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It’s Here: New Handbook Supplement Covers IT Partnering Principles and Practices

Posted By Michael Leonetti, CSAP, Saturday, February 29, 2020

Nothing remains static for long—not in alliances and partnering, and not in most industries today. Take your eye off the ball, and you may miss an important trend with far-reaching implications. Drift away from strategy and lose focus, and your competitive edge may be eroded as well. Continue doing things “the way we’ve always done it” and you might find yourself eclipsed, left in the dust by more innovative, less hidebound competitors.

Standing still is not an option—nor is sticking your head in the sand. Here at ASAP we’ve been busy moving forward, looking ahead, and responding to both the latest partnering trends and what many of our members have been asking for. So we’re thrilled to announce the release of our new IT supplement to The ASAP Handbook of Alliance Management: The ASAP Guide to Information Technology Partnering, now available in electronic format.

Most of our ASAP members already know about The ASAP Handbook of Alliance Management—some of them even contributed to it! Since its publication, the Handbook has proved a valuable, comprehensive resource for alliance professionals and their teams, providing a wealth of information, guiding principles, and best practices that take readers through the stages of the alliance life cycle and beyond, into emerging areas of alliance practice.

One of those emerging areas is information technology—a huge part of all our lives and one whose effects and implications go way beyond the “usual suspects” in Silicon Valley. As Forrester’s Jay McBain tells us in the Q1 issue of Strategic Alliance Quarterly, today, “every company is becoming a technology company.”

What does that mean for alliance professionals? What adjustments will they need to make to their thinking and vision going forward? What roles will they play in this massive digital transformation happening everywhere, across industries? How will they manage, orchestrate, and navigate the complex technology partnerships that encompass everything from multipartner go-to-market efforts to vast platform ecosystems (and everything in between)?

We set out to find the answers to those questions—and many more—and present them in a form that our members can readily and easily use. Hence the publication of The ASAP Guide to Information Technology Partnering, which contains the latest and most advanced thinking on leading, managing, and deriving revenue from alliances, partnerships, and complex ecosystems in the high-tech field. This supplement has been specifically tailored to the needs of the IT field and its pressures, concerns, and fast-moving trends. To create it, we reached out to a wide range of ASAP members and others—respected alliance leaders, successful consultants, industry analysts, widely published researchers, and more—to collect and synthesize their knowledge and insights. The result is the compilation and distillation of that thinking, from academic research to real-world, in-the-trenches experiences and proven partnering principles.

The ASAP Guide to Information Technology Partnering explores the challenges of working in a continually changing IT landscape marked by ecosystems, strategic alliances, channels, and other partnering arrangements. It’s a world of competition, collaboration, coopetition, and constant technological disruption, where agility and speed are essential and the next big innovation is likely to hit the market tomorrow.

This supplement and updated guide dives deep into such critical subjects as:

  • The evolution of the IT channel
  • The rise, spread and functions of ecosystems  
  • How ecosystems relate to the Alliance Life Cycle
  • The role of alliance professionals as ecosystem orchestrators and facilitators
  • Collaboration and competition in IT partnering
  • Revenue-generating, customer-focused go-to-market guidelines and collaborative selling methodologies
  • Alliance metrics in an ecosystem context
  • Today’s alliance professional as entrepreneurial leader, driver, and strategic visionary
  • Alliances as an essential enterprise function in the high-tech world

In addition, it features descriptions of best practices, frameworks, and checklists for IT partnering; key questions and qualities that are essential for IT alliance professionals today; resources for further reading; a helpful glossary; and fillable online worksheets and forms.

We’re pretty confident that The ASAP Guide to Information Technology Partnering will soon be required reading for anyone who is embarking on or transitioning into an alliance management role in technology, and that it will aid more experienced practitioners with advanced insights as well. Along with another Handbook update for the biopharmaceutical field—coming soon—this supplement, I think, represents a welcome addition to our growing storehouse of helpful and thought-provoking content for our ASAP member community.

How do you get a copy? Easy. Right now you can purchase copies for yourself and your team at the introductory special member price of $47.20 per copy. Just visit our website at https://www.strategic-alliances.org/page/store click on the Publications button and scroll down to The ASAP Guide to Information Technology Partnering. And let us know what you think—we value your feedback, and your thoughts and concerns are greatly appreciated! It’s what makes the ASAP community such a powerful vehicle for networking, knowledge, and education for all of us

Tags:  Alliance  Alliance Life Cycle  alliance professionals  collaborative selling  ecosystems  entrepreneurial leader  go-to-market  high-tech  IT channel  IT partnering 

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The Association of Strategic Alliance Professionals (ASAP) and allianceboard partner to elevate alliance management through technology

Posted By Kimberly Miller, Wednesday, February 12, 2020

Alliance technology has become an imperative for alliance professionals – ASAP and allianceboard are teaming-up to combine resources, best practices, and technology to support ever-evolving collaboration models.

