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Are your alliances giving you the edge to compete?

Posted By Kimberly Miller on behalf of ASP, Thursday, May 11, 2017

Heading: Are your alliances giving you the edge to compete?

Worried your current ecosystem of strategic partners and alliances is not giving you the edge you need to compete?

Will that new entrant in the marketplace lead to an unforeseen disruption in your supply chain and customer base?  Is your market moving too fast to stay up with all the changes taking shape?  Are you measuring the success of your strategic alliances consistent with your updated strategy? 

Answers to these strategic issues can be found at the

Association for Strategic Planning's (ASP) 2017 Annual Conference
in Toronto, Canada on May 24 – 26 where
ASP is delighted to offer ASAP the member rate for the conference – a savings of $300!

Leading and Managing Strategy in a Disruptive World is a most fitting theme.

Whether a government agency, publicly traded company, private venture, non-profit or other mission driven organization, we are all facing the challenges of rapid change in turbulent times.  From regional political instability in Eastern Europe and challenges in the Middle East to uncharted political territory in the U.S. and the uncertainty in Europe with Brexit and the E.U., the ripples of these challenges impact all of us.

 

Uncertainty has become a way of life for all of us and our organizations.  We face rapid advances in and challenges from network effects, internet of things & digital, cyber-security, biotech and healthcare, business model innovation and disruption, just to name a few.

During the conference, we will explore many topics and learn about a range of techniques from futures and scenario planning to agile strategy management to measuring strategic impact and effective execution. 

Participate in pre-conference Master Classes on Wednesday, May 24th and learn from Frank Spencer how to think like a futurist and plan your new alliances before your competition or learn from Peg Anthony on how to leverage systems thinking to plan and react to disruptive market forces.  Hear how "agile" approaches can re-energize the way you think strategically about your alliances.  Hear how best to develop strategic measures of success of your partnerships.

On Thursday and Friday, May 25th & 26th, hear from strategy experts, including:                       

U.S. Cellular, Senior Director, Strategy and Corporate Development - Elliot Rawls     
Amtrak, Director of Project Management Center of Excellence - Jennifer Baker   
RBC, Royal Bank of Canada, Head of Strategy & Architecture - Paul Sturgess  
Kuwait Oil Company, R&D Senior Planner - Nadia K. AlZeabot
Sigilon, Chief Operating Officer - Devyn Smith

Come join ASP in Toronto and network with strategic management professionals from across the globe.  Share your experiences, learn from peers and make new connections.  Join us!

Click here to register now using the promotional code ASAP2017

See the full conference agenda here

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Equifax Walks the ASAP Awards Ceremony Red Carpet for an Unusual Alliance Management Program in the Consumer Credit Reporting Business

Posted By Cynthia B. Hanson, Friday, April 28, 2017
Updated: Thursday, April 27, 2017

It’s an opportunity for new perspective on the role of alliance management when an ASAP member forges untrodden turf. That’s what happened with Equifax, Inc., at this year’s annual Alliance Excellence Awards that took place at the 2017 ASAP Global Alliance Summit, “Profit, Innovation, and Value for the Part­nering Enterprise,” Feb. 28–March 2, at the San Diego Marriott Mission Valley, San Diego, California. The US consumer credit reporting agency was presented the Alliance Program Excellence Award for its exemplary partnering program in an industry where partnerships and alliance business models are still emerging. The company exceeded expectations with its scalable practices, tools, and methodologies to support successful formation and management of alliance portfolios over time. The program is applicable for multiple alliances, is repeatable, and has led to consistent multi-alliance performance.

The Alliance Program Excellence Award is presented to a single, specific company and its partnering capability, not an alliance. Winners build programs on efficiency, creativity, and an integrated suite of tools, processes, professional development/alliance professional certification, and other elements. I spoke with Joy Wilder Lybeer, senior vice president, enterprise alliances and insurance, about the changes that have occurred as Equifax, Inc. integrated the progressive program into the company structure.

