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Fascinating Mix of Case Studies Woven Into ASAP Conference Programming This Fall

Posted By Cynthia B. Hanson, Monday, September 17, 2018

Trio of conferences this September, October, November will include plenty of practical sessions with real-life examples of partnering success stories

The next issue of Strategic Alliance Magazine will include a fascinating case study on the Dutch Alliance for Data and Tax on Wages and Benefits, a complex alliance between the Dutch IRS, National Social Security Administration, and Statistics Netherland. The two alliance managers in the article will also provide details on how they formed, managed, and problem-solved the complex collaboration in a session at the upcoming 2018 ASAP European Alliance Summit: “Owning Your Ecosystem & Building the Future,” in Amsterdam, The Netherlands, Nov. 8-9 (location to be announced).  

Case studies are a powerful way to make a point, demonstrate useful tools and techniques, and highlight the best practices used to solve alliance challenges. There’s nothing quite as impressionable as a real-life alliance success story packed with examples of problem solving, effective frameworks, and cutting-edge techniques. In fact, the European Summit will kick off with a “Case Study of a Large-Scale Bi-Lateral Strategic Alliance,” presented by Christophe Pinard, director of global strategic alliance at Schneider Electric and Jean Noel Enckle from emerging solution ecosystem development at Cisco. The two speakers plan to provide their reflections and case perspectives on the dynamic, progressive alliance between the two companies. 

Their talk will set the stage for a summit where as many as 30 case studies will be tucked into sessions spanning a wide range of cross-industry topics, including

The Internet of Things (IoT), telecom, financial services, pharma/life sciences, digital ecosystems, telecom, energy, fintech, consumer goods, and other areas of interest. Presenters will include the heads of alliance divisions, CEOs, and other professionals.

A similar trend is afoot at the upcoming 2018 ASAP BioPharma Conference: “Creating Valuable and Innovative Partnerships by Driving the Alliance Mindset,” at the Hyatt Regency Boston, Boston, Massachusetts, Sept. 24-26.  Case studies are a great tool for teaching, and they will be central to the session “Let’s Make a Deal: Driving Better Contracts to Win in Clinical Genomics,” presented by Katherine Ellison, CA-AM, associate director of alliances at clinical genomics leader Illumina, Inc. Attendees will be asked to consider several of Illumina’s case studies and then delve into key areas where the alliance teams worked collaboratively with business development throughout the deal negotiation process.

Participants are asked to prepare for the session and bring their own case studies to share and discuss with peers on relevant topics, such as:

  • Methods to transform working relationships
  • Shared process models and governance structures to facilitate collaboration
  • Fit-for-purpose tools that drive internal and external information sharing
  • The merits of centralized and decentralized alliance and business development models

If you’re more interested in customer case studies on the tech side, join some of the biggest tech movers and shakers for one day, October 17, at the 2018 ASAP Tech Partner Forum: “Owning Your Ecosystem & Building the Future,” at the Four Points by Sheraton, San Jose Airport, San Jose, California. Keynote speakers Mitch Mayne and Wendi Whitmore of IBM, plans to weave some relevant alliance experience into his talk “Cyber Security Ecosystem Meets the Customer Experience,” and there will be plenty of concrete case study examples from Scott Van Valkenburgh, CSAP, vice president, global alliances leader at Genpact in his talk “Robotic Process Automation (RPA): Partnering Considerations.” Genpact has implements several successful RPA projects with Genpact’s RPA partnering strategy, and Van Valkenburgh plans to share lessons as well as customer case studies as he discusses Genpact’s launch and early RPA strategy.  

Learn more about these and other case studies, review additional sessions and content, and sign up for early bird discounts at the following links:

BioPharma Conference: http://www.asapbiopharma.org/sessions.php

Tech Partner Forum: http://www.asaptechforum.org/index.php

European Alliance Summit: https://www.asapeusummit.org/

Tags:  alliances  ASAP BioPharma Conference  ASAP European Alliance Summit  ASAP Tech Partner Forum  case studies  Christophe Pinard  Cisco  Clinical Genomics  Cyber Security  ecosystem  Genpact  governance  IBM  Illumina  IoT  Jean Noel Enckle  partnering  partnerships  RPA projects  Schnieder Electric  strategy 

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Fall 2016 SAM: New Frontiers in Academic Alliances; Interview with a Star Trek Writer and Gaming Professor; the Need to Think ‘Bigger than your Biggest Partner;’ and Much More!

