Development Proposal for Partnership Management Practices in the ICT company, Case: Nokia Siemens Networks

Abstract

The purpose of the study was to make the development proposal for further development of Nokia Siemens Networks Channel Partner Program. The main research problem of the thesis was: “to make proposal for development of Nokia Siemens Networks partner program”.

The framework which is used to conduct the development proposal consists of the Nokia siemens Networks’ company strategy and the current partner program, but also of the partner program literature review and the case study research of the chosen ITC companies’ partner programs.

It was found that the partner program structure should be created to be as simple as possible and to make easy adoption among channel members possible. The program should be transparent among the channel members and the program offerings should match with the channel members’ investment level. This was found to lead to higher channel satisfaction and increased partner motivation. Offering program benefits through specialization opportunities makes it possible to achieve these goals. Nokia Siemens Networks needs to plan the partner program structure and the offered benefits according to the company’s partnering strategy and goals.

The thesis left open fundamental question regarding the purpose of the partner program for Nokia Siemens Networks. In the further studies there would be needed to define the drivers behind Nokia Siemens Networks’ partner program and also the return on investment of a partner program for Nokia Siemens Networks.