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Strategy

It’s Time to Make Strategic Business Agreements More Strategic

John Gunderson and Steve Gettleman cover three modern win-win strategies for negotiating SBAs.

July 13, 2022

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LeadSmart Technologies — a company that specializes in cloud-based CRM, channel collaboration and the customer intelligence market — and Moblico, a provider of mobile engagement solutions tailored to the needs of wholesale distributors, announced on Sept. 23 a "strategic partnership and technology integration."

LeadSmart Technologies — a company that specializes in cloud-based CRM, channel collaboration and the customer intelligence market — and Moblico, a provider of mobile engagement solutions tailored to the needs of wholesale distributors, announced on Sept. 23 a “strategic partnership and technology integration.”

They say a strong economy hides a lot of dysfunctionalities in a company. But when the going gets tough, it becomes easier to determine who your most valuable partners really are. With the economy potentially softening, manufacturers and distributors will need to put all their cards on the table to strengthen their chances of success. When we were on teams responsible for negotiating the manufacturer and distributor incentive agreements, our goal was to make the strategic business agreements (SBAs) a win-win for both parties. It’s a lot easier to be winning together when business is growing…

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