My Profile   |   Print Page   |   Contact Us   |   Sign In   |   Register
ASAP Blog
Blog Home All Blogs
Welcome to ASAP Blog, the best place to stay current regarding upcoming events, member companies, the latest trends, and leaders in the industry. Blogs are posted at least once a week; members may subscribe to receive notifications when new blogs are posted by clicking the "Subscribe" link above.

 

Search all posts for:   

 

Top tags: Alliance Management  collaboration  alliances  partnering  alliance managers  alliance  alliance manager  partners  The Rhythm of Business  ecosystem  Jan Twombly  partner  Strategic Alliance Magazine  partnerships  Eli Lilly and Company  governance  2015 ASAP Global Alliance Summit  biopharma  NetApp  partnership  ASAP BioPharma Conference  Healthcare  IoT  Jeff Shuman  strategy  Vantage Partners  2014 ASAP BioPharma Conference  Bayer  Cisco  innovation 

The Importance of Broadening Your Definition of ROI in Partnering from the Perspective of Cisco and Dimension Data

Posted By Cynthia B. Hanson, Thursday, February 8, 2018
Updated: Wednesday, February 7, 2018

I recently had the pleasure of interviewing Steve McGarr, senior director of the Cisco global partner organization, for the article “Saving Endangered Species, One Gigabyte at a Time,” which appears as a case study in the cover story on out-of-the-box thinking in the Q4 2017issue of Strategic Alliance Magazine. McGarr is also quoted in the same issue’s The Close column, “The Magic in Finding the Right Partner,” where he talks about the dynamic relationship between the two companies. Cisco and Dimension Data have partnered for the past 26 years, and their Connected Conservation technology to save endangered species is part of a series of projects the companies conceived that involve connected technology for societal good.

To celebrate their 25th anniversary of collaboration, the alliance partners kicked off 25 projects for creating social good, which landed them a spot as a finalist for an ASAP Alliance Excellence Award. Four awards will be presented at the upcoming 2018 ASAP Global Alliance Summit “Propelling Partnering for the On-Demand World: New Perspectives + Proven Practices for Collaborative Business,” March 26-28 in Fort Lauderdale, Florida, USA (see the official awards announcement at http://www.prweb.com/releases/2018/01/prweb15131526.htm). The following continues our conversation with McGarr beyond what appears in the Strategic Alliance Magazine article.

Your case study that appears in the 2017 Q4 Strategic Alliance Magazine describes your alliance to protect rhinos and other endangered species. What was the impetus for the project?

It’s important to me to care about the things that our partners and customers care about. It’s a guiding principle of Cisco. When considering the need for connected technology projects around the world, we asked “What are some of the problems that are plaguing South Africa?” Illegal poaching is one of them. As an American, we don’t see that every day. The more I understood the problem, the more it seemed like an opportunity to get Cisco involved. So Doc Watson of Dimension Data, myself, and local conservationists—people that lived in the bush country—discussed the possibility of creating a Cloud technology solution for the poaching problem near South Africa’s Kruger National Park.

The system is now in place and replicable for other endangered species. Are there similar applications for this type of security system?

 

This project emerged as a great use case opportunity for Cisco and Dimension Data to demonstrate the use of our technologies, architectures, solutions, and capabilities and demonstrate the applicability of this use case in industrial practice. The same methodology—the same idea using network architectures, sensors, Internet of Things software—has industry applications in border security, mining, and a variety of other industries. It was our idea to demonstrate these emerging technologies and have applicability in industry while doing good.

What other connected technology projects have you collaborated on recently?

Another project Cisco did with Dimension Data helps breast cancer patients in the United Kingdom stay connected. These women were talking about feeling isolated and wanted to be part of the community. So we created the Cisco Spark App to help them always be there for each other. When you are feeling powerless, technology that connects helps. The partnership allows us to imagine, build, deliver, and to help people while we demonstrate our technology.

What role did collaboration play in helping these out-of-the-box solutions become reality?

There are so many great individual siloed technology projects and creators that are in need of a platform. It reminds me of that commercial with a bank robbery in progress: If you are not connected to a platform, you are a car alarm going off in the night without any ability to analyze or act. Cisco and Dimension Data have been so wonderful to me and my teams—they allowed us to invest in projects like this to demo our technology. The supportive attitude was one of “Let’s demo it while we see societal value.” The companies have been partners now for 26 years. They have delivered in so many industries—too many to count. They see projects like this as an opportunity to really be immersive in the world. It’s so much fun, it really is. And sometimes magic happens—the right individuals, environment, capability, and you dare to speak and share your imagination. And we’ve been fortunate that our leadership rallied to our imagination. So I would encourage any reader to take a broad definition of ROI—that’s what we did. If you broaden your definition to include opportunities for societal value, replicability of technology, and solution standards—you will find that organizations want to invest. It’s going to pay off in ways you couldn’t even imagine. A broader interpretation will require a broader analysis of the benefit.

