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Monday, March 2 - Morning

Workshops

Session 101: CA-AM Certification Exam Prep

$899.00 for ASAP Members | $999.00 for Non-Members

Additional fee is associated with workshops; they are not included in the Full Conference Pass.

8:30am-2:30pm

The Certificate of Achievement - Alliance Management (CA-AM) review course is designed to reinforce and refresh concepts covered in the CA-AM exam. Modules begin with a review of key alliance concepts and then moves to a case scenario analysis designed to encourage conversation and clarification of those concepts. Each module concludes with a summary of key takeaways.

Based on the principles covered in The ASAP Handbook of Alliance Management: A Practitioner’s Guide, this course addresses the following areas covered in the CA-AM exam:

Alliance Life Cycle Framework
Strategic Rationale and Readiness
Alliance Selection
Alliance Execution
Planning and Organizing Skills
Management and Leadership Skills

Speakers:

  • Ann Trampas, CSAP
    Phoenix Consulting Group

Session 102: CSAP Certification Exam Prep

$899.00 for ASAP Members | $999.00 for Non-Members

Additional fee is associated with workshops; they are not included in the Full Conference Pass.

8:30am-2:30pm

The Certified Strategic Alliance Professional (CSAP) review course promotes discussion around alliance management judgment, as well as knowledge. Each module begins with a brief case scenario designed to encourage conversation around key alliance management themes, includes review of related concepts, and concludes with a summary of key takeaways.

Based on the principles covered in The ASAP Handbook of Alliance Management: A Practitioner’s Guide, this interactive course addresses the following areas covered in the CSAP exam:

Alliance Strategy and Partner Selection
Alliance Formation Processes
Managing Alliances
Developing Organizational Alliance Skillsets
Fostering Collaborative Organizational Mindsets

Speakers:

  • Norma Watenpaugh, CSAP
    Phoenix Consulting Group

Session 104: Designing a Partnership that Works: Onboarding Your High Tech Partnership

$950.00 for ASAP Members | $1,050.00 for Non-Members

Additional fee is associated with workshops; they are not included in the Full Conference Pass.

8:30am-2:30pm

This experiential and interactive workshop was designed by Xerox for use in creating a framework for its partnership success. Used numerous times for many of its partnerships, the Xerox program reinforces the process and opportunities for partners to quickly work and adapt to an alliance. Furthermore, it helps the alliance become more effective and efficient in managing the relationship. One of the most critical steps in developing an alliance is how to help the partner rapidly close business from it. This program also provides organizations with the knowledge, direction, steps and timeline needed to effectively market, sell, close, and deliver alliance opportunities by leveraging a joint strategy approach.

This workshop includes case studies designed to enhance a hands-on learning approach and focuses on four planks or sections of successful partnership requirements:

Strategy
Go to market / Selling together
Coaching and mentoring
Governance

Participants will learn:

  1. How to quickly develop an alliance relationship by leveraging a “four pillar” process
  2. Techniques and tools to quickly enable joint strategies with your alliances partner
  3. Ways to agree and leverage a business plan that makes sense and works!
  4. How to accelerate the creation of an alliance partner’s pipeline, deal conversion and margin potential
  5. How to help the partner quickly close alliance deals and reduce their time to revenue (TTR).

The Xerox program creates and maintains partnerships for one primary reason: to get results for everyone involved!

ASAP would like to thank Xerox for donating all materials, IP and instructors for this workshop.

Speakers:

  • Candido Arreche Jr., CA-AM
    Global Director, Portfolio Mgmt & On-Boarding
    Six Sigma Black Belt
    Xerox Worldwide Alliances

Session 103: Introduction to Alliance Management: Tools and Techniques

$950.00 for ASAP Members | $1,050.00 for Non-Members

Additional fee is associated with workshops; they are not included in the Full Conference Pass.

8:30am-2:30pm

Eli Lilly and Company is offering an introductory training course for new alliance managers. The course is a distillation of Lilly’s century of business alliance experience led by 2 of the most skilled alliance managers in the field – David S. Thompson, Chief Alliance Officer, Eli Lilly and Company, CA-AM and Steven E. Twait, Senior Director, Alliance Management, Eli Lilly and Company, CSAP. The course will provide never-before published case studies, tools, and techniques used to train alliance managers at Lilly.

