Conference speakers and schedule are subject to change.
Erna Arnesen, CSAP
VP, Global Channel & Field Marketing
Erna Arnesen is responsible for developing Plantronics’ global channel, field and partner marketing programs, channel strategies and go-to-market models. Within this role, she and her team focus on creating tools and programs to help the extended Plantronics sales team execute effectively in markets around the world. She and her team work with strategic partners on developing customized marketing strategies and programs for key partners such as Avaya, Cisco, and Microsoft. Prior to Plantronics, Erna was VP Global Services Partners at Cisco, and prior to that VP of Global SMB and Industry Solutions at Symantec. Before joining Symantec, she worked at other leading organizations, including Fujitsu Softek, Cybersource, SGI, NeXT and Apple.
Arnesen was honored with the 2011 Women of Influence Award by the Silicon Valley / San Jose Business Journal. She has also received the YWCA Tribute to Women in Industry (TWIN) award, and is a graduate of Leadership California. In addition, she was named a 2012 Woman Who Made her Mark by Watermark. She most recently served as the Chair of the Watermark Board of Directors. She has also served as a board member of Women in Consulting (WIC) and is a current board member of the Association of Strategic Alliance Professionals (ASAP). She is a member and regional co-chair of the Wellesley Business Leadership Council. Arnesen has a master’s degree in business administration from Harvard Business School and a bachelor’s degree from Wellesley College.
Candido Arreche, CA-AM
Global Director of Portfolio & Partner Management, Six Sigma Black Belt
Xerox Worldwide Alliances
Candido is responsible for the strategic interface between Xerox solutions and services and our global alliance partners. His responsibilities include growing and retaining the relationship with a strategic business partner(s) including the beginning ownership of that partnership. Mr. Arreche has been in the IT field for over 25 years. He has spent the last seven years as a Global Director for Worldwide Alliances responsible for partner on-boarding, portfolio management and MPS training. Prior to Worldwide Alliances, Mr. Arreche has held various assignments including new branch start-ups, solution development and launches. Previous to Xerox, Mr. Arreche owned a successful computer and networking consulting business for over 10 years. Mr. Arreche was also part owner of one of the largest privately held Internet Service Providers in the Orlando, Florida area before going public. As recently as six years ago, Mr. Arreche also consulted a start-up company on tablet technologies for restaurants and digital advertising. Called the myPAD, the tablet was the predecessor to the iPad. He has a bachelor degree in Business and Technology and is working on his MBA at Rollins College.
Fred Azar, PhD, CA-AM
Head of Health Systems Strategic Alliances
Fred S. Azar, PhD has 15+ years of industry experience in medical device innovation, strategic marketing and business development, and worked for leading corporations such as GE, Siemens, BD & Philips. Fred Azar is Head of Health Systems Strategic Alliances at Philips HealthTech. Fred is responsible for alliance strategy and governance, leads the creation and supports management of strategic alliances. Fred has 11 granted patents, and co-authored 45+ publications and a book on translational multimodality medical imaging. Fred Azar has a PhD in BioEngineering from the U. of Pennsylvania, and an MBA from the Wharton School of Business.
Vice President, Internet of Things
Jonathan is a vice president of Internet of Things at Intel. He is responsible for managing and driving revenue across a portfolio of growth segments that represent over a third of Intel's IoT revenue. In his role, Jonathan incubates new sectors and business models. In addition, he is responsible for driving scale across all IoT segments by leading the various channels and routes to market. Prior to Intel, Jonathan served as chief strategy officer and chief operations officer for General Electric's Industrial Internet business, and served as corporate vice president at Cisco leading the office of strategy and planning. He presently also serves as an advisor and board member to several Silicon Valley based startups and accelerators that focus on IoT.
VP New Business, Alliances and Open Innovation
Johnson & Johnson Consumer Health
Dr. John Bell is Vice President External Innovation and New Business Models for Johnson & Johnson Consumer. In this role, he is responsible for driving the cooperation with entrepreneurs, strategic suppliers, partner companies and universities to create game-changing innovations. His team represents the J&J Consumer Business in the Johnson & Johnson Innovation Centers.
Most recently, John was VP of Strategy and New Business Development at Philips Research. Prior to that, he was responsible for Strategic Alliances in Philips and also worked as Strategy Consultant at PricewaterhouseCoopers. John has a strong background in open innovation, new business creation, partnerships and strategy. John has a track record of creating new emerging businesses, setting up an internal Incubator, driving the cultural change towards Open Innovation and managing alliances.
John has a degree in business economics and a Ph.D. on Joint Ventures from Tilburg University. Currently, he is part-time professor at Tilburg University.
Senior Manager, Partner Programs
Director, Policy and Research
Global Business Coalition for Education
Kolleen Bouchane has been working for more than a decade with advocates in the U.S. and around the world coordinating legislative actions and campaigns at the national and international level to achieve universal access to education, essential medicine, water, sanitation and other services necessary for the realization of economic and human rights. Ms. Bouchane is currently the Director of Policy and Advocacy for the A World At School campaign and Director of Policy and Research for the Global Business Coalition for Education. Ms. Bouchane is also the Board President, of the Global Campaign for Education United States. Previously Ms. Bouchane served as the Director of ACTION a global partnership of advocacy organizations working to influence policy and mobilize resources to fight diseases of poverty and improve equitable access to health services based at RESULTS Educational Fund. During her tenure, ACTION played a key role in mobilizing billions for the Global Fund to Fight AIDS, Tuberculosis and Malaria and the Nutrition for Growth summit. In her role at Freshwater Action Network, then based at WaterAid UK, Ms. Bouchane supported partners from around the world to achieve the recognition of the rights to water and sanitation at the U.N. Human Rights Council. Ms. Bouchane served with the U.S. Army from 1993–1997 in Somalia and South Korea. She has a BA in International Studies from the Jackson School at the University of Washington and an MA in War Studies with a focus on Conflict, Security and Development from Kings College London.
Founder and CEO
16 years ago, Don Britton had a vision — make technology simple. He realized that for most people, doing their jobs was complicated enough, and their technology often made things more difficult. He set out to prove that it doesn't have to be that way.