Posted By Cynthia B. Hanson, Tuesday, December 20, 2016

The Fall Strategic Alliance Magazine delves into several new frontiers in alliance management. This issue stretches both imagination and potential with a cover story on academic partnering, “Bringing Academia aboard the Enterprise.” The article explores the history of invention in academia and then shifts to the driving forces today that are making academia an increasingly desirable partner, and how to maximize the potential.

 

Readers are also treated to an interview with Professor Lee Sheldon, a former writer for “Star Trek: The Next Generation” and several other well-known Hollywood television series, on creating collaboratively.  Now a professor of practice in interactive media and game development at Worcester Polytechnic Institute in Worcester, Massachusetts, Sheldon believes that “bad teams are the ones that cannot communicate and can’t get past their position.”  The better teams “communicate and understand and respect the positions of others outside of their own areas of expertise,” and every challenge can be met by a game.

 

This issue’s Collaborative Buzz highlights innovative partnering and provides a peek into the topic for next spring’s 2017 Global Alliances Summit, “From Science Fiction to Reality,” by Illumina Innovator Alex Dickinson.

 

In his Up Front column “Gaining a Global Perspective,” ASAP CEO Michael Leonetti, CSAP, emphasizes the importance of a global perspective so essential today for alliance managers as he reflects on the programming from the recent ASAP European Alliance Summit. The “diversity of nations and industries,” and nearly double the attendance, provide a launching pad for his thoughts on how to lead with a winning formula: “Think bigger than your biggest partner—and communicate the value on that level,” he writes. Leonetti also integrates some ideas from the recent leadership forum at the 2016 ASAP Biopharma Conference. Speaking of which, there’s a recap is this issue of the conference that covers the wide range of interactive sessions and dynamic participants this year.

 

Dip into the “Your Career” column for some practical insight from by Eric Rosenson, senior vice president of talent acquisition at Ruderfer & Associates, and Greg Flanagan, president and founder of Emerging Healthcare Partners. John DeWitt writes about how these two search professionals challenge, enlighten, and provoke alliance executives “out of any complacency they might have about career advancement” as well as discussed valuable topics such as “transferrable skillsets—negotiation skills, knowledge of partnership from a business development and sales organization perspec­tive, and other capabilities that are commonly sought in alliance managers.”

 

The Member Spotlight shines on cybersecurity corporate member BeyondTrust in Genevieve Fraser’s interview with Joe Schramm, vice president of strategic alliances. Keys to successful partnering include treating the “partner’s win as sacred,” says Schramm in an interview that looks at the major areas of competition in cybersecurity and how strategic alliances accelerate growth and provide leverage, among other things.

 

Eli Lilly and Company is offering from its alliance management and business training kitchen another recipe for success. Their editorial supplement instructs on how to enhance the flavor and value of an alliance “tossed salad” by adding lean six sigma to improve methodologies, speed, and quality while reducing costs.

 

Finally, The Close explores the relationship between discovery and progress, and highlights an alliance between MedImmune and Johns Hopkins that has resulted in an innovative program that could provide a role model for industry. The program enlists the young minds of millennials “so eager to engage in finding the next great breakthrough for society,” writes Cynthia B. Hanson. “Many millennials are waiting in the wings for the opportunity to engage in discovery provided by a well-designed industry-academic program. It’s well worth considering as part of your overall alliance management strategy,” she points out.

Tags:  2016 ASAP BioPharma Conference  Academic Alliances  accelerate growth  alliances  ASAP European Alliance Summit  BeyondTrust  business development  Eli Lilly and Company  Illumina  industry-academic  Joe Schramm  Johns Hopkins  methodologies  MidImmune  millennials  negotiation skills  Partner  partners  partnership 

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2016 ASAP European Alliance Summit to Address the Latest Developments in the Evolving Partnering Ecosystem

Posted By Cynthia B. Hanson, Wednesday, August 31, 2016
Updated: Saturday, August 27, 2016

This year’s ASAP European Alliance Summit scheduled for Nov. 3-4 hosted at the Royal Garden Hotel in London, England, should be particularly interesting given the recent news of the United Kingdom’s vote to depart from the European Union. How it might impact European alliances is certain to be addressed in the packed schedule of sessions and speakers with the Summit theme “The New Ecosystem for Partnerships.” The joint venture between ASAP and Thought Leader Global provides alliance managers in Europe and elsewhere with a window into the most current and cutting edge developments in their industries, as well as the latest in cross-industry partnering in an evolving ecosystem heavily impacted by trends taking place in the Internet of Things (IoT), healthcare, smart cities, the cloud, automotive trends, telecom, digital, and other areas.