Upon completion of this non-industry specific course, students will have working knowledge of alliance management including the start-up, maintenance, and winding down of alliances as well as an understanding of how to get the most value from an alliance.

Students who attend the course will have the opportunity to participate in a pre-session discussion and survey and will receive a set of battle-tested alliance management tools and a post-session follow-up with the instructors.

ASAP would like to thank Eli Lilly and Company for donating all materials, IP and instructors for this workshop.

Speakers:

  • Mike Berglund, CA-AM
    Director of Alliance Management
    Eli Lilly & Company
  • Brent Harvey, CA-AM
    Director, Alliance Management
    Eli Lilly & Company
  • Jeff Hurley, CA-AM
    Director, Alliance Management
    Eli Lilly & Company
  • David Thompson, CA-AM
    Chief Alliance Officer, Alliance Management
    Eli Lilly & Company
  • Steve Twait, CSAP
    VP, Alliance and Integration Management
    AstraZeneca

Monday, March 2 - Afternoon

Collaboration at the Core: Forging the Future of Partnering

Sessions

Session 105: Creativity – An Essential Ability for Collaboration

1:30pm-2:15pm

Collaboration requires new ideas, new solutions and presents new problems to solve. Collaboration requires creativity. This fast-paced interactive session will hone your creative gene and give you an edge as a collaborator.

Speakers:

  • Jeffrey Cummings, CSAP, PhD
    Associate Professor
    Loyola University

Session 804: The Second Annual ASAP Marshmallow Challenge

2:20pm-3:05pm

Like alliances themselves, this second annual Marshmallow Challenge is conceptually simple, but actually quite difficult. Join the fun and participate in this team event that reveals the true nature of collaboration. Bring a team of four or come alone and learn how to quickly collaborate with strangers. You’ll use skills you didn’t know you have, have fun—and you’ll learn an alliance management technique you can use at kickoff meetings and for team building. Because every alliance has its marshmallow...

Speakers:

  • Jeff Shuman, CSAP, PhD
    Principal
    The Rhythm of Business

Session 106: Future of Capitalism: Collaborative Capitalism

3:05pm-3:50pm

Collaborative Capitalism is the winner in the competitive game. We have ample evidence of how, given a level playing field, the Collaborationists win nine times out of ten. This highly interactive session includes an exercise in the Economics of Trust to demonstrate the powerful market distinction Collaborative Capitalism presents to those who embrace it.

Speakers:

  • Robert Porter Lynch, CA-AM
    President
    The Warren Company

Session 108: Speed Networking

4:00pm-4:45pm

The networking at the ASAP Global Alliance Summit brings people back year after year. Participate in the first of the conference and see how many people you can meet—and seed all those follow-on conversations that will occur throughout the week. Bring plenty of business cards!

Speakers:

  • Sue Hed, CSAP
    Senior Alliance Executive
    Qlik
    Facilitator

Tuesday, March 3 - Morning

Plenary – Collaboration at the Core: Forging the Future of Partnering

Sessions

Opening Remarks

8:30am-8:45am

  • Mike Leonetti, CSAP
    President & CEO
    ASAP

Session 201: The New Space Industry: Partners for the Future (Plenary Keynote)

8:45am-9:30am

New technologies, new entrants and government funding constraints are shaking up the dynamics of the space industry, paving the way for partnership among improbable partners. Space Florida, plays a critical role in shaping the ecosystem of the space industry in Florida, including fostering innovation and partnership. Our Opening Keynote speaker will share with us how the industry is changing, adopting a more commercial outlook and shifting from a government subcontracting mindset to one of partnership. He'll share stories of billionaire space entrepreneurs and the challenges of aligning their business models with that of NASA, the US government's space agency; of shifting culture, expectations and ways of working. Maybe there is an element of rocket science to partnering after all!

Speakers:

  • Dale Ketcham
    Chief of Strategic Alliances
    Space Florida

Session 202: ASAP Alliance Excellence Awards

9:30am-10:15am

The 2015 ASAP Alliance Excellence Awards shine the spotlight on those exemplars of business collaboration—organizations that are forging the future of partnering. Join us as we recognize the people and teams, relationships, and approaches that foster collaborative culture and nurture collaborative engagements, for years or even decades.

