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12 New CA-AMs Join Growing Ranks of Certified Alliance Professionals

Posted By Administration, Friday, June 20, 2014
Originally posted on 2/25/2013

In the past month, 12 professionals have earned a CA-AM credential. Congratulations are in order for:
  • John Larson, AbbVie
  • Shankar Subramanian, AbbVie
  • Timm Hoyt, Brocade
  • Heidi Larsen, CA Technologies
  • Charles Peckham, Cisco
  • Jade Boneff-Walsh, Entrepreneurs' Organization
  • Vinnie Rivera, Nationwide
  • Laurence De Schoulepnikoff, Novartis
  • Masatoshi Takada, Shionogi & Co., Ltd.
  • Tamra Phillips, Unisys
  • Joan Wesolowski, Unisys
  • Houston Cable, USAA

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Big Pharma Allies with Doping Agencies to Prevent Drug Abuse by Athletes

Posted By Administration, Friday, June 20, 2014
Originally posted on 2/20/2013

We cover a lot of interesting alliances in the world of biopharma, some of which are chronicled in our article “Strange Bedfellows” penned by our editor-in-chief Michael Burke that appears in the Q1 2013 issue of Strategic Alliance Magazine.

Yesterday, the New York Times had a fascinating feature on big pharma’s efforts to root out abuse of their drugs by athletes. The story is told primarily through ASAP Corporate Member Roche and its efforts to curb use of its EPO product that has used by several prominent jocks to gain an edge illegally, most notably now-disgraced Lance Armstrong, the most famous cyclist who was recently stripped of his seven Tour de France victories in light of mounting evidence of doping. It’s an interesting situation for Roche and other pharmaceutical companies in similar situations; EPO has several legitimate uses, but is gaining notoriety for the abuses by Olympic athletes, cyclists, baseball and football players, and the like.

Although the Times article doesn’t mention it, there are many people who believe the now-prohibited supplement Ephedra can provide positive benefits if used responsibly. However, Ephedra was banned by the U.S. Food and Drug Administration (FDA) almost a decade ago based on growing evidence of a correlation with heart problems associated with the product. In particular, professional athletes that had taken Ephedra as an energy booster had subsequently died from heart attacks. Athletes, of course, tend to abuse drugs to get an edge, especially when taking them unsupervised.

What does this have to do with alliance management? ASAP has talked about public-private partnerships in the Q4 2012 edition of Strategic Alliance Magazine and its recent Triple Helix webinar, and these alliances will be front and center of the 2013 ASAP Global Alliance Summit’s keynote session. Still, the type of work being embarked upon in tandem by Roche and the World Anti-Doping Agency (WADA) in some ways breaks new ground in terms of how these types of alliances can be utilized.

The larger premise of the 2013 ASAP Global Alliance Summit keynote is to get people thinking creatively about what alliances can achieve. The Roche-WADA partnership shows how you can accomplish critical objectives that don't fall into neat buckets such as revenue generation, market expansion, or intellectual property gain—the things we normally think of when examining “partner” in the context of “build” or “buy,” for example. In fact, one wonders whether reputation protection is an area in which partnerships might play a bigger role in the near future.

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Chiasma Taps Roche for Phase III Neuroendocrine Tumor Drug

Posted By Administration, Friday, June 20, 2014
Originally posted on 2/18/2013

Chiasma has turned to ASAP Corporate Member Roche to commercialize its acromegaly and neuroendocrine tumor drug Octreolin. In exchange for a worldwide exclusive license to Octreolin, Roche will initially pay Chiasma $65 million and possibly up to an additional $530 million with the accomplishment of certain development and commercial milestones. In addition, Chiasma will also get tiered, double-digit royalties if/when Octreolin gets to market.

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Lilly, Qiagen Partner Around Diagnostics

Posted By Administration, Friday, June 20, 2014
Originally posted on 2/15/2013

Qiagen and ASAP Global Member Eli Lilly and Company have expanded their relationship to develop and bring to market a variety of companion diagnostics. The two companies have previously come together around the Janus kinase 2 (JAK2) inhibitor.

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Cisco Tweaks Products, Premier Partner Status Qualifications for Mid-Market

Posted By Administration, Friday, June 20, 2014
Originally posted on 2/12/2013

ASAP Global Member Cisco is in the news for some announcements it has made around its mid-market revenue growth efforts. The company unveiled its new Express Collaboration Specialization program, which reduces the requirements for attaining Premier certification status, a move designed in large part for smaller companies which may not have the resources to engage in the more extensive training of Cisco's Advanced Collaboration Architecture Specialization program.

On the product side, Cisco revamped its Business Edition 6000 video conferencing and collaboration products to enable Value-Added Resellers (VARs) to sell 25-license deals that are more palatable to midmarket customers than the 50-license minimum previously required by the networking giant.

At the 2013 ASAP Global Alliance Summit, Manoj Bhati, senior product marketing manager for GTM mid-market strategy at Cisco, will expand on how Cisco works with partners of this size in his presentation "When Your Customer or Partner Is Small: Turnkey Solutions for SMB Channel Management.” We will also explore large entity–small company alliances (a.k.a. "David-Goliath" partnerships) in the Q2 issue of Strategic Alliance Magazine in which we hope to talk to Bhati.

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