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Relevance of Partnerships for Intelligent Workspaces and 5G Transforming and Disrupting Partners to Headline ASAP Tech Partner Forum in June

Posted By Michael Leonetti, CSAP, Friday, April 19, 2019

The Association of Strategic Alliance Professionals is gearing up for the 2019 ASAP Tech Partner Forum scheduled for June 19 at Citrix Systems in Santa Clara, California. The third annual program features partnering executives representing companies such as Google, Facebook, Verizon, Ericsson, Salesforce, Citrix and many others throughout the one-day event which includes plenty of networking with those in the high-tech community. “From the perspective of an attendee, the quality of the program was exceptional…It was right up there with the quality of ASAP Global Alliance Summit presentations, but in an intimate environment allowing you more access to those speaking. So, I was blown away by the program,” commented an attendee from last year’s forum; more of the same can be expected at this year’s event.

Program highlights include; Citrix Systems’ Senior Vice President, Steve Wilson who will headline the forum as he discusses the relevance of partnership as companies embark on delivering intelligent workspaces. Other speakers include Josh Moss, editor-in-chief of the Silicon Valley Business Journal; Jim Chow, head, global SI strategic partnership for Google Cloud; Katherine O'Leary, global consulting partnerships at Workplace by Facebook; Davina Pallone, vice president, product with Neurotrack among others. Topics such as how 5G will transform and disrupt business and partners; managing coopetition-based partnerships through introducing disruptive technologies; digital therapeutics; the framework for creating an ecosystem dashboard; and using AI to create new partnerships is something Ken Gardner, CEO and founder of conDati will discuss. “We have found that this event takes a deeper dive into topics that are relevant to day-to-day challenges and things that will affect how partner success is driven,” comments another attendee.

To register for the 2019 ASAP Tech Partner Forum and take advantage of the special offer, intimate event and gain insight on how to accelerate your business visit www.asaptechforum.org today!

 Attached Files:

Tags:  5G  AI  ASAP Tech Partner Forum  Citrix  ConDait  Coopetition  Davina Pallon  digital therapeutics  Disruptive Technologies  ecosystem dashboard  Facebook  Google Cloud  Jim Chow  Katherine O’Leary  Ken Gardner  Neurotrack  Santa Clara  Steve Wilson 

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The Value of Honing in on Partner Specialization and Expertise—the Google Way

Posted By Cynthia B. Hanson, Wednesday, October 17, 2018
Updated: Wednesday, October 17, 2018

Google has been called a trendsetter; a more apt description might be “epoch-maker.” The company repeatedly has surged ahead of the pack to set long-term standards. When adapting to the evolving multi-industry, multi-partner ecosystem, Google places great value on making specialization and expertise central to strategy, says Nina Harding, channel chief at Google Cloud. Harding discussed that message today in her session “Transforming Partnerships in the Cloud” at the 2018 ASAP Tech Partner Forum, “Reimaging Part­nering in a Disruptive World,” on October 17, at the Four Points by Sheraton, San Jose Airport, San Jose, California. In a fascinating pre-Forum interview, here’s what Harding honed in on:

Your session description describes Google’s link to transformation as pervasive in a world of continuous change. How does this philosophy fit into Google’s present partnering mindset?

We partner differently. We approach partnering much more from the ways companies and partners are transforming. I plan to talk a lot about traditional services and resellersthe way partners build their businesses. That traditional way is in the rear view mirror. We are finding increasingly the need to build businesses around where they have expertise, so it makes it easier to partner to fill in gaps. We ask the question: What do you want the ecosystem to do for you, and how do you want it to extend value for you? We look at channels differently as we meet with partners and look at the marketplace. Those traditional partners don’t exist anymore. They don’t show up as one type or two types anymore.