Speakers:

  • Mike Leonetti, CSAP
    President & CEO
    ASAP
  • Annlouise Goodermuth, CSAP
    Director, Alliance Management, Strategy, Science Policy and External Innovation
    Sanofi

Break

10:15am-10:45am

 

Session 203: Meet the 2015 ASAP Alliance Excellence Award Winners

10:45am-11:15am

What differentiates our award winners from the rest? How have they overcome some of the common obstacles to alliance success and demonstrated impressive results? Join our interactive discussion with the 2015 ASAP Alliance Excellence Award Winners—and start planning for your submission to next year’s nominations!

Speakers:

  • Jan Twombly, CSAP
    President
    The Rhythm of Business
    Chairperson, ASAP Programs Committee

Session 204: Conference Keynote: Fostering Real Collaboration: Lessons from Solving Global Health Problems

11:15am-12:00pm

Complex, cross-sector, multi-stakeholder collaborations are increasingly the only way to tackle big issues and big opportunities. Our Special Conference keynote presenter will share his learning - and collaboration and partnering methodology developed as a result - from working with several successful and not so successful partnerships in the realm of global health. He'll take us "under the hood" in order to give the alliance professional a view into the "Partnership Pathway" he and his colleagues developed and the outcomes achieved.

Speakers:

  • Dr. Mark Rosenberg
    President & CEO
    The Task Force For Global Health

Tuesday, March 3 - Afternoon

Disruption + Leadership = Partnering Innovation and Measurable Outcomes

Track 1: Go To Market and Revenue Generation

Session 301: Opportunities Abound: Prioritizing Joint Solution Development to Drive Results

1:15pm-2:00pm

Whether you are establishing a new alliance or moving an existing alliance forward, prioritizing joint-solution focus areas can be daunting. This session explores the where, why, and how of resource placement to drive both short-term results and long-term sustainability. It also explores ideas and collaborative methodologies used to assist alliance managers with this challenge.

Speakers:

  • Nancy Breiman, CSAP
    Manager, Innovation Solutions & Business Development Cisco Alliance
    IBM
  • Kim Lockwood, CA-AM
    Global Alliance Executive
    IBM

Session 302: Optimizing Your Alliance Partnerships Using a Strategic Account Management Approach

2:10pm-2:55pm

Operating an alliance partnership is often a complex process requiring a sophisticated sales approach. It’s important to determine whether a strategic account management approach is right for your company, and if so, the steps to take to implement one. Participants attending this session learn high-yield methods for constructing and executing advanced techniques for a strategic account management approach to their alliance partnership.

Speakers:

  • LaVon Koerner
    President & Chief Revenue Officer
    Revenue Storm
  • Bernard Quancard
    President & CEO
    Strategic Account Management Association

Session 303: Connecting the Ecosystem: Being the Catalyst to Accelerate Multi-Partner Go to Market Plans

3:25pm-4:10pm

NetApp’s highly effective catalyst approach streamlines the processes necessary for realizing the benefits of three- and four-way alliance programs. Market speed requires enormous commitment and precision from teams spread across highly matrixed enterprises so they can rapidly respond to customer needs with tight execution on programs that drive customer value and market innovation. Removing roadblocks enhances market leadership, sales acceleration, and product innovation. The session addresses critical success factors for implementing this strategy as well as potential roadblocks and mitigation factors.

Speakers:

  • Ron Long
    Global Partner Sales Manager
    NetApp
  • Maria Olson
    Vice President, Global and Strategic Alliances
    NetApp

Session 304: Creating Value, Measuring Impact

4:20pm-5:05pm

The very premise of partnering is to create new value that could not be achieved independently. Phoenix Consulting Group has conducted research into how alliances create corporate value through the lens of the best practices of the highest performing alliances. More over this research reveals how high performers measure the value they create and what they measure differently from the rest.

This highly interactive, mini-workshop combines research with a Model for value proposition development and practical application and collaborative learning. Workshop participants will develop a Win/Win/Win value proposition and learn how to apply a metrics Model to drive alliance performance. Real case examples from past workshops from alliance communities in Asia, the US, and Europe will be shared.