The 2018 Alliance Excellence Award Winners will be announced on March 27, 2018 at the ASAP Global Alliance Summit. Learn more about and register for the 2018 Summit—ASAP’s flagship event and the world’s largest annual gathering of partnering executives—at http://asapsummit.org/. Read more about all of the finalists for the 2018 ASAP Alliance Excellence Awards in the January 2018 edition of eSAM Plus. See the official ASAP announcement of the 2018 finalists at http://www.prweb.com/releases/2018/01/prweb15131526.htm

Tags:  ASAP Alliance Excellence Awards  Cisco  Cisco Spark App  Dimension Data  IoT  partners  ROI  societal value  Steve McGarr 

Share |
PermalinkComments (0)
 

Tiffani Bova, Global Customer Growth & Innovation Evangelist at Salesforce, Joins the ASAP Advisory Board

Posted By John W. DeWitt and Cynthia B. Hanson, Wednesday, February 7, 2018

Saleforce evangelist and former Gartner analyst Tiffani Bova has quickly become a familiar face in the ASAP community over the past year, presenting two well-received talks at ASAP events—first, at the March 2017 Summit in San Diego, and again in June, when Bova helped to kick off the inaugural 2017 ASAP Tech Partner Forum in Silicon Valley.

On Feb. 2, ASAP officially announced (see http://www.prweb.com/releases/2018/02/prweb15161458.htm) that Tiffani Bova, global customer growth and innovation evangelist at Salesforce, has joined ASAP’s global advisory board. As a high-tech industry thought leader, Bova watches overall market trends to uncover best practices on how to improve sales performance and enhance the overall customer experience.

“We are thrilled to have Tiffani as a board member. She has already made a significant impact by presenting in 2017 at two of ASAP’s four signature events, the ASAP Global Alliance Summit and the ASAP Tech Partner Forum,” said Michael Leonetti, CSAP, president and CEO of ASAP.

Bova is a respected former Gartner analyst and popular keynoter. In her talks at both 2017 ASAP events, Bova addressing ways companies of all sizes can create new business practices that leverage technology to strengthen collaboration with customers and partners and accelerate sales and growth. She challenged the audience to recognize how in the business-to-business world, “customer and partner expectations are changing” thanks to technologies that were previously considered relevant only in the business-to-consumer world. 

See the official ASAP press release at http://www.prweb.com/releases/2018/02/prweb15161458.htm. To learn more about Salesforce and how the company empowers companies to connect with their customers, visit www.salesforce.com.

Tags:  accelerate sales and growth  best practices  business-to-consumer  collaboration  Gartner  Salesforce  Tiffani Bova 

Share |
PermalinkComments (0)
 

ASAP Announces 2018 Alliance Excellence Awards Finalists—and the List Is Worth a View

Posted By Cynthia B. Hanson, Monday, January 29, 2018

ASAP officially announced (see http://www.prweb.com/releases/2018/01/prweb15131526.htm) this year’s finalists for the annual ASAP Global Alliance Excellence Awards, and the contributions of companies on the list are substantial—from unusual alliance key performance indicators (KPIs), to programs for crisis management, to collaborations to create social good, to consolidation of alliance data that provides visibility across the organization. The list goes on and on.

Nine candidates will vie for awards in four different categories: Alliance for Corporate Social Responsibility; Alliance Program Excellence; Individual Alliance Excellence; Innovative Best Alliance Practice. Winners will be announced March 27 during an end-of-day awards ceremony at the 2018 ASAP Global Alliance Summit, “Propelling Partnering for the On-Demand World: New Perspectives + Proven Practices for Collaborative Business,” to be held March 26-28 in Fort Lauderdale, Florida, USA.

The 2018 awards finalists that were singled out for their exceptional leadership and contributions are:

Amgen for a biopharma alliance program recognized for being founded on the three pillars of building a strong foundation with clear roles and alignment of strategic objectives and value drivers through a partnership; ensuring best practice execution on every alliance through an alliance kickoff and playbook; optimizing oversight of Amgen’s alliance portfolio.

