Alliance co-commercialization

Use this when a strategic alliance needs joint selling governance. Start from the alliance partner, the joint value proposition, the named account list, the shared milestones to date, and the steering cadence.

Set the operating model first

Write one model doc, signed by both sides: joint account targeting rules, ownership split per motion, the escalation path, and the steering cadence. A motion with no owner is paused until it has one.

Target accounts jointly

Score the overlap list, tier it, and assign one owner per side per account. Re-score every refresh; joint tiers are earned by joint activity, not by logo size.

Prep and follow through on steering

Prep every joint steering committee as a pack: milestones hit and missed in FACT numbers, the decisions needed, and the dated asks of each side. Follow every steering with written minutes, owners, and dates. No pack, no steering.

Hold both sides accountable

Track shared milestones: sourced pipeline, co-sell win rate, and launch or integration dates. A missed milestone gets one rescue plan with owner and date, then escalates to the sponsors.

Resolve conflicts through the model

Deal-registration clashes, messaging drift, and delivery slips each have a named arbiter and a dated ruling. Log every ruling with cause so the next clash reads the precedent.

What you hand back

The operating model, the joint target list with dual owners, the steering pack with minutes, the milestone accountability read, and the conflict log.

Fallbacks

No joint list means you draft the overlap from CRM and partner data and mark tiers INFERENCE. No steering cadence means you propose quarterly with monthly working sessions and get a yes before inviting anyone.

Approval gate

Nothing goes to the partner and no joint commitment is made without your explicit yes. Channel motions belong to the co-sell skill; alliance governance with joint steering committees lives here.