Speakers:

  • Norma Watenpaugh, CSAP
    Founding Principal
    Phoenix Consulting Group
  • Phil Sack, CSAP
    President
    Asia Collaborative Business Community

Track 2: Turning Disruption into Innovation

Session 401: Partnering in an Open Ecosystem

1:15pm-2:00pm

Ecosystems require a different approach toward partnerships, compared to the traditional form of bilateral collaboration. Successful, thriving ecosystems usually encompass multiple salient partnerships. Philips’ became well-versed in strategically managing new and existing ecosystems as its portfolio transformed over time from standalone products to interconnected products and services. At Philips, this evolution is taking place in both the HealthTech business as well as in the Lighting solutions space, impacting Philips Hue, the HealthSuite Digital Platform, Smart Cities, and Personal Health. Some of these ecosystems are open, requiring the engagement of partners to connect their products and build applications on top of Philips’ platform, or connect the platforms. Some ecosystems are closed, where Philips decides on the partner selection. This session will discuss the strategic approaches used by Philips to manage the company’s ecosystem.

Speakers:

  • Gijs Habets
    Director, Strategic Alliances & Partnerships
    Philips
  • Fred Azar
    Head of Healthcare Strategic Alliances
    Philips

Session 402: Transforming Partnering Post Disruption

2:10pm-2:55pm

Cloud. Smart Cities, Sustainability. SaaS. The Internet of Things. The need for new partners and new business models that has caused so much disruption in the technology industry is no longer new. It is what is. Our panel of partnering executives will discuss the building blocks of partnering success on the "day after" the disruption.

Speakers:

  • Moderator
    Lorin Coles, CSAP
    CEO
    Alliancesphere
  • Laura Voglino
    Vice President, Ecosystem Development
    IBM
  • Tony DeSpirito, CSAP
    VP Global Alliances
    Schneider Electric
  • R. Lynn Richard, CA-AM
    Vice President, Global Alliances
    Unisys

Session 403: Assembling the Case for Action: Enrolling Stakeholders, Finding Money, Overcoming Objections

3:25pm-4:10pm

When 31 groups came together to form the End Buruli Ulcer Alliance and make a measurable impact in the globe's most neglected disease, they created a new mechanism for revenue generation to overcoming years of inertia. This presentation uses their experience to explore the challenges of alliances and answer questions such as: How do you raise money when everyone says they have none to spare? How do you confirm the need and a valid case for action with sparse data? How do you clarify a valuable set of shared outcomes in the face of conflicting motivations? How do you surface all of the resistance and then mitigate it to each stakeholder's satisfaction? How do you create a coordinated plan of action when no one works for you?

Speakers:

  • Andrew McCormack
    VP Cocoa Sustainability The Hershey Company
  • Michael Taylor, CA-AM
    CEO
    Schellingpoint

Session 404: Lessons Learned from Managing Alliance Disruptions

4:20pm-5:05pm

Alliance disruptions come from many sources, including just the normal course of business. These include the impact of new leadership, changing priorities and simple differences in approach to achieving agreed upon objectives. They can cause partners to drift apart or overlook opportunity that may appear unexpectedly if a relationship is maintained. This session shares the presenters experiences in managing the “normal disruptions” and includes roundtable discussions to allow participants to examine and share their views on managing typical disruptive scenarios.

Speakers:

  • Mark Mattox
    Director, Global Alliance Partners
    Verizon Enterprise Solutions

Track 3: Leadership for Change Agents

Session 501: Improving Alliance Outcomes: What’s an Alliance Professional to Do?

1:15pm-2:00pm

What can alliance professionals do in order to realize a step-function improvement in partnering outcomes? The mantra of the day seems to be, “Be more strategic.” What does that mean in an environment of over-stretched resources and greater numbers and types of partnering arrangements? A two-part hypothesis is presented that includes introduction of a new model for alliance management and a call to “bake partnering in.”

Roundtable discussions will address the leadership questions related to approaching alliance management activities more strategically – and thus more connected to the outcomes that matter – without a big commitment of new resources.