 

Session speakers are being drawn from a pool of 30 directors of strategic alliances, multi- and cross-industry collaborators,  and collaboration business gurus.  Participants are free to choose sessions from two different streams of presentations throughout the conference.  The event will include at least 30 case study presentations, representation from over 15 different countries and over 10 different industries – from biopharma/life sciences, to energy, consumer goods, manufacturing, and technology.

 

You won’t want to miss industry experts and pundits talking about the latest advancements in their industries, such as:

  • Ole Kjems Sørensen, SVP, Head of Partnerships, DONG Energy
  • Michael Hilsenrath, Alliance Partner Business Development, Vodafone UK
  • Nick Jenkins, Marketing Partnerships and Ecosystem Director, UK, Facebook
  • Yuval Dvir, Head of EMEA Online Partnerships, Google for Work, Google
  • Hans Lindner, Head Global External Innovation and Alliances, Bayer
  • Sebastien Collignon, Director IOT Ecosystem EMEAR, Cisco
  • Michael Sumpter, Head of Alliance Mgmt, Servier Monde
  • Denis Gautheret, Vice President Alliances & Business Development, Deutsche Telekom
  • Ruben Garcia Santos, CSAP, Programme Manager Strategic Partnerships, Novo Nordisk Haemophilia Foundation
  • Sarah Sanders, Director of Partnerships, Ecosystem Strategy & Partnerships, GSMA
  • Michael Moser, CSAP, Alliances Network Collaboration, Dassault
  • Nils Bosma, GM JV Asset Management, Shell
  • Patrick Nielly, SVP Strategic Alliances, Ipsen
  • Steve Twait, CSAP, VP, Alliance and Integration Mgmt, AstraZeneca
  • Aileen Smith, Head, Digital Ecosystem Development, Huawei
  • Mikael Bäck, Global Head of Strategy Development & Portfolio, Ericsson
  • Anoop Nathwani, President UK Chapter, ASAP
  • Annick de Swaef, CSAP, President Benelux Chapter, ASAP
  • Frank Grams, VP, Head Alliance Management & Transactions, Sanofi R&D
  • Cindy Warren, VP, Business Development Neuroscience, Janssen Business Development
  • Moneshia zu Eltz, Head of Strategic Alliances and Corporate Venturing, Philips
  • Jean-Marc Gottero, VP A&C Cloud EMEA, Oracle
  • Heather Fraser, Global Lead, Life Sciences & Healthcare, IBM Institute for Business Value
  • Alistair Dixon, Senior Director, Global Alliance Mgmt, Takeda

Tap into a wide range of engaging and valuable topics presented by the best and brightest in the industry, such as:

  • New Partnership Models in a Digital LandscapeFacebook 
  • From Bilateral Alliances to Portfolios and EcosystemSanofi, Philips, IBM, Cisco 
  • Digital EcosystemsSyngenta, Huawei 
  • Ensuring a Collaborative Mindset as the Success Factor for Strategic Alliances Unilever 
  • Centers of Excellence: Reaching Higher Levels of Development in your Alliance RelationshipsTakeda 
  • Maximizing Value though DivestmentsAstraZeneca 
  • Managing Channel at a Time of Market TransformationOracle 
  • Best Practice on R&D, Innovation and Partnerships with AcademiaBayer 
  • Setting Up an Alliance Management Function in Your OrganizationServier Monde 
  • Making your Alliance GlobalJohnson & Johnson 
  • How to Manage IP in Innovation and Technology PartnershipsLundbeck 
  • Develop the Design & Managing Partnership ModelsGSMA 

Don’t miss Europe’s premiere partnering opportunity for managers, directors, CEOs, CFOs, and others interested in the latest trends in strategic alliances, business development, joint ventures, M&A, corporate development, portfolio management, integration units, human resources, programme management, change management, corporate strategy, strategy execution, and PMO.

 

For a list of emerging trends and topics, speakers, attending corporations, and/or to register or download the events brochure, visit www.asapweb.org/eusummit .

Tags:  ASAP European Alliance Summit  change management  corporate strategy  cross-industry collaborations  Ecosystems  IoT  joint ventures  partnering  programme management  strategic alliances  Thought Leader Global 

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‘A Bit of Our Own Medicine’: ASAP Partners to the Launch Successful 2014 European Alliance Summit

Posted By John W. DeWitt, Friday, December 19, 2014

This fall, ASAP joined forces with Thought Leader Global to deliver its first ASAP European Alliance Summit, held Nov. 13 and 14 at Geneva’s Hotel President Wilson. ASAP President & CEO Michael Leonetti, who welcomed more than 60 executives in attendance, said the success of the event vindicates ASAP’s approach. Partnering with an organization that had “boots on the ground” in Europe significantly accelerated the development timeline—and ensured ASAP and Thought Leader Global delivered a compelling program.

