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Roles and Responsibilities for Internal Partner Supporting Business Unit Functions.
Operational line managers of each business unit need to play a part in the ownership of the
alliance practice. Ideally, each business unit will coordinate closely with the alliance and
business development teams to ensure operational support to create value both internally,
and externally to the partner.
- Partner related functions (Legal, Finance, Business Ops, etc.) must be defined.
- Create accountability for functional support delivery (throughout “Partner Process”).
- Create accountability and support for Partner success (solutions to sales).
- Communication to Field Sales.
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