David Allies with Goliath – The Challenges and rewards of Big Company and Small Company Alliances

May 17, 2007

5:30 pm – 7:30 pm

321 N. Clark Street
Suite 3400
Chicago, IL

About the Program

The Association of Strategic Alliance Professionals Chicago/Midwest Chapter is proud to host an interactive discussion with senior managers from life sciences and information technology.  Each alliance partners a very large company with a significantly smaller company. The discussion will focus on maximizing the unique value that exists when David Allies with Goliath – as well as minimizing the risks, once the deal is done and the work begins.

Discussion Points:

• Techniques for navigating the complex organizational structure of large companies
• How to ensure a small firm’s IP and talent aren’t hollowed out by a powerful partner
• Keeping the attention and focus of a larger partner – and the power of executive sponsorship
• How to balance the size of teams and decision making processes
• How to benefit from all of the resources that a partner brings to the table
• Learn how larger companies maximize the value of alliances with smaller counterparts:
  
   --  Setting and managing partner expectations, for speed and degree of attention
   --  Focusing on the most impactful areas of work
   --  Building trust
   --  Communicating and managing issues
   --  Measuring and monitoring results

Speakers Include:

Deepak Rao, Director, Enterprise Technology & Solutions, Microsoft, and Jennifer Weis, Midwest Microsoft Practice Manager,  to address this topic from the Goliath = Microsoft and David = Berbee perspective of how they partner effectively.

Deepak Rao, as Specialist Team Unit Director of Microsoft's Midwest District, manages 4 teams of highly specialized sales professionals responsible for explaining the Microsoft technology value proposition. Deepak brings to his position over 18 years of experience in software solutions for large enterprises, including Oracle.  He was also a member of the management team of a PLM startup and has significant experience in High-tech and Pharmaceutical manufacturing.  Deepak earned a B.S in Engineering from Indian Institute of Technology, Kharagpur, India and an M.S. in Industrial Engineering from The University of Iowa.

Jennifer Weis, with 15 years of industry experience from three IT organizations, is responsible for the practice business leadership and Microsoft relationship for five of the 11 Berbee offices, representing nearly two-thirds of the practice revenue. In the three years Ms. Weis has been with Berbee, she has been instrumental in quadrupling the Microsoft practice revenue of her home office.  She has been responsible for developing and delivering the Microsoft Practice Methodology, standard Berbee consultant training program, the Microsoft Consultant Associate Training Program, and implementation of Microsoft go-to-market programs at Berbee.

Schedule:

Fees:

To Register:  

Register online at:  http://www.acteva.com/booking.cfm?bevaid=131659

Registration also accepted at the door the day of the event.