Speakers:

  • Jeff Shuman, CSAP
    Principal
    The Rhythm of Business
  • Jan Twombly, CSAP
    President
    The Rhythm of Business

Session 502: Alliance Manager's Role in Integrating Acquired Companies

2:10pm-2:55pm

Many of the same leadership skills for successful alliance management are transferable to integrating an acquired company. This discussion will highlight those skills and address some of the unique considerations when integrating and acquired company - and its alliances.

Speakers:

  • Nick Dunscombe, CA-AM
    Leader, Global Alliance Management Center of Excellence
    Astra Zeneca
  • Troy Gautier, CA-AM
    Managing Director
    Alliances Progress, LLC
  • Kim Lockwood, CA-AM
    Global Alliance Executive
    IBM
  • Gerry Dehkes, CSAP
    Principal
    Booz Allen Hamilton

Session 503: Understanding Body Language in Negotiations and Conflict Resolutions

3:25pm-5:05pm

90 minute session

The vast majority of all face-to-face communication is transmitted and received via body language - yet we approach nonverbal communication content with seeing just 1% or less (no exaggeration) of the information that’s constantly available to us. The ability to read the thought-feelings of the person you’re negotiating with – or understand the meaning behind the carefully nuanced words of a partner, could be the difference between coming to an agreement – or not. This 90 minute workshop adds a non-verbal toolkit to the alliance professional’s arsenal. A taste of what you’ll learn in this action packed session includes:

  • Rapport and relationship – nonverbal builders and destroyers
  • Sincerity vs. insincerity
  • Sitting for influence and common mistakes
  • Eye contact (too much, too little or just right)
  • De-escalation and working with angry individuals

Speakers:

  • Dr. Jack Brown
    Nonverbal Communication Expert, Physician
    The Body Language Group

Wednesday, March 4 - Morning

Industry Focus

Track 1: Biopharma Focus: Partnering - The Lifeblood of the Industry

Session 601: Collaborating Creatively to Build Innovation into the Pipeline

8:25am-9:10am

One of the more intriguing alliances in biopharma announced this past year is the one between AbbVie and Calico, the Google-backed life sciences company. Curious about what it is like to partner with a Google-backed company? You will not want to miss this session that provides a perspective on the shape of things to come in a swiftly changing business landscape.

Speakers:

  • Shelia Westmoreland
    Sr. Director, Alliance Project Leader
    AbbVie

Session 602: Aligning Quality Mindsets Among Alliance Partners

9:20am-10:05am

Quality has wide-reaching impact on partnerships and alliances, but quality cultures can be wide-ranging across organizations. Misalignments between the respective quality teams can negatively impact timelines, costs, and relationships. If not successfully addressed up front, misalignment can degrade company morale and profits. This session addresses best practices for creating, maintaining, and nurturing a common culture of quality among diverse alliance partners.

Speakers:

  • Diana Brassard, CA-AM
    Alliance Manager – Oncology
    Sanofi
  • Sherri Wallinger
    Manager, Alliance & Partner Quality Management
    Sanofi

Session 604: Balancing Lifecycle Management and Portfolio Priorities in Mature Alliances

10:35am-11:20am

Strategic alignment between partners can be challenged as an alliance matures and priorities diverge. The partners may have differing levels of interest in investing in outcomes studies or expanding into niche indications. Newer products may get added to the sales rep’s bag, taking focus off the alliance product. Our panel will explore these and other challenges of maturing alliances and share their lessons learned for regularly finding an aligned product strategy.

Speakers:

  • Ron McRae, CSAP
    Director Alliance Management
    Janssen Pharmaceutical Companies of Johnson & Johnson
  • Nancy Griffin, CA-AM
    VP, Strategic Alliances, Global BD&L – Oncology
    Novartis
  • Gray Hulick
    Sr. Director, Global Alliance Management
    Takeda Pharmaceuticals

Session 603: Partnering to Diversify Yields Rapid Growth

11:30am-12:15pm

By leveraging a unique business structure that allows it to partner in highly productive and forward-thinking ways, Mission Pharmacal built a sound business and partnering strategy, allowing it to nearly double revenues every year over the past 10 years. The journey this small, family-owned company is pursuing offers insights and proven techniques for building successful partnerships that diversify products, brands, markets, and services in pursuit of growth. Mission’s story offers rich learnings participants can apply and adapt as their companies reach for the next level of growth.