So, he and his core team set up shop and developed what is now known as Cloud Computing in the industry. eCAP — is Network Alliance's answer to a better way of providing technology solutions for small businesses. Previously only available to companies with large budgets and staff, Network Alliance made it possible for small businesses to benefit from technology that is simple, reliable and affordable. Simply stated, worry-free technology.
Today, Network Alliance's customer base expands to many parts of the world. The company continues to grow, one customer at a time, actively managing its growth to ensure the highest levels of customer satisfaction. In addition, Network Alliance received the Gold Stevie award three years in a row for Customer Service Department of the Year which is recognized in over 60 countries around the world.
Prior to founding Network Alliance, Don was the Controller and Director of Operations for Mario Morino, where he successfully managed the accounting and operational services, as well as developed and implemented managerial applications for use throughout the Morino Group, the Morino Institute and its affiliated partners.
Don believes strongly in giving back to the community and donates his time to various non-profit organizations, including the Fairfax County Office of Partnership's Computer Learning Centers Partnership (CLCP), Earth Conservation Corp, Horton's Kids, and Venture Philanthropy Partners. He served on the Executive Committee and Board of Directors of Fairfax County Chamber of Commerce. He created and manages the Network Alliance Foundation Fund.
VP Global Partner Executive — Global Partners & Channels
At Capgemini Sheryl is responsible for alliance strategy, partner growth initiatives, and associated go to market activities. Sheryl began her career in Finance with a succession of increasingly higher level positions at Deloitte, Norton Simon and PepsiCo. After serving as CFO in the commercial construction industry she transitioned into the technology industry, working with IBM in a variety of sales & implementation roles and subsequently founding and leading LSE Ltd, a startup business/technology consulting organization. Prior to joining Capgemini Sheryl worked at EMC in a variety of roles culminating in Senior Director, Strategic Initiatives in the Corporate Office of the CTO.
Sheryl is a member of the Alliance of Chief Executives, and Advisor to the Dallas Entrepreneur Center. She is on the Board of the Association for Corporate Growth, the Diversity Advisory Board for the Cloud Foundry Foundation, and head of Clinton Global Initiative (CGI) Hult Prize international innovation competition Council of Judges. Her leadership has been recognized in winning EMC Global Innovation Partner of the Year, the YWCA Tribute to Women, and the Diversity Council’s Leadership & Diversity Awards.
Dennis J. Chapman, Sr.
President and CEO
The Chapman Group
Dennis brings 25+ years of executive level experience in sales, marketing, and business management. He speaks regularly on sales and account management processes and best practices to major corporations across the globe. His innovative methods and practices for sales, strategic account management, calculating an economic value proposition and measuring customer feedback have been published for many years. He is a dynamic, enthusiastic speaker whose ideas and vision consistently inspire and motivate his audiences.
Dennis is a graduate of the University of Massachusetts School of Business and is a long-standing member of the Board of Directors for SAMA (Strategic Account Management Association). He has served as a panelist for the John's Hopkins School of Business MBA program and as a guest speaker at the School of Marketing, Loyola University, Baltimore, Maryland.
Fun Fact: Dennis claims to have played a significant role in enabling Julius Erving (NBA basketball player) to be nominated for and enter the basketball hall of fame. Ask him about it — he is not shy!
Managing Director, Strategic SI Development
Citrix Systems, Inc.
John-Marc manages the global partnership between Citrix and Fujitsu, directing all alliance efforts across 30+ countries. For the past 25 years, Mr. Clark has held senior sales, marketing, research and strategic alliance roles at leading software and market research companies. He has a BA in American History from Georgetown, an MBA from The University of Miami and an MA in International Relations from La Universidad de Belgrano in Argentina. He received a Rotary Ambassadorial Scholarship and lived in Buenos Aires for one year and is trilingual.
Christine Colvis, PhD
Director, Drug Development Partnership Programs, NCATS
Christine Colvis joined NCATS in June 2012 to lead the "NIH-Industry Pilot Program: Discovering New Therapeutic Uses for Existing Molecules" that tests a new model for public-private partnership collaborations including template agreements to shorten the time it takes to establish collaborations between an academic institution and a pharmaceutical company and move more rapidly into the actual research. Collaborations established between academic institutions and the company will test ideas for new therapeutic uses, with the ultimate goal of identifying promising new treatments for patients. A high level of interest in the program led to the availability of additional pharmaceutical company assets and NCATS funding opportunities.
Jeffrey Cummings, CSAP, PhD
Chair, Dept of Mgt & Int'l Business, Associate Professor, Int'l Business Strategy
Loyola University Maryland
After receiving an M.B.A. in finance in 1986, Jeff began his career as an investment banker and then management consultant delivering state-of-the-art knowledge, advisory services and training on strategic issues and practices to management teams and boards seeking to improve their value adding activities.
His advisory work, management seminars, off-sites, and research focus on strategic alignment, implementing strategic-analysis and player-mapping frameworks, and selecting appropriate strategic alliance and R&D partners.
Some of his advisory clients have included major financial institutions, software development companies, pharmaceutical companies, SMEs, not-for-profits, the World Bank and the U.S. Navy.
Since 2002, Jeff has been an Professor of Strategy and International Business in the Sellinger School of Business at Loyola University Maryland where he is Department Chair and teaches in the B.B.A., M.B.A. and Executive M.B.A. programs. He earned his Ph.D. in international business strategy in 2002 from George Washington University.
Jeff has recently been published in Long Range Planning, International Journal of Strategic Business Alliances, California Management Review, and Journal of Engineering & Technology Management.
Jeff is also a certified alliance manager, having earned the CSAP designation from the Association of Strategic Alliance Professionals in 2013.
Gerald Dehkes, CSAP
Booz Allen Hamilton
Gerry Dehkes is a Principal with Booz Allen Hamilton responsible for helping the firm solve problems for Commercial clients by collaborating with other leading organizations. Prior to joining BAH, he was Executive Director, Alliances for KPMG LLP, where he started the alliance program from scratch. Before joining KPMG, Gerry developed and led Strategic Alliances programs and organizations in the US and Europe as Senior VP of Alliances and Channels for Telcordia Technologies, as VP of Strategic Alliances for Lucent Technologies, as AVP of Alliance Programs and Services Alliances for NCR and as Principal of ProPartnering LLC. His teams have managed alliances with over two hundred companies.