What prompted you to look into partnering in an industry where you don’t see it often?
Equifax is well over 100 years old with a rich history and great success as a traditionaland perhaps some may have said“stodgy old credit reporting agency.” Today, Equifax finds itself right in the middle of the fin-tech industry, and of course, data management is one of our key competencies that will only become more significant to our business. One of our company’s core values is growth through innovation, and we recognize that partnering is vitally important to this value. The most successful companies realize that innovation is at its best when companies are open to great ideas regardless of the source, and are able to come together with others and identify points of joint value where respective capabilities form the perfect puzzle that drives new value for a particular industry or customer segment.

In what areas has the partnering program impacted Equifax to improve efficiency, revenues, innovation, etc.?
Partnering with others to extend distribution, connectivity, and innovation are the core components of alliance management at Equifax.

How has the program improved innovation?
When we come together with other firms for the purpose of innovation, we are able to leverage the partners’ intimacy with the end user and their core capabilities that we may not share. For example, by combining the data assets of our firm with another, along with the analytic capabilities and brand of a third firm, we created a new insight that helps lenders extend credit to more consumers due to the use of alternative data.

How has the program improved distribution?
Many of our partners distribute Equifax solutions, data, and insights on our behalf.  We are able to leverage the sales forces and distribution mechanisms of others in a very efficient way.

How has the program influenced the organizational culture?
The culture of Equifax is evolving to appreciate the benefits of working with and through third parties to accelerate innovation and growth. Working with a third party is now seen as a viable mechanism of growth, not a last resort.

What is your relationship with ASAP?

We are relatively new members of ASAP.  Three ASAP membersVantage Partners, Alliancesphere, and The Rhythm of Businessare three experts in this space who have been integral to shepherding our journey.

Tags:  allainces  consumer reporting  enterprise alliances  Equifax  Joy Wilder Lybeer  key competencies  partnering  partnering programs  partners 

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Can Partnering Keep Pace with the Speed of Digital Transformation? Salesforce’s Tiffani Bova, GE’s Karen Dougherty, NVIDIA’s John Fanelli and Others Tackle Seminal Topics at ASAP Tech Partner Forum

Posted By John W. DeWitt, Thursday, April 27, 2017

Remember the halcyon days when alliance management just meant making big one-to-one partnerships run smoothly? Remember when the channel just took your awesome products and pushed ‘em out by the thousands? Remember when your CEO wasn’t so concerned about the success of your alliances, channel program, and collaboration in general?  

Things change—in an eye-blink. While the fundamentals still matter very much, any tech veteran will tell you it’s a new game in technology partnering, whether they’re in strategic alliances, channel management, or other roles. Customers rule, ecosystems proliferate, silos get crossed (or crushed), competition (and collaboration) can emerge from anywhere, and no one goes it alone or with just one-to-one partners.

Tech partnering executives—both veterans and those newer in the role—now have a learning event of their own focused on what it takes today to succeed in tech partnering. Wednesday, June 7 will see the debut  of the ASAP Tech Partner Forum, “Collaborate at the Speed of Digital Transformation,” a one-day executive learning event to be held Wednesday, June 7, 2017 in Santa Clara, Calif., at the corporate campus of gaming video graphics processing leader NVIDIA.

Headlining the event are several featured speakers, including:

  • Karen Dougherty, vice president of channel and alliances at GE Digital
  • John Fanelli, vice president, product at NVIDIA Grid
  • Tiffani Bova, global customer growth and innovation evangelist at Salesforce

You may have caught Bova at the ASAP Global Alliance Summit in San Diego back in March. She’s a widely respected former Gartner analyst and popular keynoter. In San Diego, Bova challenged the audience to recognize how in the business-to-business world “customers’ and partners’ expectations are changing” thanks to technologies we previously considered relevant only in the business-to-consumer world. 

“How many of you took a training class to know how to buy from Amazon?” she asked to knowing chuckles from the crowd. “Yet when we show up to work we have a very different relationship with technology. We need to learn from B2C because it’s bleeding into B2B. I’m talking about the experience we all have as consumers.”

Bova won’t be the only provocative speaker on June 7 in Santa Clara.