Speakers:

  • Terry Herring
    President
    Mission Pharmacal

Track 2: High Tech Channel Focus: Channel Success Today

Session 701: Succeeding in Tomorrow’s World Today: Frontline Channel Executive Perspectives

8:25am-9:10am

The growth of mobility and ‘cloud’ along with globally diverse and millennial buyers is creating disruption in traditional ‘go to market’ relationships. For alliance, channel and technology executives to succeed, they must adapt, reinvent and leverage new types of partner relationships. Our panel of channel executives brings real world experience in channel transformation and growth across the communications, software, security and consumer/gaming industries. During this session, participants will learn key best practices for adapting channel approaches for success today and tomorrow.

Speakers:

  • Moderator
    Sue Hed, CSAP
    Senior Alliance Executive
    Qlik
  • Erna Arnessen, CSAP
    VP, Global Channel & Alliances Marketing
    Plantronics
  • Chuck Krogman
    VP Contact Center Sales Americas
    Mitel
  • Toby McDuffie
    Senior Director Buying Programs
    Symantec

Session 702: Enabling the Channel As Telco and the Data Center Converge

9:20am-10:05am

One of the consequences of the third wave of IT transformation, as it is referred to by IDC, is the shift of traditional telco channel and alliance partners via the integration of telecom and cloud. Drawing upon his experiences leading various channel and alliance routes to market in both traditional IT and public cloud companies, our presenter will discuss the implications for enabling the channel at an operational level, covering such topics as aligning customer messaging value propositions and experiences and overcoming roadblocks in systems, culture and business model.

Speakers:

  • Jeff Schmitt
    Sr. Director, Cloud Services Enablement
    Century Link Cloud

Session 703: It's Not About You: Optimizing Channel Relationships

10:35am-12:15pm

This 90-minute, hands-on workshop addresses what it takes for vendors and partners to build a successful channel sales partnership. Fancy channel programs and spiffs can’t replace the essential component of relationships where business partners feel they are treated well. The vendor must help their partners be successful and build their businesses—-something sorely lacking in today’s channel management. This session provides guidance on starting a relationship with a prospective channel partner through the recruitment process. Key components of channel partner success include ensuring that the vendor understands and appreciates the partner’s business model, openly communicating with and supporting partners, helping them understand what to expect from the relationship, helping partners make well-informed and prudent business decisions with overall positive and profitable impacts, and managing relationship success.

Speakers:

  • Dede Haas, CA-AM
    Channel Sales Strategist
    DLH Services
  • Ann Trampas, CSAP
    Phoenix Consulting Group

Track 3: Partners in Many Ways

Session 802: Expanding Innovation Partnering with Academia

8:25am-9:10am

Collaborating with academic researchers is one way a company can extend innovation potential and address unique challenges. Academia is already involved in researching innovations in disruptive technologies, such as the Internet of Things, autonomous vehicles, energy storage, 3D printing, and advanced materials. Such transformative research is being brought into the marketplace across all industry sectors—-enhancing business productivity, job creation, and quality of life. This session addresses how to collaborate with academia, addressing some of the key issues of technology transfer, intellectual property, and ways to extend research budgets.

Speakers:

  • Bridget Moloney
    Industrial Liaison Officer
    University of Waterloo

Session 801: Aligning for the Health and Safety of Business Travelers and Ex-Pats

9:20am-10:05am

When trouble erupts somewhere in the world, companies may have to scramble to get security and perhaps medical assistance to their executives. They often turn to two companies whose long standing alliances has mastered seamless information and work flows, aligning each other's marketing teams, coordinated delivery of services, effective governance, and more. Through the story of their alliance’s effort to help a client and its employees through a particularly challenging crisis in West Africa, where getting best in class medical provision and security support was essential, our presenters will discuss how these two previously competing businesses brought disruption to the business travel health and security market.