The shift from vendor to ecosystem partner requires figuring out for a particular company how they can best ride their business. You need to look at it more from a behavioral perspective: How can we make you successful or profitable? Or if you want to just sell, how can we unbridle you from the resell? Become strategic advisors if you don’t want to be bridled into reselling. We talk about transforming and looking at the landscape of the ecosystem and how they want to engage with us. It’s a very different approach. Companies like Google, SAP, and Microsoft used to have a lot of power in who their partners were. Now, with social media, purchasing is through networks. Our job is not to assess the value of a partner. Instead, it’s to differentiate the business. There is a fundamental shift in the way you want to engage and work with our ecosystem. We talk a lot more now about how we help partners differentiate in the marketplace and how we make them successful. Because we created a culture, we ask questions like: How do we find the right partner? How are they specialized? What is their expertise?

As one of the big leaders in this new ecosystem, how is Google adapting and adjusting to the change?

It’s critical. One of the biggest areas of investment in the last six months requires really focusing on industry perspective. For example, some of our great new partners and customers are makers of wearable devices, where they have the Google Cloud platform. This is not the traditional cloudwe take geospatial data, maps, linguistics, etc., and intertwine them. The power of having such tools and resources through Google partnering is to be able to deliver transformative options in, for example, the healthcare space. We also have Chrome. The utilitarian nature of a Chrome book allows hospitals and organizations to have a utility laptop that anyone can access. They can sign into their account regardless of it being their machinebecause everything is in the cloud. It’s not just signing into an epic system; it’s anything and everything they have access to as a user, from the G-suite to GCP, Chrome, maps. There’s a tower of solutions as a partner.

You state that companies need to become business advisors solving customer challenges in an agile, customer-centric, digital environment. Why is that the new normal?

Customers are almost ahead of partners sometimes in digital transformation, as partners are no longer going in to solve a lift-and-shift problem. Whole conversations need to be about imagining what your business could be and tackling what your next version of your business will be. It’s about transforming your businesshow to reach and serve your customer versus going in and saying “This is our tech, and this is how this will fit.” That’s the conversation we’re having about being that trusted advisor.

What are key considerations when building these new partnering programs?

I don’t think the partner program are vendor-driven, they are ecosystem-driven. So when building programs, build to make the partner successful. Build their business. In this world, it’s about innovation, digital transformation, and the need to infuse with tech enablement, but also it about how to think differently and imagine a different world than we have today. It’s a different way to enable partners. It doesn’t mean anything to a customer if you are a silver, bronze, or gold partner. But it means something if I have specialization or expertise to give you an idea of where you need to take your business. It’s about serving your ecosystem rather than measuring your ecosystem. My message is more about how should companies should be thinking differently working with their partners. Look at this from a different perspective and be customer-centric, which is a different philosophy.

Stay tuned for more of the ASAP Media team’s coverage of the 2018 ASAP Tech Partner Forum on the ASAP Blog at www.strategic-alliances.org. Learn more about the 2018 ASAP Tech Partner Forum at http://asaptechforum.org

Tags:  ASAP Tech Partner Forum  Chrome  cloud  customer-centric  digital Transformation  geospatial data  Google Cloud  innovation  Microsoft  multi-partner ecosystem  Nina Harding  partner programs  partners  SAP  strategic advisors 

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Vanguard Ecosystem Leadership: The Highly Successful Evolution of Salesforce’s Partnering Practices

Posted By Cynthia B. Hanson, Wednesday, October 17, 2018

Salesforce’s vanguard leadership has been exemplary when building strong partnering ecosystems. As a rainmaker in the API economy, the company designed the largest technology ecosystem and most active cloud marketplace. Leslie Tom, senior vice president of AppExchange marketing and programs, has played a significant role in that transformation. In her session “API Economy: Salesforce AppExchange Partner Ecosystem” at the 2018 ASAP Tech Partner Forum, “Reimaging Part­nering in a Disruptive World,” on October 17, at the Four Points by Sheraton, San Jose Airport, San Jose, California, she plans to share strategy and insight on how to build and benefit from a strong partnering ecosystem, and the invaluable role alliance managers play in fostering a healthy ecosystem.

