Forming successful partnerships can help businesses expand their capabilities and reach new markets. However, proposing a partnership needs to be done strategically in order to convince the other party of the benefits and potential for success. This blog will look at case studies of 3 successful partnership proposals to identify what made them stand out. Each proposal highlighted clear value for both partners, a well-defined plan for collaboration, and mutual commitment to achieving common goals.

Case Study 1: Apple and IBM Partnership

Heading: Focusing on Shared Customers

In 2014, Apple and IBM announced a major partnership to combine their respective strengths in personal computers and business IT solutions. Both companies recognized an opportunity to better serve the needs of corporate customers who were bringing consumer devices into the workplace. The proposal emphasized how the partnership would:

Deliver business-specific apps and services onto iOS devices to give employees mobile access to enterprise systems like ERP while maintaining security and management controls.

Integrate IBM's analytics, security and cloud offerings with Apple's hardware and operating system platforms.

Provide IT support through IBM for deployment and support of iOS devices across entire organizations.

Jointly develop and market packaged solutions around specific verticals like healthcare, finance and retail tailored for shared customers in those industries.

Heading: Clear Division of Responsibilities

The proposal outlined clear roles for each partner - Apple would focus on hardware design, OS development and consumer experience while IBM brought its expertise in enterprise solutions, big data analytics and global services delivery. This avoided potential conflicts and assured both that the partnership would utilize their unique strengths without disrupting existing business models or competitive positioning.

Heading: Measurable Goals and Milestones

Apple and IBM also committed to specific goals like supporting 100,000 mobile systems and packaging over 100 enterprise-ready solutions within the first 2 years. Such quantified targets convinced stakeholders on both sides that the partnership had a clear roadmap for value creation that could be measured along the way. This increased confidence for committing investments and resources long-term.

Case Study 2: Spotify and Google Cloud Partnership

Heading: Leveraging Complementary Technologies

In 2019, streaming music giant Spotify partnered with Google Cloud to migrate major portions of its data infrastructure. As a platform dependent on massive user data, Spotify recognized Google's leadership in scalable cloud computing and data analytics. Meanwhile, partnering with such a prominent SaaS company gave Google an opportunity to showcase its cloud capabilities.

The proposal emphasized how Spotify would utilize Google technologies like:

BigQuery for petabyte-scale data warehousing and analytics of listener preferences, locations, etc.

Cloud Spanner for seamless scaling of its database systems supporting over 200 million users.

Pub/Sub for near-real time event streaming across globally distributed systems.

This highlighted a strong technical fit between the complementary strengths of both companies.

Heading: Customized Implementation Support

The proposal also secured Google's commitment for deep, customized support over the multi-year migration project. This included providing on-site engineers, dedicated account management and optimized pricing/billing models to support Spotify's specific requirements.

This assurance of hands-on help convinced Spotify of Google's suitability as a long-term infrastructure partner capable of meeting complex enterprise needs - not just a generic cloud provider. It showed both flexibility and tangible support beyond standard service offerings.

Case Study 3: Disney and Snap Partnership

Heading: Engaging New Audiences through Innovation

In 2016, Disney partnered with Snapchat to develop augmented reality (AR) experiences leveraging Disney franchises like Star Wars, Frozen and Marvel. Both recognized AR and mobile storytelling as promising new frontiers, but individually lacked the expertise or content libraries of the other.

The proposal highlighted how together they could:

Pioneer interactive, immersive AR content exclusively for the Snapchat platform using Disney IP.

Deliver innovative experiences that appeal to Snapchat's youth-focused, 250M user base.

Experiment with new storytelling formats blending physical and digital worlds.

This demonstrated a shared interest in innovation beyond existing business models while ensuring each partner could attract new customer segments through the collaboration.

Heading: Balanced Give-and-Take

The agreement also called for cooperative marketing efforts - Disney would promote the AR experiences across its vast offline/online networks while Snapchat integrated them into trending stories and discovery features.

This balanced give-and-take approach alleviated concerns about an unbalanced partnership with one party solely benefiting. It highlighted mutual commitment to jointly enabling each other's strategic objectives.

Conclusion

In summary, the highlighted case studies showcase key elements common to successful partnership proposals: articulating clear value for both partners, delineating complementary strengths, committing dedicated resources, and establishing measurable goals and review processes. A well-planned, balanced proposal with mutual understanding builds the foundation for long-term collaborative success.

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