Speakers:

  • John Maltby
    Director, Group Strategy & Alliances
    Control Risks
  • Sally Wang
    Vice President - Global Partnerships and Alliances
    International SOS

Session 803: One Word to Jumpstart or Re-invigorate Your International Growth Strategy: Partnership

10:35am-11:20am

Looking for ways to get started with global growth expansion or breathe new life into an existing alliance? This session offers insights and tips for anyone seeking to jumpstart growth through partnering, including effective methods for building a partnering playbook with established metrics for tracking success. As a fast-growing weight management CPG company, Medifast contemplated its global growth strategy and decided to jump with entrepreneurial zeal headfirst into partnering to carve out a rapidly expanding global footprint. The company has learned from ASAP veteran professionals and forged its own growth track. This session will provide easy to implement action items to create a robust governance process, manage north/south cultural issues, collaborate with competitors, and become a partner of choice through empowerment over dominance.

Speakers:

  • Brian Lloyd, CSAP
    Executive Vice President, International & Business Development
    Medifast

Session 107: A Global Framework for Leadership of Collaborative Relationships

11:30am-12:15pm

ASAP is partnering with the American National Standards Institute (ANSI) to oversee the proposed U.S. involvement of an international standard for "Collaborative Business Relationships." This discussion will highlight how companies that voluntarily adopt it can benefit as well as ASAP’s role in developing the standard.

Speakers:

  • Moderator
    Gregory Burge, CSAP
    Principal
    Corporate Partnering Services
  • Dr. Aleksandr N. Zhuk
    Co-Founder and President
    Business Relationship Management Institute
  • Nimma Bakshi
    Managing Director Corporate Advisory Services, Alliances Group
    PWC

Wednesday, March 4 – Afternoon

Building World Class Capabilities

Track 1: Alliance Research: A Fact Based Underpinning

Session 902: Setting the Agenda: A Forum of Academic Researchers and Industry Practitioners

1:35pm-2:20pm

Academics have been investigating all kinds of alliance and partnering topics for decades. But rarely have these efforts been driven by those who actually need the findings—the alliance professionals who will act upon and learn from them. This session features an open discussion among alliance professionals and academics with the aim of developing a research call: Here’s what WE need to know. This “call” will then go out to the broad academic community to guide them in conducting new or revising prior research to better meet OUR needs. Discussions are under way to have the results of the ensuing studies published in a major journal or edited volume.

ASAP, through its extensive membership, is uniquely positioned to help set such a broad research agenda—come join us in helping to shape the future of the profession!

Speakers:

  • Jeff Cummings, CSAP
    PhD, Associate Professor
    Loyola University

Session 901: ASAP’s 5th State of Alliances Study: How Business Planning Can Improve Alliance Success Rates

2:30pm-3:15pm

Despite the increase of alliance management know-how among ASAP members, the four State of Alliance Management Surveys conducted since 2001 found that success rates remain flat. As a case in point, in the 4th State of Alliance Management, researchers found a high level of adoption of tools and processes but a low level of usage. One noteworthy example was in the area of business planning. While 96 percent of the respondents in that survey indicated they had a business planning process for their alliances, only 24 percent indicated consistent use. In this study, the researchers investigate what organizations do when planning for their alliances. The results of this study shed light on the following questions:

Do firms use the same planning processes for their alliances businesses as they do for their non-alliance operations?
Is there a significant difference in the performance of firms that use a formal business planning process over those that do not?
What aspects of the business planning process have the greatest influence on alliance performance?
How do different financial models and incentives affect the business planning process?

Speakers:

  • Dave Luvison, CSAP
    Professor
    DeVry University

Session 903: The Three Laws of Profit in Partnerships

3:45pm-4:30pm

At last year’s Summit, Gomes-Casseres introduced ASAP members to a new, research-based roadmap for strategic success in partnerships, based on his forthcoming book. Building on his enthusiastically received 2014 talk, the 2015 Summit discussion will delve deeper into how this roadmap can be used to select partners and share the profits generated by complementarities. The session will address questions such as: What are the keys to success in alliance strategy? How do we create value with a partner, and then share the results? What tools can help me plan for success?