Anthony DeSpirito, CSAP
Managing Director, Strategic Accounts
Tony DeSpirito is Schneider Electric's Managing Director, Strategic Accounts. His primary responsibilities include relationship management, solution development and global sales execution for Schneider Electric's global relationship with IBM.
Previously, Tony was Schneider Electric's Vice President of Global Alliances for the IT partners, responsible for relationship development and execution for Schneider's global alliance business.
Tony is a seasoned high-technology marketing and sales executive with deep domain expertise in enterprise software and managed services. A veteran of entrepreneurial startups and large, global companies, Tony's skills range from C-Level selling, relationships and solution development to operational management of both channel and direct sales teams.
Tony received his Bachelor of Science Degree, with Distinction, in Applied Mathematics and from Worcester Polytechnic Institute in Worcester, Massachusetts in 1987. He continued his graduate studies at the University of Rhode Island and was awarded his M.B.A. in May of 1997.
Pamela Duchars, CA-AM, PMP
Director, External Development
Ms. Duchars has more than 20 years of experience in the pharmaceutical industry, with the majority of that time focused on government funded development programs. She began her career in R&D, moved on to project management, and finally on to alliance management and business development. She has been in Emergent's External Development Department since 2013, where she focuses on capture management, proposal management and relationship management including the successful establishment, management, and support of Emergent's collaborations. Parts of Ms. Duchars' responsibilities are to help guide alliance strategy, planning, alignment, transparency and open communication.
Prior to working with Emergent, Ms. Duchars was a Relationship Manager at Battelle Memorial Institute, a Program Manager at DynPort Vaccine Company, and a Senior Research Assistant at Guilford Pharmaceuticals. Ms. Duchars has been a certified Project Management Professional (PMP) since 2005, and a Certified Alliance Manager (CA-AM) since 2012. Ms. Duchars is a graduate of Dickinson College.
Equanimity Leadership Solutions
Carole is well known for helping leaders drive results through strategic vision, sales team execution, personal accountability and team development.
While working for 28 years in the biotech and pharmaceutical industry, Carole created and led high performing teams as well as developed management practices for dealing with the internal chaos that comes with corporate mergers.
Most recently, Carole has focused on the business development side — creating and maintaining strong customer relationships needed to ensure cooperative contract negotiations and a winning outcome for all sides.
Carole joined Equanimity Leadership Solutions following 17 years with Takeda Pharmaceuticals. During her time with Takeda, Carole won numerous leadership awards including the President Club and Cresset Guild awards for top performance and leadership.
David Erlenborn, CSAP
Director of Strategic Alliances
David is responsible for KPMG's alliance strategy and portfolio. Prior to KPMG he was Managing Partner in Professional Partnering Services, LLC a professional services firm providing advisory services to alliance organizations. David has over 15 years of experience in channels and alliances including VP, North American Alliances for Telcordia Technologies and Director, Alliance Operations for Lucent Technologies. He also held positions in Product Management, Sales, International Consulting, Corporate Strategy, Human Resources, and Program Management.
Rubén García-Santos, CSAP
Programme Manager, Strategic Partnerships
NovoNordisk Hemophilia Foundation
Rubén García-Santos, CSAP, has extensive experience in public health, life science industry and international affairs. He has worked for the UK's National Health Service, Hoffman-La Roche and United Nations Children's Fund. He currently works at the Novo Nordisk Haemophilia Foundation focusing on improving access to health care in collaboration with multiple partners.
Specializing in business development, strategic alliances and international development, Rubén has driven and supported multiple large-scale business initiatives and partnerships (B2B, B2C, PPP) throughout his career.
Rubén holds a joint BSc in Business Management and Public Health, an MSc in International Health Care Management, Economics and Policy from SDA Bocconi and completed further post-graduate education on medical marketing and strategic negotiations from UCLA and Harvard Business School.
Guarino Gentil Jr., CA-AM
Regional Alliance Management Head – LATAM
Guarino is Head of Alliance Management in Latin American at Merck KGaA, being responsible for several development and commercial collaborations. He joined the company in 2007, started his work in BI Department, and later, he worked in BD Department. Before joining the pharmaceutical industry, Guarino worked in the Rio de Janeiro Municipality, in the Federal University of Rio de Janeiro and in Gevaerd&Advogados Associados, a law firm. Guarino has a bachelor degree in Economic Science from Instituto de Economia/UFRJ (Brazil) and a Master of Science degree from COPPEAD/UFRJ (Brazil) with an MBA extension from UCLA Anderson School of Management (USA).
Head R&D Alliance Management, US
Julia Gershkovich is the Head of US, R&D Alliance Management for Sanofi managing the portfolio of early stage to proof of concept strategic alliances. Prior to joining Sanofi in 2012, Julia spent 20 years with Genzyme holding a variety of positions in R&D, alliance management, and general management. She built a profitable Aesthetics and Biomaterials Business by securing strategic alliances with commercial and development partners: Alcon, Allergan, Davol and J&J and by creating a competitive product portfolio.
Julia received an MS in polymer science from Chemical Technological University of Russia and did a doctorate study in polymer chemistry at GIPI LPC / Instititute of Physical Chemistry, Academy of Sciences in Moscow, Russia.
Program Director: Alliances, Integrations and Divestitures
Colette Goderstad is responsible for developing and driving the strategy and negotiations related to strategic alliances, integrations and divestitures. She manages the medical device-related strategic alliances. Colette has also served in the Integration Management Office for both the Sapiens and Advanced Uro-Solutions (AUS) integrations. Prior to joining Medtronic, Colette worked for 3M Drug Delivery systems in Program Management, Business Development and Alliance Management. During her career, she has worked in various roles in drug development for 3M Pharmaceuticals and Orphan Medical. Colette received a B.S. in Medical Technology from the University of North Dakota and an M.S. in Chemistry from the University of Minnesota.