“Our alliance managers at Salesforce are different than at other tech companies,” Tom began the interview. “They are involved throughout the entire process of recruiting partners to build solutions, onboarding partners, and working with partners on their go-to-market for business growth. They are building customer success from day one. Our alliance managers are critical to the success of the partners, [and we are] all focused on the joint success of our customers. When partners come into our ecosystem, the sole focus really is on partner and customer success. We have a saying at Salesforce to our partners: ‘When you succeed, we succeed.’”

In late 2005, Tom joined Salesforce and started recruiting partners for the AppExchange. The AppExchange was launched in 2006. From the beginning, Salesforce had “partner account managers” that acted like alliance managers, she explained. During the past 12 years, the company developed a much larger team that is now “100 percent focused on partners, their success and joint customer success.” Salesforce’s alliance managers work with one to many partners, depending on the company size and revenue opportunity. One of the company’s newest partners, Nokia, underwent a transformation similar to what many larger Fortune 500 companies are now trying to create—new revenue channels through partnerships, she continued. The former phone maker transformed to serve communications service providers, governments, and consumers.  Nokia created Nokia Intelligent Care Assistant solution on the AppExchange to provide holistic view of the customer to drive fast solutions to customer care issues.

The AppExchange—the #1 enterprise cloud marketplace—also goes by another name: AppExchange, the Salesforce Store. “We refer to AppExchange as the Salesforce Store because it offers much more than apps,” she said. “In today’s customer-driven world, we have apps, components, bots, data sets, and more. In 2006, we were more of an app directory where customers could find Salesforce extensions. Today, the AppExchange offers intelligent recommendations, personalized engagement and guided learning paths to help our customers find the right solutions faster. We have more than 5,000 solutions and more than 6,000,000 installs on the AppExchange.”

Other app marketplaces offer a one-to-one exchange, such as if you download an app for your phone, she explained about the difference. “On the AppExchange, one solution can be deployed to thousands of users; it’s not a one-to-one exchange. In fact, 88 percent of all of our customers are using AppExchange solutions and 89 percent of the Fortune 100 use AppExchange solutions. What is also unique about the AppExchange is that we think about it like Amazon in terms of customer reviews and ratings. If you go to AppExchange.com, there are over 80,000 customer reviews with star ratings, so our customers can look at multiple solutions, evaluate on peer reviews, and find the right fit for their business challenges.”

She then returned to the central theme of the session and reiterated the most important point: building a strong partner ecosystem focused on the success of your customers. “If your focus is on customer success, your partners and your company will be successful together. That is how we work with our alliance managers—to ensure that our partners are focused on customer success.”

Stay tuned for more of the ASAP Media team’s coverage of the 2018 ASAP Tech Partner Forum on the ASAP Blog at www.strategic-alliances.org. Learn more about the 2018 ASAP Tech Partner Forum at http://asaptechforum.org

Tags:  alliance managers  Amazon  API Economy  AppExchange  ASAP Tech Partner Forum  customers  ecosystem  Leslie Tom  partners  Salesforce  solution  transformation 

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Q2 2018 Strategic Alliance Magazine: The Culture of Jazz (Pharmaceuticals); a Massive Dutch Cross-agency Alliance; Award-winners—Past and Present; Three ASAP Fall Events

Posted By Cynthia B. Hanson, Wednesday, September 19, 2018
Updated: Monday, September 17, 2018

When the culture of a company really sings, it’s worth exploring the unifying elements. That’s what John W. DeWitt, ASAP Media and Strategic Alliance Magazine Editor and Publisher, explored in the Q2 2018 issue’s cover story, “Choose Culture First: How to Build a Collaborative Enterprise from the Ground Up—and Treat Every Partner Well.” DeWitt probes the underpinnings of Jazz Pharmaceutical in an interview with Cofounder and CEO Bruce Cozadd, and the company’s head of alliance management, Ann Kilrain. Culture, collaboration, and consistent partnering behaviors are integral to Jazz’s success, which is focused on sleep hematology/oncology solutions. “People judge you all the time, and what’s important is how you behave all the time,” says Kilrain during a captivating discussion that emphasizes how consistency and integrity are interwoven into the company culture. Also in this issue’s Up Front, “The Sound of Success,” President and CEO of ASAP, Michael Leonetti, reiterates that point with The Four Cs of Alliance Leadership: Communication, Culture, Collaboration, Compromise. In collaborative leadership, “leaders model their organization’s values and … can impact the culture of an organization,” he writes.  