Cisco-Dimension Data for their 25-year celebration of alliance success, a milestone that prompted them to kick off 25 projects focused on creating social good, ultimately resulting in a record year for the partnership.

Dassault Systèmes for putting together an effective social video marketing campaign to build awareness and spark interest among customers. The extent to which Dassault has embedded social video marketing into its partner program and scaled it across its technology alliance community is unusual, innovative, and engaging.

JDA for re-architecting its partner program in response to new market opportunities and a shift in customer demand for solutions in the cloud. The Partner Advantage Program launched in April 2017, employing many best practices of modern partner ecosystems.

Medimmune for an alliance information management system and dashboard reporting tools that enable widespread visibility of alliance performance in near-real time, including consolidation of alliance data that provides visibility across the organization.

Merck KGaA for collecting and managing some unusual alliance KPIs for value creation, risk mitigation, and problem solving, resulting in multiple improvements on several levels.

MSD–Julphar for forming the DUNES alliance to serve seven therapeutic areas for six countries in the Middle East and North Africa (MENA) region, a problematic area of the world for business development. Through the introduction of alliance management tools, processes, and training, the companies created sustainable businesses.

Pierre Fabre for successfully deploying SharePoint Alliance Management, which unifies how alliances are managed by providing common alliance management tools to more than 400 people; implementing tools that can be shared with partners; facilitating onboarding of new team members.

Shire for introducing a new best practice for partner crisis management, a unique approach for managing stakeholders through a crisis situation. Originally developed to help navigate a merger, it has since been tested and validated across several crisis situations.

2018 ASAP Alliance Excellence Awards finalists will be honored—and the winners announced—at the 2018 ASAP Global Alliance Summit, “Propelling Partnering for the On-Demand World: New Perspectives + Proven Practices for Collaborative Business,” to be held March 26-28 in Fort Lauderdale, Florida, USA. Learn more and register to attend at http://asapsummit.org/.  Read ASAP’s January 25, 2018 official announcement at http://www.prweb.com/releases/2018/01/prweb15131526.htm

Tags:  2018 ASAP Alliance Excellence Awards Finalists  alliance  alliance data  best practices  Cisco-Dimension Data  collaborations  crisis management  Dassault Systèmes  JDA  Medimmune  Merck KGaA  MSD–Julphar  Pierre Fabre  SharePoint Alliance Management  Shire  social good 

Share |
PermalinkComments (0)
 

Millennials, Entrepreneurs, and the Push and Pull of the Crowd—an Interview with Lorin Coles (Part Two)

Posted By Cynthia B. Hanson, Monday, January 22, 2018
Updated: Friday, January 19, 2018

During a recent interview for the Q4 2017 Strategic Alliance Magazine, I spoke with Lorin Coles, CSAP, CEO and managing director of Alliancesphere, an alliance management and collaboration consulting business, on the topics of innovation, out-of-the-box thinking, and creativity in business partnering (see “Giving Birth to Innovation: The Brainchild of Out-of-the-Box Thinking”). Coles had many insightful and inspiring ideas on the topic, and due to limited space, some of these ideas didn’t make it into the magazine.

Following is Part Two of our two-part blog post based on additional materials from the interview with Coles. We pick up the story of The Coca-Cola Company, which as looking to build joint, adjacent business models and innovation practices, and how Coles and the American Israeli Chamber of Commerce began working with Coke’s chief innovation officer across the brands to on a trip to Israel.

Coles: Israel is sometimes called “the start-up nation.” Tel Aviv feels like a combination of New York, Los Angeles, and Silicon Valley. People there have this belief that anything is possible, and it’s very contagious. They are not trying to do incremental innovation. They are trying to do breakthroughs. We put together meetings there with universities, venture capitalists, governments, entrepreneurs, and the incubator system. So everyone was well prepared with the kinds of things Coca-Cola was looking for to innovate. Coca-Cola already had a strong bottler in Israel but did not have a company-to-country innovation model. All kinds of deals and R&D came out of that. On the tech side, Weizmann Institute, Tel Aviv University, and the Volcani Institute ended up signing big agreements. Coca-Cola ended up creating a partnership with venture capital firms on the supply chain side. They created BRIDGE, and started looking at Israel from the tech, Internet, retail, and consumer side. It went from ingredients, supply chain, and water to information technology. That model has now been replicated around the world, including in China—both BRIDGE and an innovation hub were created. For me, all this falls under the umbrella of collaborative innovation, which involves collaborating and innovating differently by setting up hubs where certain parts of the world have capabilities.

