Table Of Content“This is one of the best written guides for creating alliance networks,
which are needed for success in highly global, complex and competi-
tive markets. It provides not only valuable academic concepts for
building and developing networks, but also sound practical ideas on
how to jointly develop value with partners. A must read.”
Jean-Christophe Visentin, Head of Strategic Alliances, Orange
Business Services
“In an increasingly globalized world, companies are faced with a
growing number of challenges—new regulations, disruptive technolo-
gies and evolving value chains. These are impossible to tackle alone
and require learning how to cooperate with others. The tools, anec-
dotes, cases and lessons from Network Advantage would be handy to
CEOs and corporate strategists who are looking to make alliances and
partnerships a source of competitive advantage for their organizations.
This book is a must read.”
Yash Khanna, Director, UK & Europe, Tata Consultancy Services
“In today’s world, cooperation is an important driver of business
success. Yet in the excitement following the announcements of new
alliances and partnerships, executives often approach them without
a truly strategic view of how they fit with their companies’ long-term
goals. The not-to-be-missed insights, ideas and tools contained in this
book will help all executives to not only ensure that each and every
alliance they form has a solid foundation, but also that the entire
portfolio of alliances helps their firm to achieve its objectives.”
Julie Wrazel, Ph.D., VP Strategic Alliances, Pacific Nanoscience
“Although many executives understand the importance of collabora-
tion, they lack the big picture of how all of their alliances and part-
nerships fit in a coherent whole. Network Advantage does a great job
of bridging academic research and practical examples to help com-
panies re-discover their competitive advantage. This is a great guide-
book to all senior executives.”
Marie-Noëlle Castel-Barthe, Head of Europe, Sanofi R&D Pharma
Alliance, Management and Partnership Department
Network AdvANtAge
N
etwork
A
dvANtAge
How to Unlock Value
from Your Alliances
and Partnerships
By Henrich Greve, Tim Rowley
and Andrew Shipilov
© 2014 John Wiley & Sons, Ltd.
Under the Jossey-Bass imprint, Jossey-Bass, 989 Market Street, San Francisco CA 94103–1741,
USA www.josseybass.com
Registered office
John Wiley & Sons, Ltd, The Atrium, Southern Gate, Chichester, West Sussex, PO19 8SQ, United
Kingdom
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Table of Contents
Acknowledgments ix
PrefAce xi
Introduction All Roads Lead to London 1
Chapter 1 Network Advantage: Making the
Stealth Bomber 23
Chapter 2 Comparing Network Advantage:
Sony versus Samsung 49
Chapter 3 The First-Degree Perspective:
Strengthening the Foundation of
Network Advantage 73
Chapter 4 The Second-Degree Perspective:
Understanding the Alliance Portfolio
Configurations that Deliver Network
Advantage 91
Chapter 5 Evaluating and Changing Your
Alliance Portfolio Configuration 117
Chapter 6 The Third-Degree Perspective:
Achieving the Status Advantage 143
Chapter 7 Assessing and Increasing Your Status:
Extracting Energy from Waves 171
vii
viii Network AdvANtAge
Chapter 8 Maximizing Network Advantage:
Designing Your Alliance Portfolio
Strategy 189
Chapter 9 Recognizing Patterns: Two Alliance
Portfolio-Building Styles 207
Chapter 10 Management Practices to Sustain
Network Advantage 225
Appendix One About Our Research 249
Appendix Two The Toolbox 257
Appendix Three Directory of Company Names 289
glossAry 291
Index 295