This month, ASAP and allianceboard announced a technology and knowledge partnership that will combine ASAP resources and best practices with allianceboard’s purpose-built alliance management software solution.

The partnership between ASAP and allianceboard will create value in:

  • Offering special subscription packages for ASAP biopharma member organizations
  • Providing ASAP membership benefits to allianceboard clients
  • Integrating ASAP resources and best practices into the allianceboard platform
  • Jointly developing resources for the benefit of the alliance management community

“Our partnership with allianceboard supports ASAP’s mission to elevate the alliance management profession and to amplify its impact.  This enables ASAP to extend our resources through the allianceboard digital platform to our biopharma members and to provide these benefits to an even broader audience. allianceboard was designed from the ground-up around the needs of alliance management so this is a natural fit for our biopharma members,” said Mike Leonetti, President and CEO of ASAP.

“ASAP’s thought leadership in alliance management combined with their extensive resources have had a tremendous impact on the evolution of alliance management over the past two decades. Our clients globally recognize how much our solution, built around best practices, has become a game changer for them. We are excited to join forces with ASAP in our common mission to support organizations in achieving their growth and innovation goals through strategic alliances,” said Louis Rinfret, founder and CEO of allianceboard.

Benefits for ASAP members and allianceboard clients https://www.allianceboard.com/asap-allianceboard-partnership

ASAP membership overview

https://www.strategic-alliances.org/page/membership

allianceboard overview

https://www.allianceboard.com

About ASAP

The Association of Strategic Alliance Professionals (ASAP) is the leading global professional association dedicated to the formation, implementation, and transformation of alliances, collaborations and business partnerships. ASAP provides its members forums for networking and professional development along with access to tools and resources, while working to elevate and promote the discipline of alliance management. Founded in 1998, ASAP is a non-profit global professional membership organization with over 2,250 members representing over 35 countries across the globe. Membership represents a cross-sector of industries including high tech, biopharma, finance, insurance, and retail to name a few.

About allianceboard

allianceboard is a purpose-built, easy-to-use alliance management platform for alliance professionals. allianceboard has been developed to give alliance managers a state-of-the-art tool that’s simple and scalable – to stay on top of it all, show organizational impact and easily collaborate with partners for innovation and growth.

Tags:  alliance  alliance managers  Allianceboard  best practices  management platform  partnership  resources  tools 

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Supreme Allies: ASAP Unveils 2020 Alliance Excellence Award Finalists

Posted By Jon Lavietes, Wednesday, January 15, 2020

It is that time of year again. ASAP has revealed its list of Alliance Excellence Award finalists for 2020. Like previous winners before them, this year’s nominees created innovative products, threw lifelines to citizens in need all around the world, increased company profits, got us closer to game-changing cancer drugs, and improved the internal function of individual alliances and alliance management practices.

“Each year, we find the companies that use the most fundamental tenets of alliance management to get powerful results from their collaborations, all the while tailoring these principles as necessary to fit an ever-changing business landscape,” said Ard-Pieter de Man, CSAP, PhD, Vrije Universiteit Amsterdam, who oversaw the evaluation and selection of submissions. “This year’s nominees are no different. Everyone in the alliance management community will learn a great deal from how these organizations achieved such amazing outcomes in 2019.”

Contenders will be vying for awards in the following four categories: 1) Alliance for Corporate Social Responsibility, 2) Alliance Program Excellence, 3) Individual Alliance Excellence, and 4) Innovative Best Alliance Practice. (ASAP’s web site breaks down the criteria for each of these areas.)

Here is an overview of our finalists’ stories:

Alliance for Corporate Social Responsibility

  • Banistmo – The largest bank in Panama teamed with Reciclar Paga, an organization that collects and recycles materials, to open “ecological ATMs” all over the country where citizens automatically receive credit in their Nequi Panamá accounts when they deposit plastic bottles, cans, and other recyclables. (Nequi Panamá is Banistmo's digital financial platform.)  
  • Ericsson – This telecommunications giant provided the foundation for the United Nations World Food Programme’s (WFP) Emergency Telecommunications Cluster (ETC), which established and maintained voice and data connectivity in the aftermath of natural disasters. Hundreds of employee volunteers have been trained and deployed all over the world, supporting over 40 humanitarian relief efforts in 30 countries.
  • International SOS – The global medical and security services company partnered with wellness company Workplace Options to deliver comprehensive physical, mental, and emotional well-being services to expatriates, traveling students, and businesspeople worldwide. This partnership shows how the combination of industry-leading expertise from different organizations can support people in need.
  • Protiviti – Protiviti teamed with nonprofit organizations Feeding Children Everywhere and Rise Against Hunger to deliver millions of meals to hungry families around the world.  An open, flexible partnering model has enabled Protiviti to work with numerous partners across multiple locations worldwide.
  • SAS Institute – SAS’s ecosystem hosted the annual Nordic Hackathon, which aims to use “data for good.” Hackathon participants have created solutions that help doctors detect and treat heart failure, consumers make climate-friendly food choices, and war refugees find their families, among other use cases. The Hackathon is an integral part of SAS’s partnering program.