“Prepare to think hard and have your conventional wisdom challenged,” promised ASAP’s President and CEO Michael Leonetti, CSAP, in a press release issued this week http://www.prweb.com/releases/2017/04/prweb14275335.htm. The ASAP Tech Partner Forum “brings together an all-star cast of presenters offering an eye-opening look at what it really takes to succeed when you collaborate at the breathtaking speed of digital transformation—which is sweeping every industry touched by new technologies, and disrupts no industry more so than high tech itself,” Leonetti added. 

Bova, Fanelli, and Dougherty will be joined on stage by other high-tech partnering executives and experts including Andres Sintes of Cisco, Jim Chow of Google, Maria Olson of NetApp, Olimpio DeMarco of NVIDIA, Mike Maturo of Relayware, Meaghan Sullivan of SAP, Brooke Cunningham of Splunk, and Gaye Clemson of Globalinkage Consulting.

The June 7, 2017 ASAP Tech Partner Forum will include five hours of in-depth executive learning content and three hours of networking. Continental breakfast, a networking lunch and reception, and two networking breaks are included in the cost of the event ($299 for ASAP Members, $399 for guests). Host Sponsor of the ASAP Tech Partner Forum is NVIDIA; the event will be at NVIDIA Corporate Headquarters, 2800 Scott Blvd., Building E, Santa Clara, Calif. Additional sponsors include Gold Sponsor SMART Partnering Alliance and Silver Sponsor BeyondTrust.

Read this week’s full press release at http://www.prweb.com/releases/2017/04/prweb14275335.htm. For additional information and to register for the ASAP Tech Partner Forum, visit www.asaptechforum.org

Tags:  allainces  ASAP Tech Partner Forum  B2B  B2C  BeyondTrust  channels  collaborating  Digital Transformation  GE Digital  High-Tech Partnering  John Fanelli  Karen Dougherty  NVIDIA  Salesforce  SMART Partnering  Tiffani Bova 

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NetApp’s Trackable System Garners Best Practice Accolades at ASAP Alliance Excellence Awards Ceremony: A Q&A with Ron Long, CSAP

Posted By Cynthia B. Hanson, Monday, April 3, 2017
Updated: Friday, March 31, 2017

Finding new ways to implement alliance management tools and processes is valuable for the entire ASAP community because it sets a new standard for best practiceswhether in the area of measurement, communications, conflict resolution, training, or other applications. This year the Innovative Best Alliance Practice Award was presented to NetApp at the 2017 ASAP Global Alliance Summit, “Profit, Innovation, and Value for the Part­nering Enterprise,” Feb. 28–March 2, at the San Diego Marriott Mission Valley, San Diego, California. This award highlights how NetApp has strived for exemplary partnering tools and practices. While many companies still try to manage partnering processes through spreadsheets, NetApp invested in technology and governance with stringent trackable processes that produce measurable results for its alliance co-selling program. The program assists NetApp and partner representatives proactively involved in account mapping, account planning, and pipeline management in the most difficult aspects of go-to-market alliances. The system also provides detailed reports on joint co-selling activities. I spoke with Ron Long, alliance director, who explained the progressive change undertaken that now acts as a valuable model for other companies tracking multi-alliance details.

What challenge were you problem-solving?
We were problem-solving the lack of ability to effectively manage and measure multi-alliance sales engagements. The challenge had to do with multiple partners pursing the same sale and having an impact when closing the deal.  The question was, “How does a system that is originated toward single-product sales measure revenue across several different companies?” We also wanted to improve the ability of teams to collaborate across multiple companies.

Describe some of the benefits of the new trackable system?
We were able to track investments and results, and that resulted in executive alliance growth. We also were able to track results for paying out commissions to salespeople. It was the impetus for growth and investment. When we could track those alliance partners, we had tangible data we could take to management and ask for investments for growth. Revenues have clearly improved through measurement and collaboration. We also use the system to set up sales pursuits to get partners to collaborate. This type of a problem is across multiple alliances, not just technology. Because it’s a problem that exists across multiple industries, it’s applicable outside the tech industry.

How did the new system evolve?
Two years ago, we started with some self-design, but we modified the sales tracking systems already in place with cloud technology, such as Salesforce.com. It’s adaptable because it’s a cloud-based service, and you can link in different information sources in the cloud. It’s easier to link that in than to do an in-house modification system. For governance, we do quarterly APRs, and each of the alliance leads added tracking of their progress, pipeline, revenue, investments, and training to ensure that what we’re doing plan-wise meets with results.