Ben Gomes-Casseres, CSAP
Professor, Brandeis University
Consultant, Alliance Strategy Consulting
BEN GOMES-CASSERES has worked on alliance strategy for 30 years. His latest book is Remix Strategy: The Three Laws of Business Combinations (Harvard Business Review Press, 2015). Ben is a professor at Brandeis University and previously was at Harvard Business School. Prior to that, he was an economist at the World Bank. He has published five books and many articles. Ben speaks for and consults widely with companies seeking to create value from external resources. He holds degrees from Harvard, Princeton, and Brandeis. A native of Curacao, he speaks four languages. His work is at www.alliancestrategy.com.
Dede Haas, CA-AM
Channel Sales Strategist & Practitioner
DLH Services, LLC
Ms. Haas creates innovative and successful channel program and sales solutions. She has developed and managed channel programs for enterprise and cloud based products and services for SMB and industry leaders, such as Intel Corp, as well as recruit and manage channel partners throughout the US, Europe, India, Australia and Asia. Ms. Haas is the author of The Channel Sales Guide, written for Virginia's Center for Innovative Technology, and a series of articles focused on Vendor/Partner channel relationships for Strategic Alliance Magazine, Channel Partners Online, and Business Solutions Magazine. She is the team lead for ASAP's Channel Initiative Task Force.
Mary Beth Hall
Director of Global IoT Product and Development
Photo Mary Beth Hall is the Director of Global IoT Product and Development at Verizon with responsibility for developing new products. In her recent role she manages the ThingSpace Platform, a web portal that brings together tools for developers/customers to build, test and bring to market new applications, with the goal of simplification and rapid time to market. Prior to this role, she was responsible for promoting the strategic path forward for M2M core products; as well as the negotiations with worldwide suppliers to deliver competitively priced modules and devices that run on the network.
During her twenty plus career, she had a leading role in growing the Northeast Area channel distribution. She led the alternative distribution market, vertical marketing strategy and the core data products. As an experienced product marketer, she managed Global and Push to Talk for the Northeast Area. During her management, the Northeast Area was number one in sales for Global and Push to Talk for Verizon Wireless.
After receiving her Master in Business from Fairleigh Dickinson University, she worked in training and development for seven years. As a training manager, she was influential in launching the e-learning tool for employees.
Senior Vice-President and Global Head of Business Development & Licensing
Joseph Havrilla is Senior Vice-President and Global Head of Business Development & Licensing for Bayer Pharmaceuticals.
In this role Joe is responsible for building the pharmaceutical business development organization responsible for identifying and executing licensing opportunities, deal execution and activation, partner strategy development, relationship management, and innovation of new partnership structures. Key objectives are to identify and maintain a pipeline of new partnership opportunities designed to drive revenue and business expansion, and to maintain active relationships with key partners to proactively address business issues and identify ways to maximize value for both parties.
Prior to taking on this role he was Vice President & Global Head of Alliance Management for Bayer HealthCare LLC.
Before moving to Bayer Health Care Joe was Chief Technology and Strategy Officer for MEDRAD, a medical device subsidiary of Bayer Medical Care. His responsibilities included corporate research, innovation, business development, strategic planning and Intellectual Property management. As head of MEDRAD's product development organization, Joe's leadership helped the company launch numerous pioneering new products leading to a sustained 15 percent annual growth rate. He personally holds over 20 United States and foreign patents.
Before joining MEDRAD, Joe held technical and engineering management positions at Xerox, Inc., Rockwell International, Inc. and Recognition Equipment Corporation. He received an MBA from Southern Methodist University, Dallas, Texas and a B.S. in Electrical Engineering from Carnegie Mellon University in Pittsburgh, Pa.
President & CEO
Growth Strategy Consultants LLC
Mr. Holland, Founder, President and CEO of Growth Strategy Consultants LLC, has a strong background in corporate and government business development and marketing and strategic alliance development. He has held positions as a senior executive with fortune 1000 companies, midsize companies and small businesses in the information technology industry. He has in-depth knowledge of diversity and minority-preferred vendor programs in the private and public sector as well as mentor protégé programs.
Mr. Holland has presented at the 2013 Mid Atlantic Proposal Conference and Expo “Strategic Alliance through Collaboration", The 2013 Government Technology Services Coalition “Collaboration and Succeeding in the Federal Market through Strategic Alliances", The 2014 US Small Business Outreach Forum “ How to Compete in the Federal Market through Strategic Alliances", M&T Bank Breakfast Seminar “Collaboration through Strategic Alliances" (2014) and the 2015 National HubZone Council Conference, “How to Collaborate and Succeed in the Federal Market Using Strategic Alliance Best Practices"
Jeff Hurley, CA-AM
Alliance Management Director
Eli Lilly and Company
A long-time member of Lilly's alliance management group, Jeff is responsible for delivering value for several commercial alliances, including partnerships with Sanofi, GSK, Kowa Company Ltd., United Therapeutics, and Janssen Biotech. Jeff is also responsible for the operational infrastructure in Lilly's Office of Alliance Management.
Prior to his role in alliance management, Jeff held several leadership roles in operations, sales, marketing, disease management, and new product planning.
Jeff earned a bachelor's degree in Government from Dartmouth College, and an MBA from the University of Michigan.
Katherine Kendrick, CA-AM
Director Alliance Management
Elanco, Eli Lilly and Company
Katherine Kendrick is Elanco's Director of Alliance Management for Research and Development managing the strategic alliance portfolio of external innovation and mergers and acquisitions. Katherine joined Elanco in 2015 and is leading the establishment of alliance management capabilities within this rapidly growing division of Eli Lilly. As a member of the Eli Lilly and Company Office of Alliance of Management, Katherine ensured the delivery of Diabetes pharmaceutical and device development partnerships and commercial relationships.
In addition to Katherine's more than 15 years of pharmaceutical experience and emerging market expertise her leadership in the animal health space at Elanco is an exciting application of her B.S. in Biomedical Science from Texas A&M University.
Stuart Kliman, CA-AM
Partner, Alliances Practice Leader
Stuart Kliman is a founding partner of Vantage Partners LLC, and heads up Vantage's Alliance Practice Area. As such, he has worked to help clients build and implement the processes, tools, skills and structures necessary to more effectively manage key alliance relationships. In addition to the alliance space, Mr. Kliman has also worked extensively with organizations looking to engage in more value maximizing and integrated ways with key suppliers and customers.
