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How BeyondTrust’s Partnering Strategy Accelerates Growth into New Markets amidst Increasing Cyber Attacks

Posted By Genevieve Fraser, Thursday, March 23, 2017

Today’s headlines are a cautionary reminder of the increasing need for effective cybersecurity. Kevin Hickey, president and CEO of BeyondTrust,  reminded the audience of that fact as he took center stage during the March 1 Leadership Spotlight plenary session at the 2017 ASAP Global Alliance Summit, “Profit, Innovation, and Value for the Partnering Enterprise,” at the San Diego Marriott Mission Valley, San Diego, California.  His talk, “Leveraging Partners to Accelerate Growth and Enter New Markets,” built upon his extensive C-suite background in cybersecurity, vulnerability management, mission critical applications, and IT services at companies such as E-Eye Digital Security, Netpro, Homebid, and Viasoft, Inc.  

“In B2B software, the old perpetual model was to pay for a license and maintenance, and each year you’d put together a business plan to grow the top line. Now, in the privileged account management market, you need to think ‘Snowden’ and how to stop him,” he said.

Hickey’s remarks were made as one who is well aware of the dangers lurking inside and outside a company’s cyber walls. BeyondTrust is a cybersecurity company dedicated to proactively eliminating data breaches from insider privilege abuse and external hacking attacks. During Hickey’s nearly five-year tenure as president and CEO, the company has maintained significant growth rates and profitability, expanding to more than 400 employees and serving over 4,000 customers worldwide.

But emerging customer awareness of unprecedented cybersecurity threats and demand for vulnerability management is no guarantee for success in the field. “Today, the competition is very intense. And, yes, you can sign up lots of partners, but how do you differentiate between partners? What are the variables? You need to think it through and make sure the team fully understands. It requires constant educationweeklyso they do understand,” he maintains.

“For us, it’s not just about what we want to do, and where we are weak, and if you grew 35 percent. That’s great to know. But how do you continue to grow? It’s important to not only look at yourselves but what others have done. Look to those models. What did they do to be successful? You need to really understand your community, what's happening and how to assess it,” he continued. “To be successful, you must have tech partners that are tightly integrated. The question you must ask is, ‘What's in it for everyone?’ Then you need to map it out for folks.”

Put together a franchise kit, he then advised. Make sure the education is crisp and concise. Start small and expand. “You might be the one chasing them more often than not, but get them engaged. If there’s a problem, is it fixable or do we move on? Develop a shared expectation piece where it becomes evident what needs to be done to move forward. Start small, and publicize the hell out of it. Then others will want to play,” he concluded.

Tags:  Accelerate Growth  alliance manangement  B2B software  BeyondTrust  C-suite  IT services  Kevin Hickey  Leveraging Partners  New Markets  Summit Leadership Spotlight 

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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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New Offerings at ASAP BioPharma Conference Address Wide-ranging Impacts on the Healthcare and Life Sciences Industries

Posted By Cynthia B. Hanson, Saturday, August 27, 2016

As futuristic technologies become realities, professionals in the life sciences and healthcare industries are consulting their maps and charts to determine how their companies should navigate the new waters. Attendees at ASAP’s next BioPharma Conference will have an opportunity to collectively view the vast possibilities at “New Faces, Unexpected Places in Partnering: The Foresight to Lead, the Foundation to Succeed,” Sept. 7-9 at the Revere Hotel in Boston, Mass., USA. This year’s conference will address wide-ranging impacts on the industry, including the changing political scene, multi-partnering, the Internet of Things, and assistive technologies. 

 

After a rich offering of workshops on Sept. 7, the conference will kick off with a timely address from keynote speaker Dr. Sam Nussbaum, strategic consultant, EGB Advisors, Inc., who will present a talk on “Healing the U.S. Health Care System: Collaboration is Essential” (for more information about Nussbaum, see the link in this E-news), followed by a networking opportunity. The following two days include a plenary and about 26 forward-thinking, thought-provoking sessions from which to choose.

