Event Details

10 Aug 2010

Product Management Morning Forum | Soiree of the Chimp and Gorilla: A Framework for Partnering

While the pay-off for partnering with an industry stalwart or “gorilla” is potentially high, smaller companies (“chimp”) too often ‘jump in’ into a partnership without fully realizing the requirements, investments or setting realistic expectations.  Companies frequently embark on a “soiree” as they tango back and forth to figure out how to get the most out of a relationship.  This presentation is ideal for IT vendors (e.g., ISVs, systems integrators, solution providers) that are exploring a relationship or seeking increased traction with a larger or mega vendor. 


  • A framework to assess the why, what, how and when to partner
  • Contrasting goals and outcomes between the chimp and the gorilla
  • Partnering models and how they are relevant to goals and outcomes
  • Readiness to partner, from the eyes of the gorilla
  • Approaches to the soiree, best practices and pitfalls

Discussion Facilitator:

With a passion for driving adoption of new technologies and solutions with partners, Su Lim has a track record in growing business and go-to-market with strategic alliances and the channel.  Most recently, as Director, Business Development, EMC, Su led a pilot program that successfully demonstrated the monetization of a data warehouse appliance co-architected with an ISV, and its impact on EMC storage sales.  Prior she had opened a new distribution channel for Hewlett Packard; increased resale of new Oracle software by driving strategic channel initiatives; and rejuvenated sales of HP Microsoft services and Apple notebooks through channel demand generation.  Su has over fifteen years of high technology leadership in partner development, alliance management and go-to-market. http://www.linkedin.com/in/sulim.

Mark Your Calendar Now!

10 Aug 2010

Il Fornaio, 302 South Market Street San Jose, CA 95113 (408) 271-3366 [Google Map]

8:30AM to 10:00AM
This is a must attend roundtable for product professionals who want to understand the value and use of market simulation tools.

Register: please RSVP to egh@mktgmech.com no later than noon Monday, July 12, 2010, or contact Ellen Grace Henson at 408-292-7476 directly. Cost: $5 for members and $15 for nonmembers; everyone picks up own breakfast tab.



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