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The Art of Strategic Partnering: Dancing with Elephants Paperback – June 7, 2018

4.3 4.3 out of 5 stars 90 ratings

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Packed with practical suggestions, examples, and tactics...
–Geoffrey Moore, author of
Crossing the Chasm

A must-read for any company ready to grow…
–Kevin Ichhpurani, Corporate Vice President, Google

The Art of Strategic Partnering is a how-to guide for creating and managing successful strategic partnerships. Written for entrepreneurial leaders and executives, this book shows you how to grow a company and achieve game-changing results. Learn tried-and-true lessons from a Silicon Valley industry expert who has successfully negotiated and managed over 150 strategic partnerships.

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Editorial Reviews

About the Author

MARK SOCHAN is a high-tech executive, entrepreneur, consultant, and speaker. For over 25 years,
he has successfully managed hundreds of strategic partnering initiatives and has been involved in numerous mergers and acquisitions. He has grown revenue for a list of prestigious clients, including Cisco, Microsoft, VMware, IBM, SAP, Capgemini, and Accenture. Sochan's unique experience on "both sides of the table" provides the foundation for his ability to successfully manage complex business relationships.

Product details

  • Publisher ‏ : ‎ NAK Publishing; First Edition (June 7, 2018)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 146 pages
  • ISBN-10 ‏ : ‎ 1732399808
  • ISBN-13 ‏ : ‎ 978-1732399808
  • Item Weight ‏ : ‎ 7.4 ounces
  • Dimensions ‏ : ‎ 6 x 0.33 x 9 inches
  • Customer Reviews:
    4.3 4.3 out of 5 stars 90 ratings

About the author

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Mark Sochan
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Mark Sochan is a high-tech executive, entrepreneur, consultant, and speaker. For over 25 years, he has successfully managed hundreds of strategic partnering initiatives and been involved in numerous mergers and acquisitions, and has grown revenue for clients such as Cisco, Microsoft,

VMware, IBM, SAP, Capgemini, and Accenture, to mention

only a few.

Mark’s unique gift is his experience on “both sides of the table,” with an ability to successfully manage complex partner relationships. He has a passion for partnering and partner ecosystems and has worked with the “big guys” as well as with smaller companies and startups on how to build, fund, run, and sell businesses in the competitive and ever-evolving technology realm.

Early in his career, Mark joined a startup called Crystal Decisions (later acquired by Seagate Technology) and built out an OEM channel of over 150 strategic partners. He moved to Silicon Valley and joined another startup called TopTier Software, and then as VP, Business Development, he successfully created strategic partnerships with large vendors, including SAP, Microsoft, and IBM. This led to the acquisition of the company by SAP in 2001. He continued his career at SAP as a Vice President of Business Development responsible for Business Development, Strategic Partnerships, and Merger and Acquisition activity. He launched the SAP Developer Network (SDN) and grew it from zero to 100,000 developers in the very first year. From there, Mark went on to become CEO of Partnerpedia, an innovative enterprise software company, which was successfully sold to BMC Software, delivering multi-million-dollar payouts for investors.

Today, Mark is an independent consultant and an investor at Partner Accelerators, a technology company based in California, where he consults and speaks on partnership strategies, business development, and positioning for startups. When he has time to enjoy his sunny state, he enjoys flying his Piper Lance and spending time with his three sons. He is also an active musician and plays bass in a number of local cover bands.

Customer reviews

4.3 out of 5 stars
90 global ratings

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Customers say

Customers find the book easy to read and understand. It provides a straightforward guide for creating and forming corporate partnerships. Readers appreciate the concise content without unnecessary details.

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24 customers mention "Readability"24 positive0 negative

Customers find the book easy to read and understand. They say it's a great guide for anyone embarking on corporate partnerships, an essential handbook for entrepreneurs, and a quick read for companies considering or on the verge of entering into partnerships. The clear guidance and valuable guideposts are appreciated by readers.

"...It was a quick read and packed with good information that has already changed the way I look at business relationships in the context of my own..." Read more

"...For those interested in this field, you will find clear guidance from Mark's book and let me tell you it is 100x more useful than any other "..." Read more

"Wonderful ideas stated extremely well. Mike Paioni" Read more

"Good quality book." Read more

3 customers mention "Fluffect"3 positive0 negative

Customers appreciate the book's content. They say it has relevant information without extra fluff.

"...This book doesn't bother with extra fluff - the author gives you the 100 pages of content you need so you can move on!" Read more

"Every page has significant value! There is no fluff here only valuable guideposts to success." Read more

"relevant content, no fluff, 5 stars!..." Read more

Mark Sochan’s writing is clear and concise with many real-world ...
5 out of 5 stars
Mark Sochan’s writing is clear and concise with many real-world ...
Mark Sochan’s writing is clear and concise with many real-world examples. Provides practical suggestions to help corporate owners and M&A advisors avoid costly mistakes. Buy this book for a tremendous ROI!
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Top reviews from the United States

  • Reviewed in the United States on July 7, 2018
    I made this purchase at the recommendation of a friend even though the subject matter didn't seem particularly applicable to my field of work. In reading the book however, much like learning a new word seems to make it magically appear almost daily in conversation and print, I found that strategic partnerships began to show up all around me. I started looking at some of my own work relationships as strategic partnerships. Examining them with the principles the author discussed quickly proved to be very helpful.

