PARTNER ENGINEERING MANAGEMENT
Successful, long-term technology partnerships require careful management from inception to delivery. TechVM helps find the hardware suppliers, software firms, and value-added integration companies that meet your technology needs and then effectively engages, manages and drives these relationships to meet product development goals.
KEY FOCUS AREAS INCLUDE
- Build an alliance network of key software, integration, and component and board-level hardware providers by identifying, qualifying, and recruiting key partners with target market expertise and engineering service capabilities that meet your needs.
- Define, document, and maintain strategic alliance business plans with global technology partners that:
- State your specific development objectives, performance requirements, and quality standards.
- Establish formal engineering programs that align and drive partner development and support activities to your strategy and roadmap.
- Establish an agreed-upon process by which partner performance is measured (on-time delivery, quality, performance, compliance, etc.).
- Define rewards that drive partners toward meeting and exceeding goals (preferred partner status, program bonuses, partner recognition programs, etc.).
- Decrease development costs and TTM, improve bottom line business results and enable long-term repeat business.
- Execute and manage alliances, gaining partner commitment to the relationship.
- Manage and optimize partner on-boarding activity.
- Enablement: Enablement: Ensure partner has necessary development platforms and support infrastructure.
- Training: Ensure partner is well versed on coding style, quality standards, and your expectations on delivery and engagement practices.
- Promote partnerships within your company for the purpose of increasing visibility of partner offerings and reducing costs and TTM.
- Collaboratively work with your teams to plan and forecast technology requirements to provide an early framework for:
- Specifying key partner technology development requirements, detailing performance requirements, memory and processor efficiency goals, interface bandwidth, etc.
- Identifying partners and alternatives with capabilities to deliver products and services that meet your requirements.
- Developing business and costs models that align partner technology development with your strategic direction.
- Driving partners from around the world to prepare for and develop your roadmap requirements.
- Drive new partner market entry strategies, researching and documenting:
- TAM and SAM.
- Characteristics of target customers.
- Performance requirements.
- SWOT analysis.
- Key required partnerships.
- Product positioning.
- Sales channels.
- Cost structures.
- Known licensing bodies.
- Facilitate communications and relationships between key partners and your team to solidify the relationship and help drive future product direction.
- Lead and facilitate formal and informal partner reviews with CxO, Marketing, and Engineering groups.
- Build and strengthen relationships with partners, gaining partner commitment to develop product and service offerings that meet your technology requirements.
- Align partners to the alliance/business plan and your current strategic goals, providing guidance and positive direction.
- Define, document, and gain consensus on expectations and metrics by which performance will be measured (on-time delivery, quality, compliance to industry standards, and passing your acceptance testing).
- Drive global partners toward meeting and exceeding your development goals with incentive programs (preferred partner status, participation in joint development and promotional programs, financial rewards, etc.).
- Identify impediments impacting partner development schedules, developing a clear action plan to overcome obstacles.
- Identify new opportunities for partner technology development that decrease TTM, reduce costs, and provide new product functionality.
- Plan, drive, and champion highly technical, multi-party development programs that:
- Provide clearly documented objectives and confirm all parties are in alignment.
- Detail specifications, including processor, memory, I/O bandwidth, etc.
- Clearly delineate responsibilities, detail cross-dependencies, and validated timelines.
- Document risks and contingencies.
- Specify compliance requirements.
- Review and author engineering engagement plans, SOWs, RFPs, RFIs, product specifications, schedule of deliverables, and other related documents.
- Specify and document your conditions for acceptance and requirements for quality standards, inventory management, and support.
- Develop the value proposition and document features, performance, benefits, competitive advantages, and TTM for executive endorsement.
- Work with internal cross-functional teams to provide a financial forecast of each program that includes:
- Quantified and detailed business value of each engagement.
- Accurate tracking of resource allocation and deliverables.
- Statement of cash flows including: projected revenue impact, one-time development expenses and recurring expenses associated with manufacturing, inventory management, maintenance, and support.
- Negotiate detail-oriented, highly technical, multi-party contracts that align partners to your needs and achieve your goals:
- Commitment to develop platforms for target markets.
- Warranty protection, including maintenance, bug fix, and support services.
- Stated quality standards.
- Detail and document the scope of projects, including:
- Engineering specifications and performance requirements (processor utilization, memory utilization, sampling rate, sampling resolution, I/O bandwidth, etc.).
- Format of deliverables (source code, object code, linkable libraries, RTL, Verilog, etc.).
- Responsibilities clearly delineated for all parties.
- Compliance with industry standards, open source licenses, and coding style guides.
- Development schedules detailing milestone deliveries for each party.
- Acceptance criteria and process by which milestone deliverables are evaluated.
- Payment terms tied to milestone completion.
- Secure ownership and license rights:
- Upfront documented clarity on ownership of deliverables and derivative works.
- Development rights to modify, reproduce, and create derivative works of deliverables.
- Distribution rights to sell, distribute, and otherwise transfer deliverables to consultants, site locations, sales channels, and customers.
- Re-negotiate existing partnerships to maintain alignment with your current strategy and reduce costs associated with royalties, inventory management, returns, warehousing, shipment, consignment, etc.
- Minimize legal fees by obtaining upfront agreement on business and technology engagement details prior to legal resource involvement.
- Working with the legal team, establish standards based agreements for use with partners that clearly define partnership business and technical terms, minimizing contract amendments.
- Analyze how technologies are compiled, assembled, and linked to assess compliance requirements of partner and open source licenses. Provide recommendations for achieving compliance if needed.
- Develop and implement compliance processes for handling highly confidential information, including tracking access, encryption, and other handling requirements.
ACQUISITIONS & DIVESTURES
- Identify technology building blocks within planned divisional divestures and acquisitions.
- Summarize the impact divesture or acquisition will have on the rest of the organization and manage the fallout, including contract assignments and technology acquisitions.