Mr. Kliman is a regular speaker and writer on issues of alliance and key supplier relationship management.
President and Chief Revenue Officer
LaVon Koerner is a seasoned executive with nearly three decades of international consulting experience in sales and marketing effectiveness. He passionately believes that companies and people can tap systematic disciplines and rigorous analysis to unleash profitable revenues and professionalize the business of sales. In 2001, he co-founded Revenue Storm to offer companies worldwide a suite of comprehensive, proven tools and techniques for profitable revenue growth. LaVon has been privileged to help many of today's Fortune 500 companies achieve sales excellence and is sincerely committed to bringing thought leadership and support to the sales community.
Are you considering attending LaVon's session? If so, we have a valuable opportunity for you.
In order to make the session content highly relevant and immediately applicable for participants, we invite you to complete an assessment tool in advance that was developed by the session presenter, Revenue Storm – The Alignment Visibility Index (AVI). Not only will this sampling of statistical data help shape session content but you'll also receive a report outlining what it will take for your organization to experience the rapid growth you desire. Click here to download the AVI.
The AVI will take just 15 minutes to complete. Open the attached file, enable macros and complete by following the instructions at the top. Once completed please email it to LaVon Koerner (firstname.lastname@example.org) no later than February 29.
Managing Director, Global Channels
Pete Leuzzi is Managing Director, Global Channels for Verizon. Leuzzi oversees the Systems Integrator and Alliances organization. He leads a sales and alliances team focused on developing technology solutions for and with global Systems Integrator partners. Most recently, Leuzzi was Vice President and General Manager, Americas for NCR Telecom and Technology Division. At NCR, Leuzzi was responsible for operations in the US, Canada, Caribbean, Latin Americas, and Brazil. Prior to NCR, Leuzzi was Vice President, Sales at Ericsson. Leuzzi led new business development and partner sales focusing on growth segments such as TV/Media and IoT. Leuzzi was General Manager, WW Operator Channels for Microsoft, leading a sales team that developed joint solutions with leading Service Providers and Mobile Operators. Prior to joining Microsoft, Leuzzi was Vice President, North America Systems Integrator and Service Provider Alliance Channels for Avaya. He oversaw all channel sales through North America Systems Integrators and Service Providers.
Leuzzi brings a wealth of experience in business development, sales, alliance and channel development as well as expertise in programs and operations. Prior to his last assignment at Avaya, Leuzzi held a variety of positions in sales, channels, and alliance management, including Vice President of Worldwide Channel Strategy and Operations, Vice President of Global Alliances Development, Sales Vice President of Channel Services and Alliances, Global Account Vice President and Sales Director.
Leuzzi is on the Advisory Board for the New Jersey Institute of Technology School of Management. He holds a BS in Business Administration from the Rochester Institute of Technology and a MS from Webster University.
Leuzzi resides in New Jersey with his wife Debbie and their two boys. He is active with his family in their community and has a passion for golf.
Equanimity Leadership Solution
An international expert in leadership, strategy execution, organizational transformation, change management, and conflict resolution and works extensively throughout the United States, Europe, Africa, and the Middle East. Recent global and U.S. corporate clients include the Federal Bureau of Investigation (FBI), Helix Education, Telefonica, Akzo Nobel, Unites States Department of State, Altera, White Lion Tea Company, South Africa Police Service, and Robert W. Baird & Co.
A frequent keynote speaker, Dr. Liese has spoken for TEDx, several United Nation conferences, as well as her work has been featured in two documentaries, multiple publications and university textbooks. She is the developer of Lead with Conversations.
Tim Lowe is the principle owner of Partner Perspectives, a global consulting corporation focused on helping companies devise a superior channel strategy, differentiate partner programs, build winning partner business value propositions and execute these initiatives more effectively in field engagements.
Tim has over 25 years of management experience in identifying and executing core business strategies which include channels as a fundamental element. He has senior executive experience with extensive direct and channel sales management at Apple, Compaq, InFocus, Plumtree, and Tech Data. In addition, he's been the general manager of $25M VAR/SI branch and principal owner of a VAR for nine years.
Dave Luvison, CSAP, DBA
Affiliate Assistant Professor
Loyola University Maryland
Dave holds the rank of affiliate assistant professor at the Loyola University Maryland and is a Fulbright Specialist. He earned his doctorate of business administration from the H. Wayne Huizenga School of Business and Entrepreneurship at Nova Southeastern University.
His research and applied interests lie in the areas of inter-organizational collaboration and strategic alliances. Prior to entering teaching, Dave accumulated over 20 years of hands-on experience managing alliances, building alliance programs and consulting to firms in the area of alliance management. He holds a Certified Strategic Alliance Professional (CSAP) level certification from The Association of Strategic Alliance Professionals (ASAP), was one of the editors of The ASAP Handbook of Alliance Management: A Practitioner's Guide, and has written the official review courses for both levels of the association's certification exams. He also serves as a faculty member for the American Management Association, where he authored three courses on strategic alliances. His academic research has been published in The International Journal of Strategic Business Alliances, Management Decision, and The Journal of Applied Management and Entrepreneurship, as well as various edited books.
Director of Strategy and Alliances
John Maltby joined Control Risks in March 2002, and is Director, Group Strategy & Alliances. In this role, John works with Control Risks' board and Executive Committee to shape the development of the Control Risks business as well as having oversight of Control Risks' alliance relationships. Foremost of these is the alliance with International SOS. This strategic alliance is a major drive of the two partners to offer their services together to the market in a unified and complementary way. It also includes a joint venture company that they own and run together.
Mike Maturo has been a member of ASAP for the past year and is currently the treasurer for the Tri-State Chapter. In his role at Relayware, Maturo supports channel program managers by providing guidance through rigorous RFPs, showcasing Relayware's pace-setting PRM, and assisting the sales team on technical issues. Armed with a computer engineering and computer science degree from the University of Southern California, Maturo has become intimately familiar with channel managers' most common needs and the best ways to measure return on channel investment.
Jay McBain is an accomplished speaker, author and innovator in the IT industry. Named to the Top 40 Under Forty list by the Business Review, Top 25 Newsmaker by CDN Magazine, Top 20 Global Channel Visionary by ChannelPro, Top 50 Global Channel Influencer by Penton, Top 100 Most Respected Thought Leader by Vertical Systems Reseller Magazine, member of Global Power 150 by SMB Magazine, as well as Top 250 Global Managed Services Executives by MSPmentor.