Speakers:

  • Ben Gomes-Casseres, CSAP
    Professor
    Brandeis University

Track 2: Strengthening the Foundation - Core Skills

Session 1001: Creating and Sustaining Productive Alliances among Competitors

1:35pm-2:20pm

Creating an alliance among competitors may seem counterintuitive at first glance. Situations do exist, however, when groups of competitive companies find value in working together—such as building awareness of a new market, working together to build an ecosystem to support a technology, and creating a level playing field for all competitors. These situations require all participants to be mindful of anti-competitive actions that could result in severe penalties for all involved. Challenges also occur from critical legal issues, such as protection of intellectual property. When properly managed, alliances among competitive firms can offer benefits that none of the participants can realize without the participation of its competitors. This session will review several successful competitor alliances, including organization guidelines, operating policy and practice, success measures, and means to evolve the alliance over time to keep the group relevant.

Speakers:

  • Andrew Masland
    Senior Manager, Strategic Alliances
    NEC
  • Judy Mirkin
    Director Business Development/Global Alliances
    Riverbed Technology

Session 1002: Building Powerful Dashboards that Engage Executives

2:30pm-3:15pm

Creating a dashboard that tracks critical leading and lagging indicators is both a core tool and an important skill for alliance professionals to master. This session uses examples of dashboards that create insights and engage executives to introduce participants to the fundamentals of dashboard building, including:

  • Setting dashboard objectives and what should be measured
  • Establishing credibility through how measurements are gathered and displaced
  • Common challenges and mistakes of alliance dashboards

Speakers:

  • Sue Hed, CSAP
    Senior Alliance Executive
    Qlik

Session 1003: Eight Steps to Create Change for Alliance Success

3:45pm-4:30pm

A critical skill for alliance managers is to effectively manage and create change, as it is often required for alliances to be successful. One methodology is outlined by John P. Kotter in his book Leading Change as an 8-stage process of creating major change. In this session, we will use these steps as part of an interactive roundtable discussion where participants share and learn from others as we align real use cases to each of the 8 stages and learn how to use this as a tool for more effective change management in an alliance environment.

Speakers:

  • Leona Helverson, CSAP
    Channel Strategy & Partner Engagement
    Verizon
  • Karen Robinson, CSAP
    Global Channels, Strategy & Operations
    Verizon Enterprise Solutions

Track 3: Sharpening the Edge - Advanced Skills

Session 1101: Leading from the Start: Creating a Collaborative and Systematic Alliance Development Process

1:35pm-2:20pm

Trust between partners is fundamental for a healthy alliance. Collaborative leadership must combine with an operationally focused process to ensure that alliances reach a level of trust needed to overcome partner diversity. This session shares processes through case examples, including a 2013 ASAP Alliance Excellence Award winner, that put negotiations at the end of the process rather than the beginning. This approach has resulted in 75 percent-plus initial success rates and long-term sustainability.

Speakers:

  • Martin Echavarria
    Principal
    Coherence

Session 1102: Managing an Alliance During the Termination Period

2:30pm-3:15pm

All alliances eventually come to an end, one way or another. Virtually all alliance agreements have provisions for a “wind-down” period if a partner decides it no longer wishes to engage in an alliance. Once a decision has been made and communicated that an alliance will terminate on a given date, how can an alliance manager best serve the interests of the alliance during the final stages? How do the companies come out of the process with their partnering reputation maintained or enhanced?

Speakers:

  • Moderator
    John Buckingham, CSAP
    Founder
    Buckingham Alliance Partners
  • Ann McAuley
    Director, Alliance Management
    Astellas
  • Andrea Sinnott
    Director and Founder
    S.G.E Consultancy Ltd
  • Russ Buchanan, CSAP
    Vice President, Worldwide Alliances
    Xerox Worldwide

Session 1103: Testing and Enhancing Your Organizational Alliance Capability:
A Hypotheses Testing, Data Driven Approach

3:45pm-4:30pm

Most alliance managers struggle with clearly articulating the need for change, proving that problems exist, and determining a targeted plan of action. This presentation addresses how to create a clear set of alliance organizational capability hypotheses, and how to test them in ways that clearly define organizational barriers. Managers can then create a targeted organizational enhancement plan. The session will also address the pitfalls to smooth and effective alliance execution, including key processes that support internal innovation only, where senior executives focus their time, and when critical business functions lack accountability for supporting alliance success.

Speakers:

  • Stuart Kliman, CA-AM
    Partner
    Vantage Partners