Partners > Strategic Partners
Strategic partnering is something everyone talks about, however, rarely
are these relationships implemented or developed in a successful manner
At Harmonix our company, our sales people and our marketing efforts use
partnerships as an advanced form of selling. Strategic alliances are critical
elements to our business strategies. No organization can do everything.
Harmonix is built on the realization that alliances are a powerful means
of enriching the solutions and value we provide our customers; improving
our access to new markets and customers, and growing our own knowledge,
capabilities, within different vertical markets. We extend our core competencies
through entering into relationships with organizations that have a vision
and capabilities that complement ours.
We believe in creating relationships that produce meaningful results,
for each party, requires hard work and a personal commitment. Based on
our experience, effective partnerships can be expressed in the following
(SR)3 +( SV)2 = High Effectiveness
Stated differently, effective partnerships are a combination of the following
- Shared Risk: Each partner bears a fair and appropriate
share of the risk in the alliance. No partner has a disproportionate
level of risk.
- Shared Resources: Each partner commits an appropriate
proportion of the resources, whether they are capital, people, knowledge,
technology or other.
- Shared Rewards: Each partner shares appropriately
in the rewards, the partners work together to create mutual wins.
- Shared Vision: The partners share a common view of
the objectives, results and outcomes of the alliance. They share a common
vision of the importance of the relationship.
- Shared Values: They share common value systems and
complementary cultures. This shared value system is the bedrock of the
relationship, providing the means, motivation and commitment to resolve
problems with the relationship and growing the relationship.
Without each of these elements, the partnership is unbalanced and unaligned.
The more unbalanced the relationship, the higher the likelihood that the
partnership will fail to achieve its objectives. We all know that if the
all the risk is borne by one partner, that partner will feel that they
are being taken advantage of. A lack of alignment in the relationship
sows the seeds of distrust driving the alliance into a death spiral.