Jay has spent his 21 year career in various Executive sales, marketing and strategy roles within IBM, Lenovo and Autotask. He is currently the CEO of ChannelEyes, who are reinventing the way vendors communicate, engage and enable their channel partners.
Laura McCluer, CSAP
Director, Global Partnerships and Alliances
ANCILE Solutions, Inc.
Laura's extensive career spans roles in business development, strategic alliances, ecosystem creation, solution marketing and product management. Laura was most recently director of global partnerships for ANCILE Solutions where she is leading strategic business expansion through partnerships with global software vendors that deliver exponential growth to ANCILE and its partners. After securing five industry-leading software vendors as new strategic partners who OEM ANCILE's products, Laura's team is now responsible for onboarding and growing these relationships. Joining ANCILE in January 2013, she has been focused on establishing best practices around business development and alliance management functions to make successful partnering a core competency within ANCILE.
Prior to ANCILE, Laura spent 15 years with CA Technologies, a multi-billion dollar information technology management software company, where she held several senior roles including vice president, Service Provider Solutions Unit, and vice president, Cloud Community where she held a Product management and business development role for the business unit focused on cloud technologies. Before joining CA, Laura was Manager of Platform Marketing for Novell where she directed a team of marketers responsible for developing and executing global marketing messaging and strategy to build and sustain brand awareness for the billion dollar NetWare software product family.
Laura holds an MBA from the David Eccles School of Business at the University of Utah and a Bachelors of Business Administration from Goizueta Business School of Emory University. Laura is a member of the Association of Strategic Alliance Professionals (ASAP) is CA-AM and CSAP certified.
Joan Meltzer, CSAP
Smarter Cities Go To Market Leader- IBM Analytics
Joan is responsible for leading the packaging, sales and marketing of integrated Smarter Cities Solutions. She works with the Smarter City Sales Leaders to deliver revenue and profit objectives for key growth clients and markets as well as leads the initiatives with client teams and partners to sell and deliver Smarter Cities Solutions. In this role she has built the strategy and executed partnerships required to deliver Smarter Cities Solutions to market. Prior to this Joan was the Global Alliance Executive, Cloud and Smarter Cities Innovation Partner, Global Alliance Solutions Sales and Distribution where she was responsible for working with Senior Management to identify, develop and close strategic alliances with companies focused on Cloud, Analytics and Smarter Planet. Joan has also held multiple leadership roles across IBM in Sales, Marketing and offering development.
Sr. Channel Marketing Manager
Joan Morales is an expert at quantifying business opportunities, identifying channel needs and delivering measurable results that impact the bottom line. Delivering ROI and increased revenue, Morales' methodical planning and astute execution have driven meaningful outcomes across both the marketing mix and the organization as a whole to meet business needs.
Michael Moser, CSAP
Alliances Network Collaboration Manager
After a scientific education I have been enjoying a 25 years' experience in IT manufacturing, project management, consulting services and marketing, working for large industry players such as HP, start-ups and as a self-employed consultant. My current focus is on developing and managing collaboration strategies within the global ecosystem of technology alliances at Dassault Systèmes. Holistic solutions and access to new emerging markets require a networked alliances approach incorporating independent partners. I find it most interesting to discover how contributors can find synergy value and how they can work together for mutual benefit.
Business Development Executive
IBM Watson Group
Anne Nelson currently leads Business Development for the Watson Ecosystem focused on recruitment of the mid to large ISV segment. Anne joined the Watson Group in January 2014 where she ran commercialized Watson Sales for the Eastern half of the US. She was asked to join the Ecosystem team in October of 2015. Anne has been with IBM for over 30 years and has held numerous solutions and sales executive positions in client facing, emerging technologies and emerging business areas.
Donna Peek, CSAP
Director Worldwide Partner Enablement & Operations
Donna Peek is Director, Global Partner Enablement & Operations at SAS, where she has responsibility for the Partner Program, enablement strategy and Program Operations. Donna is passionate about alliance formation, management and strategy.
Donna has 32 years of experience in high tech, including 20 years managing alliance partnerships. Donna started her career at IBM, and managed alliance teams at Seer Technologies and several startups before joining SAS in 2002.
Donna is a CSAP, Vice Chair of ASAP and sits on the Board of Directors, and is a founding Board Member of the RTP/Carolinas ASAP chapter.
Follow her blog at http://peekalliance.blogspot.com
Karen Robinson, CSAP
Strategic Alliance Manager
Karen held leadership roles at Motorola, Sprint, and MCI. Her Alliance success included integrating Verizon Global Solutions with partners such as Hewlett Packard and Microsoft. After successfully launching Verizon's Partner Program in Western Europe, Karen continues to expand her multiple disciplines and responsibilities to develop Verizon Partner Programs in Asia Pacific, Latin America, and for the highly strategic Systems Integrator Channel Segment. Karen has a Master's of Business Administration degree with an emphasis in Marketing from Loyola University (with High Distinction), and earned her Bachelor's Degree from Penn State University (participating in a 2 semester exchange program with Durham University, UK). Karen is Association of Strategic Alliance Professionals (ASAP) certified, holds a leadership role in her DC Chapter, and continues to offer relevant Strategic Alliance and Channel presentations locally and during ASAP's Annual Global Summits.
Subhojit Roye, CSAP
Principal, Strategic Alliances
Subhojit is Principal, Strategic Alliances at Tradeshift, a company whose software platform and network of 500,000 suppliers is transforming how companies connect, interact and collaborate with each other.
Subhojit has spent over 20 years in alliances and business development roles in startups as well as large global companies like Oracle, IGATE (now Capgemini), Wipro and Infosys.
Subhojit is a BSME with an MBA. And is a CSAP. He has been guest lecturer at the Universities of Toronto and Pittsburgh and has spoken twice at the Global Summit of the ASAP.