Alliance Program Excellence

  • Cancer Research UK (CRUK) – A global nonprofit institution established its inaugural alliance management function to provide strategic oversight and best-in-class practices to its large-scale strategic drug discovery collaborations and cofunded platform technology relationships. The alliance program is unique in the way it connects CRUK’s extensive network of academic researchers to biotech and pharmaceutical companies.
  • JDA Software – In response to increasing customer demand for cloud solutions, JDA revamped its Partner Advantage Program to include a prescriptive learning–based Partner Academy, two new partner-ready cloud environments, a Solutions Marketplace, and a Partner Locator, a searchable lead-generation engine for end users, among other features.
  • Merck KGaA, Darmstadt, Germany ­– The pharma stalwart implemented a state-of-the-art performance management program for alliances including innovative metrics for decision making and benchmarking with competitors.  KPIs are tracked on a quarterly basis. Analysis of these KPIs quarter to quarter enables continuous improvement of the alliance management function.

Individual Alliance Excellence

  • Banistmo and Sodexo – The companies combined the former’s Nequi Panamá digital banking platform with Sodexo’s Vale Panamá voucher system to create e-vale, a tool that enabled business and public agencies to provide bonuses and incentives to employees. The alliance also succeeded in building an ecosystem around this product.
  • Cancer Research UK (CRUK) and Celgene – CRUK and Celgene formed an alliance centered on research into multiple cancer-associated proteins across diverse cancer types. The alliance was structured according to ASAP best practices and implemented a mechanism for CRUK to independently engage with its academic network and make flexible spending decisions.
  • Genpact and Deloitte Genpact’s collaboration with Deloitte featured a comprehensive mix of traditional alliance best practices and modern innovative tools, such as “social capital” and “Evangelists,” people with experiences at both firms whose primary role is to help drive the connection between the respective teams. 
  • Ipsen and Debiopharm – With their contract coming to an end in 2018, Ipsen and Debiopharm rebooted and revamped their 35-year-old alliance. The partners have shown an exemplary ability to reinvent their alliance. The reset resulted in a new partnership model and a new contract for the next 15 years of partnership.

 Innovative Best Alliance Practice

  • Alcon – The company’s Trinity partner relationship management system helped streamline the reporting, governance, analytics, and communication related to alliances that impact the organization’s business development and licensing (BD&L) group. The system enhanced compliance with alliance agreements and improved alliance management.
  • Citrix (Coopetition Guidance) – With its strategic allies acquiring competitors, Citrix created guidelines for transitioning away from partners-turned-rivals. The tool is publicly available and provides a step-by-step blueprint to develop a response strategy when a partner becomes a competitor.
  • Citrix (RFSA) – The virtualization giant’s Request for Strategic Alliances Engagement (RFSA) program aligned the engineering, product management, marketing, and alliance management functions so that the company could evaluate and respond to proposed initiatives from partners significantly faster.
  • PTC – The company cobranded a series of Digital Centers of Excellence (CoE) where partners can demo Internet of Things (IoT), Augmented Reality (AR), and Product Lifecycle Management (PLM) solutions to customers and prospects. This program had a significant effect on top-line growth.

“Every profession distinguishes its top performers, and ASAP is proud to do the honors for the crème de la crème in alliance management,” said Michael Leonetti, CSAP, president and CEO of ASAP. “With more and more organizations submitting for these honors, there is mounting evidence that organizations of all kinds see the Alliance Excellence Awards as a means to validating their standing as innovators.”

The winners will be announced on Tues., March 17 at the ASAP Global Alliance Summit in Tampa, Fla.  

Tags:  alliance  alliance management  Banistmo  Cancer Research UK  Celgen  Darmstadt  Debiopharm  Deloitte  ecosystem  Ericsson  Genpact  Germany  International SOS  Ipsen  JDA Software  Merck KGaA  Nequi Panamá  partnering model  partnering program  partners  partnership  Protiviti  SAS Institute  Sodexo 

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

Posted By Michael Leonetti, CSAP, Wednesday, October 30, 2019

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 it is global, and the frequent wind shifts of global trade, the interconnected worldwide economy, and changing consumer and customer behavior cannot always be foreseen. Instead of being able to ride out the proverbial “calm before the storm,” we have to navigate our way through a series of storms, each one seemingly more disruptive than the next.