 

"The ASAP Biopharma Conference is a must-attend for alliance professionals of all experience levels,” says Jan Twombly, CSAP, former ASAP chairman of programming, and president of The Rhythm of Business. “It traditionally offers equal parts of looking outward to how the industry is changing and the implications for managing the risk and optimizing the value of alliances and other collaborations, as well as looking inward to develop the mindset, skillset, and toolset of a modern alliance capability.”

 

Well-known and respected industry luminaries are unveiling some never-before-presented information and perspectives. Take, for example, these insightful offerings:

  •  “Applying the Latest Alliance Management Research to Your Partnering Practice,” presented by Stuart Kliman, CA-AM, partner, alliance practice leader at Vantage Partners, and Shawn Wilson, DBA, vice president and general manager at Beaulieu Group: Two new groundbreaking research studies provide critical data on current trends, challenges, and opportunities in the alliance management profession.
  • “A New Model for Western and Chinese Pharmaceutical Partnering,” presented by Brent Harvey, CA-AM, director of Alliances, Eli Lilly and Company: "How To" insights on collaboration drawn from a longstanding, advanced partnership model between Eli Lilly and Company and WuXi AppTech, which provides, among other things, examples of how to leverage the regulatory environment in China to bring new drugs to market faster.
  • “New Partnerships between High Tech and BioPharma and the Alliance Management Practices to Support Them,” presented by Russ Buchanan, CSAP head of corporate alliances at Xerox Corporation, Joseph Schramm, VP strategic alliances at BeyondTrust, and David Thompson, CA-AM chief alliance officer at Eli Lilly and Company: Key insights provided by two highly accomplished technology company alliance executives that are sure to generate discussion about how biopharma alliance professionals can overcome potential challenges when partnering with tech companies.

 Preparing for rapid change is a central theme throughout the conference, and some of the workshops are offering essential “updates” for the alliance management toolbox. “With many more partners for many more purposes, new partnering models and differences to leverage, no alliance manager can rest on his or her laurels,” points out Twombly. “Unique among biopharma alliance management conferences, the ASAP Biopharma Conference leans in on where the profession is going, not where it has been."

 

Several workshops being offered emphasize the need to stay abreast of pressing industry changes, such as “Next Generation Alliance Management, Lean and Agile” facilitated by Lynda McDermott, CA-AM, president of EquiPro International, and Annick De Swaef, CSAP, managing partner of Consensa Consulting. Their workshop addresses digitalization’s influence on biopharma and cross-industry partnering, and it centers around basic questions that everyone in the industry is asking: “Are my team's current alliance best practices future proof? Should my alliance team acquire new skills?” De Swaef recommends combining ASAP’s newly launched in-company team training with the CA-AM Certification Exam Prep to strengthen company capabilities, expand into new areas of value creation, and introduce new best practices.

 

Twombly and Rhythm of Business Principal, Jeff Shuman, CSAP, are offering their own forward-thinking, 90-minute, hands-on workshop on design thinking for complex problems, such as for multi-partnering, non-asset-base alliances, and partnering with “sectors who run on much faster clock speeds than is typically seen in biopharma.” The data-driven, user experience-centered innovation and problem-solving methodology has been adapted for alliances and partnering practices.

 ASAP also plans to unveil a new custom-designed session: The ASAP Aquarium, facilitated by Twombly. Similar to a “fishbowl” communications activity, where the line is intentionally blurred between listeners and participants, ASAP’s version will start off with a deep discussion between industry thought leaders and senior-level partnering executives as the audience gazes into the aquarium. Listeners will then be able to “tap in,” join the discussion with a hot idea or new perspective, and replace the initial participants. The session provides for a fun way to actively engage and contribute to the collective wisdom of the group while exploring the questions that matter most as alliance professionals “engage with new faces and in unexpected places.”

Tags:  Alliance Professionals  Annick De Swaef  ASAP BioPharma Conference  BeyondTrust  Brent Harvey  collaboration  David Thompson  Dr. Sam Nussbaum  Eli Lilly and Company  EquiPro International  Jan Twombly  Jeff Shuman  Joseph Schramm  Lynda McDermott  Russ Buchanan  The Rhythm of Business  WuXi AppTech  Xerox 

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