They are primarily vendors of or consumers of technology product. They act, organizationally, like either vendors or customers. It is hard to change the way in which in of these enterprises interact with each other. You should focus on an agreed set of objectives that can achieve results that are in line with the business objectives of all of the alliance partners. Cooperation, in this context, demands that the team members from each alliance partner treat team members from its alliance partners as if they were in their home organization.
Confidentiality is essential.
Although there are no secrets amongst alliance team members, information shared must not be communicated outside of the alliance team. Each alliance partner must recognize the complementary competencies of other alliance partners. And they must call on these competencies when they are required. The alliance culture should become unique and be reflective of the combined value that each of the alliance partners bring. Recognize and understand the value of each partner s competencies.