 

This week, ASAP Media caught up with Leonetti to what made the ASAP European Alliance Summit so successful—and to find out if the next one is in the works.

 

ASAP Media: Expansion of the ASAP presence in Europe has been discussed for years. Why was it so important to have an event in Europe this year?  What does this mean for ASAP’s international footprint?

Mike Leonetti: We have to do things that prove our international commitment—and it’s been several years since the 2011 BioPharma Conference (held in the US and in Europe), which was our last major event in Europe. It’s ASAP’s strategy and desire to cultivate a strong European community of partnering and alliance management executives—and to develop Europe as part of our global vision. Simply put, I’m focused on making ASAP a true global player. We recognize the importance of doing much more outside of North America, to support our burgeoning international membership and chapters. Europe was perfect place to start.

 

To develop the international community, you need to bring partnering executives together as we do so successfully each year with the ASAP Global Alliance Summit. That’s a US-centric event—and now we have a repeatable event in Europe. I’m far from satisfied with our European presence. But I’m very pleased that we’re making significant progress and working with chapters and members in Europe to build on this foundation.

 

It certainly seems appropriate for an alliance management association to partner—but why did ASAP choose to partner for this event? How did this approach pay off?

We partnered with Thought Leader Global to demonstrate that a partnership capability can allow you to enter a market much more quickly and efficiently. When we made the commitment to do a European event, I only had eight months to plan and execute it—so this partnership was needed. I also think it was important for ASAP to take a bit of our own medicine. We faced the classic buy-build-ally choice and it made sense to ally. Thought Leader Global was an excellent partner—they provided excellent feet on the ground in Europe. It was a great opportunity for Thought Leader Global to connect with our community, and vice versa, and together we drew about 60 people there. So partnering gave us access to resources we don’t have, helped us build a new market faster—and there’s value inherent in the partnership.

 

The event featured two days of great small group discussion and main stage presentations from  notable ASAP members such as Alistair Pim of Schneider Electric, Nick Dunscomb from AstraZeneca, and Michael Andersen of Grundfos, to name a few.  In addition, new companies not from AstraZeneca currently ASAP members were attracted to and attended this event including Hitachi Data Systems and GE Oil and Gas, and others.

 

How would you characterize the event—and what were the hot topics for discussion?

Because the room was relatively small, typically not more than 35-40 people, it gave participants the ability to ask a lot of questions and was very interactive in most cases. Topics were interesting and diverse, encompassing all levels of strategic partnerships, including alliances, joint ventures, and post-merger integration.

 

Is there a renewed emphasis within ASAP on joint ventures and integration of mergers and acquisitions?

ASAP has de-focused on JVs and some have said that they really are not strategic partnerships. In fact, JVs are as strategic as you can get, but governed legally as well as with partnership governance structures and processes. For me, it was refreshing to look at those as very, very sophisticated partnerships.

 

And there’s no group more qualified than the alliance group in post-merger integration. I think some smart companies like Lilly and AstraZeneca are realizing they should use the experts who are good at bringing people together. Why wouldn’t we use what we’ve learned in the alliance world in post-merger integration? There’s been an explosion in M&As—but the M&A is the easy part. Post-integration failure rates are high because it really requires a lot of expertise to integrate operations and cultures. You need a sound integration strategy—or otherwise you have one side decimating the other side, getting rid of everyone. For me, it wasn’t ‘same-old, same-old’ –it was refreshing to have a post-merger integration topic, and we’ve asked Nick [Dunscombe] to do a session on it again at the 2015 ASAP Global Alliance Summit [March 2-5 in Orlando USA].

 

What’s the future hold—how will ASAP build on this success?

ASAP and Thought Leader Global have agreed in principle to partner to deliver the ASAP European Summit again in 2015, likely in October, so a bit earlier next year. The agreement hasn’t been signed—but that’s our plan.  ASAP will continue to focus on European development as we revitalize our existing European chapters in BeNeLux, France, and the UK, and as we work with Michael Andersen to explore new chapters in the Nordic region. And of course, we expect that our partnership with Thought Leader Global once again will accelerate our development of new, compelling programming for our 2015 European Summit.

Tags:  2015 ASAP Global Alliance Summit  Alistair Pim  ASAP European Alliance Summit  AstraZeneca  GE Oil and Gas  Grundfos  Hitachi Data Systems  Michael Andersen  Michael Leonetti  Nick Dunscomb  Schneider Electric  Thought Leader Global 

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