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Partnering and Digital Transformation: A Preview of the June 7 ASAP Tech Partner Forum with Erna Arnesen, CSAP

Posted By John W. DeWitt, Monday, June 5, 2017

A highlight of the 2017 ASAP Global Alliance Summit in San Diego was spending some quality conversation time one evening with Erna Arnesen, CSAP—a well-known and widely respected figure not just within ASAP but also in the high-tech community, where she’s been recognized as one of “Silicon Valley’s Women of Influence” by the Silicon Valley / San Jose Business Journal. Erna—who is chief channel and alliance officer at ZL Technologies—flew into San Diego and arrived at the Marriott Mission Valley in the late evening as I was chatting in the closed hotel bar with Greg Burge, CSAP, immediate past president of the ASAP Silicon Valley Chapter. She must have been tired, but the always-friendly Erna joined us and, at Greg’s prompting, recounted several experiences “back in the day” as one of the late Steve Jobs’ right-hand executives at NeXT (remember that very cool black workstation?). I asked her point-blank what the famously mercurial Jobs was like to work with. She recalled a number of times when Jobs was amazingly gracious—but had a different memory of the day Jobs got the news she was leaving the company for another position. (You’ll have to ask her yourself for the details.)

I caught up again with Erna this week upon her return from a European business trip. Her latest endeavor on behalf of the ASAP and high-tech community is helping to organize the Wednesday, June 7, 2017 ASAP Tech Partner Forum. Since January, she has been working with Greg and a core group of other leaders in ASAP’s Silicon Valley Chapter, including current chapter president Ana Brown, CSAP, of Citrix, Norma Watenpaugh, CSAP, of Phoenix Consulting Group, and Jennifer Ames-Hoskins, CA-AM, from Microsoft, along with ASAP staff executive Diane Lemkin. The event—focused around how to “collaborate at the speed of digital transformation”—is hosted by gaming processor board maker NVIDIA.

Erna also is the facilitator of a pivotal panel discussion on “Strategies You Need to Partner Everywhere,” where she will be joined onstage by Steen Graham, general manager, IoT ecosystem/channels, Internet of Things Group, Intel, Maria Olson, CSAP, VP of global and strategic alliances at NetApp, and Andres Sintes, Cisco’s global senior director, partner GTM, digital transformation & IoT. I asked Erna to talk about how the ASAP Tech Partner Forum came about, and what she plans to discuss with her fellow panelists.

ASAP Media: How did the ASAP Tech Partner Forum come about?

We knew about how the ASAP BioPharma Conference got started a few years back. We thought we’d start with a one-day event that would be a Tech Partner Forum—something specifically centered in Silicon Valley, less time-consuming than a multi-day summit, primarily targeting the Bay Area but encouraging people outside the region to come, and catering to high-tech partnering and strategy. Our first choice for location was Silicon Valley, not San Francisco, which is a different audience.  Silicon Valley attracts established companies as well as startups and has the big hardware and software players—SAP, Google, NetApp, Cisco, NVIDIA, etc. The audience is robust and we have quite a few Silicon Valley Chapter members attending. I see this as our opportunity to support our local high-tech ASAP membership and as an opportunity to engage non-members and expand the visibility of ASAP through both speakers and participation of attendees we could attract.

You’ve got an impressive and diverse lineup of executives from leading tech companies on the program and specifically in your panel. How is the day organized and what topics are you planning to tackle in your session?

Our theme is the strategy for partnering in the era of, and with the speed of, digital transformation and the Internet of Things. When we planned the program, we split the overall event into three major pillars:  strategy, execution, and tools. In the opening session NVIDIA will talk about the speed of alliances—they are known for being a fast-moving partnering company. Then there’s the strategy panel that I am moderating.  In the afternoon, execution and tools is the last panel of the day, prior to a networking reception.

In our strategy session, first of all, the Internet of Things (IoT) is really important to understand. What’s the ecosystem and channel strategy of companies around IoT? Two of the three speakers are focused on this as their full-time jobs—Andres Sintes and Steen Graham work on behalf of their companies to build ecosystems with partners that are expanding their footprint in digital transformation and IOT. We will start out with how to define IoT, the speakers’ role in go-to-market (GTM) strategy, and what’s the collaboration model for multi-vendor, multi-partner collaborations—more than two partners coming together, which is often the case for IOT and digital transformation.

ASAP Media will preview other critical and challenging topics on the agenda at the June 7, 2017 ASAP Tech Partner Forum in Part Two of our Q&A with Erna Arnesen. Learn more and register for the event at www.asaptechforum.org.  

Tags:  Andres Sintes  ASAP Tech Partner Forum  Cisco  Digital Transformation  Erna Arnesen  execution  Google  go-to-market (GTM)  Greg Burge  Internet of Things (IoT)  Jobs  Maria Olson  NetApp  NVIDIA  Partnering  SAP  Steen Graham  strategy  tools  ZL Technologies 

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