straight Talk - Issue 8 - 20
CIO Straight Talk - Issue 8 - 21
CIO Straight Talk - Issue 8 - 22
CIO Straight Talk - Issue 8 - 23
CIO Straight Talk - Issue 8 - 24
CIO Straight Talk - Issue 8 - 25
CIO Straight Talk - Issue 8 - 26
CIO Straight Talk - Issue 8 - 27
CIO Straight Talk - Issue 8 - 28
CIO Straight Talk - Issue 8 - 29
CIO Straight Talk - Issue 8 - 30
CIO Straight Talk - Issue 8 - 31
CIO Straight Talk - Issue 8 - 32
CIO Straight Talk - Issue 8 - 33
CIO Straight Talk - Issue 8 - 34
CIO Straight Talk - Issue 8 - 35
CIO Straight Talk - Issue 8 - 36
CIO Straight Talk - Issue 8 - 37
CIO Straight Talk - Issue 8 - 38
CIO Straight Talk - Issue 8 - 39
CIO Straight Talk - Issue 8 - 40
CIO Straight Talk - Issue 8 - 41
CIO Straight Talk - Issue 8 - 42
CIO Straight Talk - Issue 8 - 43
CIO Straight Talk - Issue 8 - 44
CIO Straight Talk - Issue 8 - 45
CIO Straight Talk - Issue 8 - 46
CIO Straight Talk - Issue 8 - 47
CIO Straight Talk - Issue 8 - 48
CIO Straight Talk - Issue 8 - 49
CIO Straight Talk - Issue 8 - 50
CIO Straight Talk - Issue 8 - 51
CIO Straight Talk - Issue 8 - 52
CIO Straight Talk - Issue 8 - 53
CIO Straight Talk - Issue 8 - 54
CIO Straight Talk - Issue 8 - 55
CIO Straight Talk - Issue 8 - 56
CIO Straight Talk - Issue 8 - 57
CIO Straight Talk - Issue 8 - 58
CIO Straight Talk - Issue 8 - 59
CIO Straight Talk - Issue 8 - 60
CIO Straight Talk - Issue 8 - 61
CIO Straight Talk - Issue 8 - 62
CIO Straight Talk - Issue 8 - 63
CIO Straight Talk - Issue 8 - 64
CIO Straight Talk - Issue 8 - 65
CIO Straight Talk - Issue 8 - 66
CIO Straight Talk - Issue 8 - 67
CIO Straight Talk - Issue 8 - 68
CIO Straight Talk - Issue 8 - 69
CIO Straight Talk - Issue 8 - 70
CIO Straight Talk - Issue 8 - 71
CIO Straight Talk - Issue 8 - 72
CIO Straight Talk - Issue 8 - 73
CIO Straight Talk - Issue 8 - 74
CIO Straight Talk - Issue 8 - 75
CIO Straight Talk - Issue 8 - Cover3
CIO Straight Talk - Issue 8 - Cover4
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