Philip Sack, CSAP
Senior Director Alliances, JAPAC
Philip has broad IT industry experience – Leadership, Business transformation, Global Alliance and Partners, Sales and Business development, and Support services roles, within organisations such as Oracle Corporation, Siebel Systems, Sun Microsystems, Canon Computer Systems, Harris Lanier, and Telstra. Philip has extensive experience building successful ‘start-up’ business partner relationships and Strategic alliances, and has received a variety of international IT Vendor and Independent Industry awards.
Philip is President of the Asia Collaborative Business Community which focuses on the evolvement of Collaborative business practices, competencies, standards and professional Alliance management certification. He is a member of the Australian Institute of Company Directors and the Australian Institute of Management, and previously Australian Information Industry Association’s CollabIT & Exporter programs, and an Australian Graduate School of Management student mentor. Philip holds an executive MBA, Bachelors degree in Business & Computing, Associate Diploma of Engineering - Electronic Systems & Computing, and is a Certified Strategic Alliance Professional.
Equanimity Leadership Solutions, LLC
In 2011, Saundra decided to retire from her role as Executive Vice President of JP Morgan Chase where she successfully managed over 3000 bank branches and 30,000 employees to share her experiences with other leaders.
After extensive studies in Mindfulness, Positive Psychology, Neuroscience and Cognitive Behavior, she developed practices and tools to assist people in effectively managing relationships and consequently, the conversation.
Currently, Saundra is an Executive in Residence at the W.P. Carey School of Business at Arizona State University and teaches a graduate course on Mindful Leadership.
Saundra has a B.A. in psychology from Memphis State University and an MBA from Arizona State University.
Sr. Principal, Strategic Alliance Management
Brenda K. Schultz is responsible for managing a portfolio of development and commercial global alliances focusing on strategic, operational, and cultural alignment. Brenda joined Medtronic in 1990, initially managing clinical research programs and then development collaborations with biotechnology companies, including Neuro's first brain infusion programs for neurotrophic factors. She also lived and worked in Lausanne, Switzerland for Medtronic Europe, focusing on identifying new opportunities and implementing research programs for the drug delivery business. Prior to joining Medtronic, Brenda worked at teaching hospitals in Minneapolis, Boston, and Tampa, specializing in surgical, neuro, and respiratory intensive care. Brenda received an M.B.A. from the University of Minnesota and a B.A. in Nursing from St. Catherine University in St. Paul, Minnesota. Brenda is licensed as a registered nurse, certified as a strategic alliance professional (CSAP) by the ASAP, and has been awarded patents for medical device design and decision information.
Jeff Shuman, CSAP, PhD
Co-founder and Principal, The Rhythm of Business
Professor of Management, Bentley University
Jeff is an educator and trusted advisor to executives who are building, leading, and managing alliances and partner networks. His mix of operational, consulting, research and classroom experiences allow him to blend the theoretical with the practical, providing useful, easily implementable and repeatable advice.
At The Rhythm of Business he partners with global companies in multiple industries to advance their alliance and collaboration management capability. Consulting engagements focus on driving results through enabling all functions of the business to work effectively with their partners throughout the lifecycle. He works with senior executive teams to shape partnering strategy, enable operational and organization readiness, and implement overarching governance. Partnering professionals benefit from his ability to quickly diagnose underperforming alliances, and accelerate the path to profitability. Customized education and training bring alliance and collaboration skills to all who interact with partners.
Jeff has been a member of ASAP since 2002. Currently part of the ASAP’s Strategy Team, he is actively involved on the teams that have developed the Certificate of Achievement – Alliance Management (CA-AM) certification and the CSAP certification.
David Thompson, CA-AM
Chief Alliance Officer
Eli Lilly and Company
As the leader of Lilly's alliance management group, David is responsible for establishing and maintaining all major development, commercial, and manufacturing partnerships. He also oversees the integration of companies brought into Lilly via mergers and acquisitions.
David has played a key role in many major alliances at Lilly, working with Boehringer Ingelheim, Amylin, and Daiichi Sankyo. His involvement begins during the due diligence process and continues throughout each alliance's lifecycle.
Prior to his role as chief alliance officer, David held leadership positions in sales, marketing, market research, pricing, new product planning, business development, and corporate strategy.
Ann Trampas, CSAP
Phoenix Consulting Group
Ann E Trampas, CSAP, is the Professional Development Practice Lead for Phoenix Consulting and Lecturer at the University of Illinois — Chicago (UIC). As Practice Lead she works with clients developing and delivering skills mastery classes in collaborative relationship management and consulting in optimizing their strategic alliances. At UIC she teaches Marketing, Sales Management, Business Strategy, Channels of Distribution and eCommerce and advises the American Marketing Association Collegiate Chapter.
She is President-Emeritus of the Midwest Chapter of the Association of Strategic Alliance Professionals (ASAP) and a member of the Technical Advisory Group for the ISO standard for Collaborative Business. Previously Ann has held positions including ASAP Certification Program Director ASAP and Vice President of Global Alliances for IBM-SPSS.
Steve Twait, CSAP
VP, Alliance and Integration Management
Steve has responsibility to continue to shape AstraZeneca's alliance and integration management (AIM) strategy in line with more diverse and varied externalisation deals and to further enhance AZ's AIM capability. Steve joined AZ in January 2015 from Eli Lilly and Company where he was a founding member of Lilly's Office of Alliance Management. Steve is a well published author in Pharmaceutical Executive, PLG's Business Development & Licensing Journal, and Strategic Alliance Magazine and is a board member of the Association of Strategic Alliance Professionals.
Jan Twombly, CSAP
The Rhythm of Business, Inc.
Janice M. Twombly, CSAP is President of The Rhythm of Business, Inc., providing expert alliance and collaboration management consulting and education services to global companies, not-for-profit organizations and government agencies.
Twombly guides organizations through the earliest stages of developing their partnering strategies, functions, and capability. Working with senior management, she helps companies reach higher levels of alliance success by integrating partnering into all aspects of their business. She has worked with many life sciences and technology companies, including Astellas, AT&T, Bayer, BD, Boehringer Ingelheim, Cubist, IBM, ImmunoGen, Intel, Sanofi, Shire, and Xerox.
