Archived News

August 16, 2005
Leading mobile infrastructure company Apertio implements Partnership Development process
Apertio is the leading supplier of software infrastructure solutions to mobile, fixed and converged telecoms network operators. Already in partnership with Motorola, Telcordia and IBM, Apertio is being courted by traditional infrastructure providers and system integrators alike, who wish to ally themselves to this fast growing and successful business. Recognising the need to remain in control, Apertio commissioned the implementation of a Partnership Development process based on the istarisPartnerships programme. Adapted to meet Apertio's specific requirements and situation, the process has a full set of documentation identifying how potential partners are to be assessed and recruited, then taken through a series of activities to make them self-sufficient at selling Apertio solutions into target market segments. Templates have been provided to assist Apertio personnel to follow the process and ensure a consistency of approach. Wallace Ascham, Partner Marketing Director at Apertio said: "With the help we have received in putting this process together, not only do we now have a rigorously defined set of procedures based on real experience that will enable us to establish the partnerships we need to achieve our business objectives, but we also have the tools to run the process effectively and efficiently."