ASAP Blog

The ASAP Blog is your go-to source for coverage of the latest ASAP events, including conferences, webinars, roundtables, and other presentations.

The ASAP Blog is your go-to source for coverage of the latest ASAP events, including conferences, webinars, roundtables, and other presentations.

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Sales Is Hard; Selling Together Is Harder: Operating in a Collaborative Selling Environment

Community Partnership

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Sales Is Hard; Selling Together Is Harder: Operating in a Collaborative Selling Environment

Recently I’ve had some interesting conversations with members, both in technology sales and in biopharma, that caused me to reflect on my own years of experience in pharma commercial alliances and also what I know from our members about go-to-market alliances on the tech side. I spent many... Continue Reading

by Michael Leonetti
12/19/2019


Collaboration: Easier Said Than Done

Contributed Content

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Collaboration: Easier Said Than Done

The following blog was originally posted by ASAP corporate member and Education Provider Partner, The Rhythm of Business. Collaboration is a business buzzword that everyone thinks they know what it means and how to do it, but few truly do; yet it has never been more important than it is today. In... Continue Reading

by Jan Twombly
12/12/2019


Q4 Strategic Alliance Quarterly Sourcing Outtakes: The Power of the First Draft, Ever-Changing Tech

ASAP Publications

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Q4 Strategic Alliance Quarterly Sourcing Outtakes: The Power of the First Draft, Ever-Changing Tech

In our upcoming issues of Strategic Alliance Monthly and Strategic Alliance Quarterly, we will examine the changing nature of supplier collaborations in today’s business world. In a lengthy feature for Strategic Alliance Quarterly, we dive deep into how advanced digital technologies are... Continue Reading

12/11/2019


Alignment, Agility, and ‘Leadership IQ’ | Alliance leaders always have driven alignment. But what do

ASAP Publications

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Alignment, Agility, and ‘Leadership IQ’ | Alliance leaders always have driven alignment. But what do

As an alliance leader, I used to spend 70 percent of my time not working with partners, but working on aligning internally. The concept of creating value through partnering was brand new for our leaders. We’d never walk into a meeting without a pre-meeting. Building alignment stole time away... Continue Reading

11/27/2019


“We Need Partners—Fast!” Leveraging Partnerships to Respond to Paradigm Shifts

European Alliance Summit

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“We Need Partners—Fast!” Leveraging Partnerships to Respond to Paradigm Shifts

For old established companies, responding and adapting to market changes and shifts in technology and consumer buying behavior can be especially difficult. When the old ways of doing business no longer bring in the revenue they once did and the once-revered firm struggles to maintain its top... Continue Reading

by Michael Burke
11/15/2019


“Conductor of the Orchestra”: How Alliance Managers Harmonize Organizational Complexity

European Alliance Summit

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“Conductor of the Orchestra”: How Alliance Managers Harmonize Organizational Complexity

In “matrix organizations”—those working on multiple, complex, often large-scale projects with at least two chains of command—building and maintaining the alliance function “all comes down to leadership.” That was one of the key observations made by Lucinda... Continue Reading

by Michael Burke
11/14/2019


Supplier-User Collaboration Requires More Than Advanced Technology—Alliance Management Is Needed, To

ASAP Publications

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Supplier-User Collaboration Requires More Than Advanced Technology—Alliance Management Is Needed, To

The World Economic Forum (WEF) issued a white paper this month calling for all players along the manufacturing chain to expedite the adoption of advanced digital technologies that enhance the collaborative supply chain. WEF has given the industry plenty of homework in the directives it detailed in... Continue Reading

11/13/2019


Here’s to Another Alliance Launch

ASAP Publications

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Here’s to Another Alliance Launch

Updated: Wednesday, October 30, 2019 Alliances win—and the profession of alliance management advances—when we partner together to meet the challenges ahead. In this “best of the past” issue of Strategic Alliance Quarterly, we’re actually embarking at the same time... Continue Reading

by Michael Burke
10/31/2019


The Perfect Storm Meets the Perfect Ship: The Changing Face of Partnering in Tech and Biopharma

ASAP Publications

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The Perfect Storm Meets the Perfect Ship: The Changing Face of Partnering in Tech and Biopharma

In most industries, change is now so rapid that we often have trouble seeing through the fog of day-to-day demands in front of us. The effects we experience, react to, and feel most keenly may be local—our jobs, our companies, our partners, our industries—but the bigger picture behind... Continue Reading

10/30/2019


SHORT 3-MINUTE ACTION REQUEST | Share your Experiences in a Joint Survey with IDC
SHORT 3-MINUTE ACTION REQUEST | Share your Experiences in a Joint Survey with IDC

ASAP and IDC are conducting a joint survey which explores how others are managing alliance metrics and joint comp especially for sales and alliance professionals. The survey has only nine questions and should take you less than three minutes to complete. A post survey overview and results will be... Continue Reading

by Kimberly Miller
10/25/2019


Ahead of the Curve...ASAP and Strategic Alliance Quarterly celebrate the past while looking firmly t

ASAP Publications

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Ahead of the Curve...ASAP and Strategic Alliance Quarterly celebrate the past while looking firmly t

As we here at ASAP have been transitioning to our new offices—and to a new editorial team—we thought it was important to maintain continuity by preserving and celebrating what has worked well for our community while always keeping an eye on the present and on what’s up ahead. So... Continue Reading

10/25/2019


Reset, Relaunch, Rebirth: Rejuvenating a Longtime Alliance to Create Future Value
Reset, Relaunch, Rebirth: Rejuvenating a Longtime Alliance to Create Future Value

What happens when a more than three-decade-old alliance that has gone through its share of turmoil nears the end of its contractual life? Does it simply wind down in collective exhaustion, ending with a whimper? Does it crash and burn? Or can it somehow rise from the ashes of the past? Two... Continue Reading

by Michael Burke
10/17/2019