    The author shares some incredible stories about his business life and the ample opportunities he had to be an integral part of strategic partnerships at every stage of the game. There is no doubt that he has the resume required to pen a manual on the topic. The material draws heavily from examples in the the tech sector, which is understandable considering that this is Mr. Sochan's field of expertise, but the anecdotes are clear enough so that they can be easily converted to other disciplines.

    It was a quick read and packed with good information that has already changed the way I look at business relationships in the context of my own small business. Excellent choice.
    One person found this helpful
    Report
  • Reviewed in the United States on November 25, 2020
    As someone working in the Alliances field of modern Tech, this book could not have been more spot-on in terms of content. Clearly Mark has been gained first-hand experience and it really shows. Countless times I found myself nodding at the similar situations I have also been in, which is really interesting because it's sort of a niche field that I can barely even describe to non-tech folk. So to see validation of someone mapping out their own path and experiences was worth every dollar for me, because it's simply not content you can find anywhere else.

    For those interested in this field, you will find clear guidance from Mark's book and let me tell you it is 100x more useful than any other "Partnering" book I've picked up.

    Highly recommend, both for those in the field already or simply just curious about the subject matter. This book will leave you feeling confident enough to Partner with any elephant :)

    Great job Mark!!
  • Reviewed in the United States on July 1, 2018
    Wonderful ideas stated extremely well. Mike Paioni
  • Reviewed in the United States on December 8, 2024
    Good quality book.
  • Reviewed in the United States on March 27, 2021
    It's a quick read for those companies who are on thinking about or are on the verge of exploring a partnership or an alliance.
    One person found this helpful
    Report
  • Reviewed in the United States on July 2, 2018
    Extremely well written! Written by an innovative and incredibly successful business expert, the author shares his invaluable methods of strategic partnership. This book is also a great read. It's one of those books where you can almost hear the author talking directly to you! I've purchased several to give as gifts for colleagues and friends that I know will benefit from the information gained by the author from years of experience. I am certain this book will become required reading at all Business Schools worldwide. The cover says it all, Dancing with Elephants! Don't get crushed, do yourself a favor, increase your knowledge and benefit from Mr. Sochan's experience. Purchase this book now.
    2 people found this helpful
    Report
  • Reviewed in the United States on May 9, 2024
    This is the best book I've come across for Strategic Partnership. The Author's perspective on how, as a 'little guy,' you can approach and partner with big industry 'elephants' to gain explosive growth and a competitive edge has completely changed our go-to-market. Highly recommend to ANY organization.
  • Reviewed in the United States on August 11, 2020
    A straightforward, concise read that walks through common types of partnerships, rationale for partnering, and a lightweight overview of structure, launch, and management. Generally geared towards technology partnerships, Mark provides commentary on various real-world examples such as Crystal Reports / Microsoft and Dropbox / Apple and provides several frameworks to take away from the book.

    I would recommend this book for someone looking for an introductory primer to the world of technology partnerships.

Top reviews from other countries

  • Yacine Mahdid
    5.0 out of 5 stars Fantastic book
    Reviewed in Canada on December 19, 2022
    Great book! Lots of real-life examples lived by Mark to prove his main points!

    It helped me in my company have a bit more clarity about how we could leverage strategic partnerships.
  • SG
    3.0 out of 5 stars Book material - the pages and print quality sub standard
    Reviewed in India on July 11, 2021
    For this price the paper quality and print both are low. I was disappointed as sson as I opened the book. I am thoroughly disheartened. I would like Amazon to look into the matter and see why this low quality...It looks worse than old school textbooks
    Customer image
    SG
    3.0 out of 5 stars Book material - the pages and print quality sub standard
    Reviewed in India on July 11, 2021
    For this price the paper quality and print both are low. I was disappointed as sson as I opened the book. I am thoroughly disheartened. I would like Amazon to look into the matter and see why this low quality...It looks worse than old school textbooks
    Images in this review
    Customer image
    Customer image
  • Cottage Lover
    5.0 out of 5 stars Great book for entrepreneurs
    Reviewed in Canada on June 21, 2019
    I found this book to be a quick and an enjoyable read. It has many good nuggets of information and is a great book to read after “The Innovator’s Dilemma; Clayton Christensen”. I personally find concepts easier to understand from the many anecdotes that the author Mark uses. It made me feel nostalgic for the early days of my career when my business partners and I were partnering with many companies, all of them much larger than us. I am going to recommend this book to all the startups that I am now working with.
  • FRANCISCO F.
    5.0 out of 5 stars Great Book!!!
    Reviewed in Canada on November 11, 2021
    Great concepts! Direct to the point and very relevant examples. Great book for anyone in sales and partnerships.
  • Amazon Customer
    5.0 out of 5 stars Essential read for founders and CEOs of both big and small companies
    Reviewed in Canada on March 13, 2019
    Partnership is essential for every business, but navigating the intricacies of forming positive, lasting, and effective business relationships is hard. Mark outlines a step by step approach, providing useful tips on how to overcome key challenges, as well as offering valuable insights. I would recommend this book to anyone running a business or business unit where forming and maintaining partnerships is necessary.