The Crucial Role of a Lead Partner in Complex IT Projects

Modern businesses are built on a collection of hardware, software, and services produced by dozens of vendors. The average enterprise uses more than 1,000 applications. The average desktop kit uses over three dozen devices and applications, many made by different companies. And emerging integrated systems rely on myriad technologies in data centers and cloud services.

Your business may have even more layers to contend with.

But even if you’re a smaller business with only a few components in your tech stack, I know that you’re probably working harder than you should each day just trying to keep things working optimally.

The complexity of managing any business's technology infrastructure can be overwhelming, even for the most experienced IT professionals. With the vast array of technology options available, no single IT team can possess all the expertise and resources required to design, acquire, and operate complex IT systems, regardless of company size.

This is where the need for a lead partner becomes apparent, as they can provide the necessary guidance and support to navigate this technological landscape.

Nearly every technology vendor has an ecosystem of IT professionals, including resellers, system integrators, service providers, independent software vendors (ISVs), technology alliance partners, and consultants. These partners provide the expertise and resources you need to build complex systems. But even if they can't offer everything your business needs, this is where the importance of collaboration in the IT industry comes into play. Even the most capable IT partners must work in coalitions to meet the diverse needs of modern businesses.

While your IT teams must work with multiple vendors and support partners, a good best practice is appointing a single lead partner to coordinate project activities. This strategic move not only relieves you of the burden of managing and coordinating multi-party projects but also allows you to focus on your core business activities, reducing the stress and workload on your team.

The Lead Partner's Role

A lead partner is like a general contractor or a primary project manager for complex IT projects. They will create a coalition of other providers to meet your project objectives, or they can act as project managers in coordinating the vendors and service providers you choose. In either scenario, the lead partner is acting on your behalf to ensure the project is not just completed, but completed to the highest standards, providing you with reassurance and peace of mind about the project's successful completion.

Why have a lead partner? Here are a few reasons.

• Technology expertise and relationships: A good lead partner is an expert in their specific domain but also has relationships with complementary vendors and service providers that complement what they deliver. A lead partner can create complex systems through peer-level collaboration by having expertise and extended relationships.

• Planning and coordination: You may find that your technology projects often involve several discrete projects that add to total systems. Piecing these different activities requires planning and coordination. A good lead partner will not just coordinate activities but set a schedule to ensure the other projects come together at the right time.

• Simplified sourcing: Your IT buyers must deal with multiple contracts, payment terms, and processes when dealing with various vendors, suppliers, and service providers. However, you can source most or all your products and services through a single provider under one contract by working with a lead partner.

• Speed and quality: A lead partner bears responsibility for scheduling tasks and managing quality expectations. Through the division of labor, they can appoint the right integrators and service providers at different times, ensuring the job is done on time.

• Consistency: Every technology company has different operating and engagement models, which can create complexity and varying experiences for you. A lead partner can act as a buffer; they'll deal with the different respective actors and ensure that you have one, consistent experience.

• Accountability: When things go wrong in a project (and something always goes wrong), you'll have difficulty exercising accountability when you have multiple providers. A lead partner is the single point of accountability. If something goes off track, you can hold the lead partner accountable. In turn, the lead partner can hold others in the network accountable.

Selecting the Right Lead

Not all partners in vendor ecosystems are equal in capabilities. Your product vendors and consultants can recommend who could participate in your projects. Selecting a lead partner, though, requires due diligence – especially if you're starting a new relationship. You should consider the following qualities when selecting a lead partner.

• Expertise and experience: The lead partner should possess deep knowledge and experience in the relevant technology, industry, or field. Their expertise should complement the project's needs and help navigate potential challenges.

• Capabilities and capacities: A lead partner should have enough resources in management and technical expertise to manage your project.

• Ecosystem network: A lead partner should have relationships with vendors, integrators, service providers, and other technology resources to complete your project with the right products, services, and support required.

• Financial resources and stability: When sourcing products and services on your behalf, a lead partner often takes intermediary financial responsibility for purchases. You must ensure that they have the financial standing to handle the coordination of sourcing and the services you need.

• Presence: It's not enough for a lead partner to have expertise and relationships; they also need to be present where the project is happening. You can have a good lead partner in one region but may need another partner in other markets.

• Track record of success: A lead partner should have a proven record of success with other customers in similar engagements. You should check with their previous customers to ensure they can meet your expectations and provide good experience.

In today's complex technological landscape, a lead partner is not just a luxury; it’s necessary. A well-chosen lead partner can streamline operations, ensure consistency, and provide a single point of accountability for your IT projects.

By carefully considering factors such as expertise, resources, and track record when selecting a lead partner, you can leverage this relationship to achieve your technological goals more efficiently and effectively. Ultimately, the right lead partner becomes an extension of your team, helping you harness the power of technology to drive your business forward in an increasingly digital world.

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Larry Walsh is the CEO, chief analyst, and founder of Channelnomics. He’s an expert on the development and execution of channel programs, disruptive sales models, and growth strategies for companies worldwide.

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Editor’s Note:

Want more advice from Larry? Start here:

Working with Partners Means Never Going It Alone