            This is certainly no less true in the fields of biopharma and technology partnering, two industries from which so many of our ASAP members hail.

            The technology sector is still undergoing a transition from traditional channel management to ecosystem management, from multipartner alliances and channels to ecosystems of hundreds of partners at various levels—all very challenging to keep tabs on, much less manage and oversee. Go-to-market efforts that formerly might have involved just two or three companies may now be mounted by 10 or 15 ecosystem partners—or more—leveraging their strengths and customer knowledge to sell solutions together.

            The sea change is happening in biopharma as well. The space has seen increasing partnerships between technology and biopharma companies, like those involving digital therapeutics startups, service providers, diagnostic companies, and even ecosystem-like multipartner deep engagements—all as pharma companies must still maintain their excellence in asset-based product partnerships in order to remain competitive.

            Even the language can get confusing. Alliances? Partnerships? Relationships? Ecosystems? We’ve heard from some who say they “don’t do alliances—it’s just partnering now.” Others may prefer the term alliances to partnerships from a legal or perhaps philosophical standpoint. Still others put the emphasis on ecosystems as the direction everything is heading.

            What’s going on? How to make sense of these shifting winds and rolling waves of disruption? Is there a perfect ship that can make way through the perfect storm?

The passage through these choppy seas is not always clear, but I believe the ASAP community—our “ship,” if you will—is perfectly positioned to illuminate the fog, avoid the icebergs, and take advantage of the opportunities provided amid all these developments. Here’s why:

  • Throughout its two-decade-plus history, ASAP has been driven by its mission to collect and promote the best partnering practices of both biopharma and tech companies, along with other industries that utilize partnering to create value.
  • Early on, ASAP predicted and began to prepare its members for frequent, if not routine, partnerships between health care/biopharma and tech companies.
  • We know that complex ecosystems and multipartner relationships require modified, agile best practices to be successful. ASAP has long been working tirelessly to provide solid education and actionable guidance in these areas.
  • We now have the opportunity to take advantage of the partnering skills as defined in The ASAP Handbook of Alliance Management and supplement these learnings with other informative insights that continue to be unveiled throughout all of ASAP’s media and publications—including Strategic Alliance Quarterly, Strategic Alliance Monthly and Weekly, and ASAP Netcast Webinars.
  • Finally, there’s the unparalleled access to education and networking provided by ASAP conferences and other events, such as the upcoming European Alliance Summit in Amsterdam (Nov. 14–15) and the Global Alliance Summit in Tampa (Mar. 16–18, 2020).

It’s all there and yours for the taking. Want to get on board with the latest partnering practices in the technology and health care/biopharma industries? Look no further than this seriously skilled community of practitioners—“our ship.” Together, we’re setting a course for the future of alliances and partnering.

Tags:  Alliance  biopharma  channels  collaboration  diagnostic companies  ecosystems  Go-to-market  health care  multipartner alliances  partner  partnering  service providers  technology  therapeutics startups 

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Join Our Shared Alliance Aces Community Today!

Posted By Kimberly Miller, Wednesday, October 16, 2019

ASAP Members are now able to join our shared online community for alliance and ecosystem professionals -- the Alliance Aces Community!  ASAP members now have access to additional best practices, ecosystem-related discussions, job posts, upcoming events, fresh new videos, ASAP Certification badges, and some fun community challenges.

As part of our expanded alliance with WorkSpan, ASAP is immediately extending the full benefits of the Alliances Aces Community to all ASAP members.

Alliance Aces Community is an independent community of alliance, partner, and ecosystem practitioners sponsored by the good folks at WorkSpan the #1 Digital Platform for Ecosystems.

We started the AAC community at the end of last year and have now over 500 members.

By joining the Alliance Aces Community, ASAP members now have access to additional best practices, alliance job posts, noteworthy events, participation in alliance challenges and ecosystem-related discussions, and interesting videos like WorkSpan Marketing VP @Chip Rodgers welcoming ASAP Members:

WorkSpan and ASAP Announce a Partnership to Strengthen Their Collaboration - Alliance Aces Community this video embed looks like this on AAC:

Once you join the community, you can also immediately share your own content and events related to any of the above topics, or add your voice and perspective directly within the discussions.

Activate your Alliances Aces Community membership today to get started. We will share these benefits and more news related to our exciting expanded ASAP/WorkSpan via an upcoming joint webinar, taking place in November.

Tags:  alliance  Alliance Aces  ecosystem practitioners  partner  WorkSpan 

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