What ASAP tools and practices were useful when designing the system?
The greatest benefit came from ASAP Summit sessions that had to do with the overall management of multi-alliances. Also, we used several ASAP best practices as guideposts.

Tags:  alliance management  Alliance Managers  collaboration  governance  innovation  Innovative Best Alliance Practice Award  multi-alliances  multiple alliances  NetApp  partners  Ron Long 

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‘A Common Vocabulary of Collaboration’: ASAP Announces Publication of ISO 44001 Standard for Business Collaboration

Posted By John W. DeWitt, Friday, March 31, 2017

On March 27, ASAP officially announced http://www.prweb.com/releases/2017/03/prweb14185234.htm the publication of ISO 44001, an international standard providing common frameworks, standardized terminology, and assessments for business collaboration.

“The way organizations collaborate and work together might be the most important capability organizations need to survive the accelerating pace of change in the twenty-first century,” commented Ron Ricci, vice president, customer experience services, Cisco. “ISO 44001 creates a common vocabulary of collaboration, with tools and ways to work together on common goals, while recognizing and respecting the cultural and other authentic differences between people and their organizations. That’s why the simple principles in this standard are so amazing.”

The International Standards Organization (ISO) published ISO 44001 under the title “Collaborative business relationship management systems — Requirements and framework.” As a nonprofit, ASAP has served as the lead organization on the American National Standards Institute (ANSI) Technical Advisory Group (TAG). ASAP’s alliance management frameworks and certification program have guided the development of the standard.

According to US TAG member Parth Amin, CSAP, principal of Alliance Dynamics, “The ISO 44001 standard provides several components that create the common ground needed to support business collaboration among diverse organizations and individuals in any industry, as well as government agencies, nonprofits, and academia.” These include common assessment using a relationship maturity index, a common framework using a disciplined, phased approach, and a standardized terminology, Amin added.

“A standard raises the visibility of business collaboration and awareness that there is a process model and a set of skills for collaborating effectively,” commented Norma Watenpaugh, CSAP, founder and CEO of Phoenix Consulting Group, who serves as leader of the US TAG. “One of the myths to dispel is that adopting a collaboration standard is restrictive. It’s a framework, not a hard-and-fast checklist or set of rigid procedures,” Watenpaugh emphasized.

The US TAG—which also is the US delegation to ISO—includes executive representatives from diverse sponsoring organizations and companies. TAG members whose companies have provided sponsor funding for the collaboration standard development include Ron Ricci of Cisco, Ravi Rajagopal of Verizon, Nimma Bakshi of PwC, Parth Amin (formerly of funding sponsor Vision RT) and Alekzandr Zuhk of Business Relationship Management Institute (BRMI). Other members of the US TAG include Watenpaugh, Michael Leonetti of ASAP, along with Michael Young of biomedwoRX, Ann Trampas, CSAP, of the University of Illinois, Chicago, Bryan Stamford of BAE Systems, David Luvison, CSAP, of Loyola University, and Greg Burge, CSAP, of California’s San Mateo County.

“The US Technical Advisory Group that has worked very hard to make this standard possible,” said ASAP President and CEO Michael Leonetti, CSAP, who serves as chair of the US TAG. “A disciplined, proven framework and common language enable companies to partner more quickly, with more confidence, and with more consistent strategic performance. … ISO 44001 offers business collaboration ‘superstructure’ or ‘meta-framework’ that aligns and integrates with ASAP’s frameworks, best practices, measurement systems, and certifications.”

For more information, read the full announcement http://www.prweb.com/releases/2017/03/prweb14185234.htm, see additional coverage in “The Close” in the Q1 2017 issue of Strategic Alliance Magazine, and check out the lead story in the March 30 edition of eSAM Plus

Tags:  Alliance Dynamics  American National Standards Institute  ANSI  business collaboration  Cisco  collaboration standard  international standard  ISO 44001  Norma Watenpaugh  Parth Amin  Phoenix Consulting Group  relationship maturity index  Ron Ricci  standardized terminology  TAG  Technical Advisory Group 

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