The Crowd Factor
From the 1980s until now, I can track every big wave from a tech innovation standpoint. Over the past 40 years, the one thing I found was that every time disruptive tech occurred—you have the disruptor versus who is being affected—the leaders resist the change. They try their best, but in the end, the market wins. The customer is pulling it because:

  1. The experience is better.
  2. A network of ecosystem applications is built and driven around the change (the PC revolution and client server system drove it for many years, then mobile tech).
  3. Open systems, standards, and the market pull it (consider Über, it’s simpler and better than getting a taxi, it’s ubiquitous).

Read Part One of this blog for more insights from Lorin Coles, CSAP, and see ASAP Media’s in-depth interviews with Coles and other out-of-the-box thinkers in the Q4 2017 issue of Strategic Alliance Magazine.

Tags:  alliances  Alliancesphere  BRIDGE  collaboration  critical partnering  ecosystems  Entrepreneurial Innovation  Gen X  incubator system  innovation hub  lifecycle  Lorin Coles  Millennials  Strategic Alliance Magazine  supply chain 

Share |
PermalinkComments (0)
 

Millennials, Entrepreneurs, and the Push and Pull of the Crowd—an Interview with Lorin Coles (Part One)

Posted By Cynthia B. Hanson, Friday, January 19, 2018

During a recent interview for the Q4 2017 Strategic Alliance Magazine, I spoke with Lorin Coles, CSAP, CEO and managing director of Alliancesphere, an alliance management and collaboration consulting business, on the topics of innovation, out-of-the-box thinking, and creativity in business partnering (see “Giving Birth to Innovation: The Brainchild of Out-of-the-Box Thinking Magazine”). Coles had many insightful and inspiring ideas on the topic, and due to limited space, some of these ideas didn’t make it into the magazine. Following is Part One of a two-part blog post based on additional materials from the interview.

The Cusp of Change
Coles: Today, it’s the most exciting time I’ve ever seen. Building the solutions and go-to-market has evolved because there are so many different routes to market to create that customer experience. So much has to do with digital technology—a lot of it is the leading edge. Also, crossing from the innovators to early adopters—we definitely have worked in many companies along that lifecycle. The market is at the point where they know how critical partnering, collaboration, and ecosystems are. Companies are all trying to figure out how to partner with tech companies in cross-industry partnering with three, four, five multiple companies at once to create a partnership.

The Influence of Gen X
The depth and breadth of partnering is so different, and I think we’re going to see a big change in the market: Clearly, the workplace is changing with millennials. They are moving up in the management structure, changing the makeup, and understand tech and partnering. People in their 40’s are now becoming leaders of companies. That group understands more intuitively. Another factor has to do with operating in a global landscape, where some cultures are more inherently collaborative. Also, the role of women in leadership—they are more open to collaboration. Finally, the Cloud—because of mobility and the Cloud and what is possible, tech is not sitting in the basement anymore. Uber, airbnb, artificial intelligence—all of these next-generation ideas are absolutely going to create business opportunities and a better world. 

Entrepreneurial Innovation
In 1999, I got involved with an organization in Atlanta—The American Israeli Chamber of Commerce. The Coca-Cola Company was looking to build joint, adjacent business models and innovation practices. We started working with the chief innovation officer across the brands, and we put together a trip to Israel. There were three core things Coca-Cola was trying to innovate around:

  • brands or products
  • capabilities: anything up and down that valley chain, such as technology, processes, ingredients, or science
  • packaging: an important part of fast-moving consumer goods companies

Before we went, we looked at four areas of innovation: Water, energy, ingredients, and the supply chain. I went to Coca-Cola before heading to Israel and gathered the problems and consumer and business challenges in those four areas.

Learn more about the story of Coca-Cola, Israel, and innovation in Part Two of this blog sharing more of ASAP Media’s conversation on out-of-the-box thinking with Lorin Coles, CSAP, CEO of Alliancesphere. 

Tags:  alliances  Alliancesphere  collaboration  critical partnering  ecosystems  Entrepreneurial Innovation  Gen X  lifecycle  Lorin Coles  Millennials  Strategic Alliance Magazine  supply chain 

Share |
PermalinkComments (0)
 
Page 1 of 65
1  |  2  |  3  |  4  |  5  |  6  >   >>   >| 
For more information email us at info@strategic-alliances.org or call +1-781-562-1630