Twombly serves on the Executive and Management Committee of the Board of Directors of the Association of Strategic Alliance Professionals (ASAP) as Chairperson of the Program Committee. She is also editorial advisor to ASAP Media, publishers of Strategic Alliance Magazine. She has authored numerous books, articles, and white papers and regularly speaks at a variety of venues around the world on how to make partnering a core capability for driving strategic and financial success.
Chief Analyst & CEO
The 2112 Group
Larry Walsh is CEO and chief analyst of The 2112 Group, a business strategy firm focused on improving the performance of technology companies' direct and indirect channels. Mr. Walsh specializes in the development and execution of channel programs, disruptive sales models, and growth strategies for companies of all sizes, from start-ups to Fortune 500 organizations. A seasoned journalist, analyst, author, industry commentator, and founder of Channelnomics, Walsh previously served as editor of Information Security, VARBusiness, and Ziff Davis Enterprise's Channel Insider and Baseline Magazine. Follow him on Twitter @lmwalsh2112.
VP Strategic Alliances and Partnerships
International SOS Assistance
Sally Wang joined International SOS in 1998, and is Vice President, Global Alliances and Partnerships. Sally works closely with various business units globally and focuses on joint ventures and other critical business partnerships to help International SOS expand its capability and global footprint while meeting the changing needs of its clients that span from Fortune 500 companies to NGOs and scholastic sectors.
Specifically, Sally is instrumental with the Control Risks Alliance since its inception in 2008. This successful venture brings together two separate companies that together formed a special business unit to deliver best in class travel security services. In addition, the two independent companies work closely together to deliver value to clients to help them achieve their business goals in global markets.
Channel Manager - Higher Education & Public Sector
Stuart Wasilowski has more than 25 years of experience in business, finance, higher education, public administration and community development. He is currently in the role of Channel Manager serving the public sector at Cornerstone. Over the last 3 years, he has been part of the public sector team that has driving more than $20 million in new business and adding more than 1.0 million new software users, through partners, for Cornerstone.
Cornerstone is an industry leading, talent management software company, based in Los Angeles. Founded in 1999, the unified talent solution is currently deployed in 43 languages, serving more than 22 million users in 191 countries.
Wasilowski holds a post-graduate certificate from the Graduate School of Education at Harvard University, Cambridge, MA. Wasilowski earned an MBA from the Keller Graduate School of Management in Chicago, IL and holds a BA from Augsburg College in Minneapolis, MN. He has completed leadership and customer service training from the Disney Institute and numerous local and regional leadership programs.
A lifelong learner, Wasilowski completed coursework in the doctoral program in Higher Education Leadership at Walden University, Minneapolis, MN. Wasilowski was the recipient of League of Innovation in Community College Scholarship.
Wasilowski resides in Chattanooga, TN
Norma Watenpaugh, CSAP
Phoenix Consulting Group
Norma Watenpaugh is the founding principal and CEO of Phoenix Consulting Group (www.phoenixcg.com) which provides partnering and collaboration consulting services with expertise in partnering strategy, multi-channel and alliance management, and ecosystem development. Prominent clients include Amazon.com, Adobe Systems, Cisco Systems, Dupont, PayPal, Microsoft, SAP, and Xerox.
Norma has taught alliance seminars for Duke Corporate Education, the Reuters Foundation, Digital Vision Fellowship Program at Stanford University, San Jose State University Professional Development, the American Management Association, and is a frequently requested guest lecturer and speaker at industry events.
Norma has been a Board member of the Association of Strategic Alliance Professionals since 2003 and former Best Practices Committee Chair. She has led the organization in developing the CA-AM and CSAP professional credentials and in revitalizing the ASAP Handbook of Alliance Management: A Practitioner’s Guide. She currently leads the US delegation to the ISO standards committee for Collaborative Business Relationship Management.
President & Co-Founder
Marcus Wilson is President of HealthCore, Anthem's wholly-owned outcomes research subsidiary. HealthCore utilizes Anthem's rich data and extensive provider network to meet the evidence development needs of a broad array of healthcare stakeholders including Anthem, State and Federal agencies and the Life Sciences industry. He has been extensively involved in efforts to utilize electronic healthcare data environments to accelerate healthcare evidence development and to facilitate clinical decision support for more than 20 years. Prior to co-founding HealthCore in 1996, Dr Wilson spent seven years within an integrated delivery system owned by BCBS of Delaware where he oversaw the physician and patient clinical decision support, pharmacy policy and clinical trials programs.
Dr. Wilson serves as chair of the Innovations in Medical Evidence Development (IMEDS) Steering Committee, Reagan-Udall Foundation for the FDA, is chair of the Research Committee for the Academy of Managed Care Pharmacy (AMCP) & the AMCP Foundation, is a member of the FDA Mini-Sentinel Program's Project Operations Council, the Brookings Active Safety Surveillance Council, the eHealth Initiative Board of Directors, the Dean's Roundtable, College of Science, Virginia Tech and the Board of Visitors for the Mayes College of Healthcare Business & Policy at the University of Sciences in Philadelphia. He is a past member of the Board of Directors for the International Society of Pharmacoeconomics and Outcomes Research (ISPOR) and is a reviewer for multiple journals.
Dr. Wilson received his Bachelor of Science in Biochemistry from Virginia Tech and his Doctor of Pharmacy degree from the Medical College of Virginia. He completed a residency in Family Medicine at the Medical University of South Carolina prior to joining the faculty at the Philadelphia College of Pharmacy where he taught didactic and experiential courses in therapeutics and clinical decision support. His experiential site within the HMO of Delaware eventually served as the foundational assets for HealthCore. HealthCore was eventually acquired by WellPoint in 2003 just prior to the WellPoint-Anthem merger.
Andrew Yeomans, CSAP
Director - Alliance Management
Director of Alliance Management at Merck-Serono, based since 2012 in Germany and he has been actively involved in leading several key China alliances for his company. He has over 22 years experience in the Pharmaceutical Industry. His early career was within Corporate Sales and Marketing Leadership positions, focusing on Asia and North America, which evolved into Global Alliance Management 10 years ago. Andrew currently manages up to 34 alliances, with a particular focus on Commercial and Development Alliances. He is active within ASAP as a Certified Strategic Alliance Professional and has been a member of several Regional Chapters. Andrew is a Registered Pharmacist in the UK and has an MBA from Henley Business School.