A second cover story focuses on managing the collaboration of three big government agencies in The Netherlands. In “How an Alliance Matured from Chaos into Award-winning Order,” Diantha Croese, alliance manager at the Dutch Alliances on Data, and Menno Aardewijn, business consultant at the Dutch National SSA, discuss how they tamed a giant, unwieldy cross-agency collaboration between the Dutch IRA, Social Security Administration, and Statistics Netherlands. The management required incredible perseverance as well as “disruption, adap­tation, and overcoming sizable resistance,” and an intricate framework to establish cooperation and financial order between the agencies. Assigned the task of coordi­nating the collection of data about tax revenues, wages, benefits, and corresponding data for the Dutch gov­ernment, they streamlined financial data for the Dutch society while lowering administra­tive costs for employers and operating costs for the alliance partners.

Two other articles in this issue probe the question of what constitutes ASAP award-winning alliance behaviors. First is an article about the 2018 ASAP Alliance Excellence Awards, where seven companies won the four ASAP awards for remarkable accomplishments and exemplary conduct. The second article zeros in on the winner of the 2018 ASAP Alliance for Corporate Responsibility Award, which was presented this year to Cisco and Dimension Data for their celebration of 25 years of partnering with 25 altruistic service projects. The article highlights company employees and their voluntary contributions around the world, which range from education opportunities for girls in Sudan to community bicycles for school children in Thailand.

The Member Spotlight also focuses on the 2018 Individual Alliance Excellence Award winner Julphar in  “Breaking Boundaries in the Pharmaceutical Industry.” Along with pharmaceutical partner MSD, Julphar strategized to make a major difference in seven therapeutic areas for six countries in the Middle East and North Africa region. Julphar’s strategic alliance team consists of in­dividuals from diverse backgrounds whose combined skillsets and experience are viewed as critical to helping the company develop and sustain strong strategic alliances in a different area of the world to create the unique DUNES alliance.

Looking back, this issue also provides a roundup of the 2018 ASAP Global Alliance Summit in “The In-Demand, On-Demand World of Alliance Management, as Portrayed by the 2018 Summit Speakers.” The article captures the essential points of the keynote address and four plenary talks. Looking forward, “Circumnavigate the Globe this Fall With ASAP Conference Offerings” provides a synopsis of ASAP offerings this fall with a review of seminal topics for the three events: The BioPharma Conference, Tech Partner Forum, and European Alliance Summit.

For some hard-hitting findings, turn to Eli Lilly and Company’s Editorial Supplement “Common Value Inflection Points in Pharmaceutical Alliances.” Finding and understanding key inflection points can reveal a lot about your alliance and help alliance managers make good decisions, the article purports. It then does a deep dive into the topic with corroborating data and methodologies.

Finally, The Close relates a personal story about a former World War II Marine’s experience working at the Ford Motor Company in the 1950s during a time of great transition and innovation. “A Lesson From the Whiz Kids: Change and Teams‘An Inevitable Combination’” points out how teams have played an integral role in every major change throughout history. Whether political upheaval or disruption in business, it takes a combination of inspired leadership, engaged executives, collaboration, and a culture of teamwork to bring about a seismic shift. 

Tags:  2018 ASAP Alliance Excellence Awards  Ann Kilrain  ASAP BioPharma Conference  ASAP European Alliance Summit  ASAP Tech Partner Forum  Bruce Cozadd  Collaborative Enterprise  Culture First  Eli Lilly and Company  inflection points  Jazz Pharmaceutical  Julphar  MSD  Partnering Well  Strategic Alliance Magazine 

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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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