The latest issue of Strategic Alliance Magazine, Q3 2015, now available to ASAP members, invites readers to explore a paradigm shift occurring in the life sciences and healthcare industries (and many others too). Veteran alliance executives discuss how to adapt, lead, and orchestrate in new and innovative ways, as cross-industry collaborations proliferate thanks to high tech and other industries entering the traditional biopharma and healthcare arena. Alliance managers are challenged to read the tea leaves and adapt to customer-centric trends and other drivers forcing change.
SAM Q3 2015 also provides a preview of the 2015 ASAP BioPharma Conference that took place in Boston Sept. 9-11 “Alliance Expertise at the Forefront: Leadership for the Ecosystem.” Highlights include the opening evening keynote on the analytics-driven innovative partnerships Boston-based Berg Pharmaceuticals has formed with research hospitals, as well as three “ASAP Quick Takes” given by IBM Institute for Business Value's Heather Fraser, Janssen Pharmaceutical Companies of Johnson & Johnson’s Cindy Warren, and the Alzheimer’s Association’s Lenore Jackson-Pope. The talks were preceded by professional development workshops and followed by a rich selection of educational sessions.
In our quarterly Alliance Champion feature, I interviewed Leona Kral, CSAP, of Verizon, who offered insights on driving revenue in channel management. Adaptation, agility, and innovation are critical components for alliance managers dealing with a fluid business environment, and that requires a wardrobe of hats alliance managers can wear to compliment their changing roles, she advises. Kral joined with her Verizon colleague Karen Robinson, CSAP, to present ASAP’s September Netcast Webinar, “What in the World are Two Alliance Professionals Doing in the Channel?” available for viewing in the ASAP Member Resource Library.
Continuing in the same vein of exploring the challenges (and opportunities) in channel sales partnerships, Dede Haas, CA-AM, founder and president of DLH Services, outlines the problems that make channel partners unhappy with vendors, and then offers practical advice from experienced channel executives on how to improve such collaborations through trust-based relationships.
The magazine also spotlighted how corporate member Dassault Systèmes and its partners use three-dimensional visualization technologies and collaborative tools—in the process changing the way business is being done in industries ranging from manufacturing and high tech to architecture and engineering, as well as in the public sector.
In the magazine’s quarterly editorial supplement, sponsored by Eli Lilly and Company, Michael Berglund, CA-AM and David Thompson, CA-AM, explore the powerful impact of the “conviction curve” on whether or not decision-making processes are actually collaborative. Berglund also delved into the topic in his well-attended workshop at this month’s ASAP BioPharma Conference, honing in on the crucial distinction of “Are We Negotiating or Collaborating?”
“Are you ready to thrive at the center of the action?” asks executive publisher and ASAP President and CEO Michael Leonetti, CSAP, in his engaging Up Front editorial. Alliances are taking new forms as partnering proliferates across the new ecosystem, and this issue of Strategic Alliance Magazine appropriately points out that alliance management needs to be embedded and is an essential component to the culture of today’s business enterprises if they are to adapt and proliferate in the emerging ecosystem.