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2018 ASAP Global Alliance Summit To Provide New Business Perspectives and Proven Leadership Practices

Posted By John W. DeWitt and Cynthia Hansen, Tuesday, December 19, 2017

Some 50-plus seasoned alliance managers and business insiders to share their know-how and valuable content in the form of sessions, workshops, talks, and panel discussions from 35-plus leading companies, educational institutions, and consultancies

The Association of Strategic Alliance Professionals (ASAP), an international association dedicated to the leadership and practice of alliance management, partnering, and business collaboration, announced the theme for the 2018 Global Alliance Summit: “Propelling Partnering for the On-Demand World: New Perspectives + Proven Practices for Collaborative Business,” to be held March 26-28 in Fort Lauderdale, Florida, USA. The largest international management education opportunity of its kind, participants have access to the latest trends in the profession from a range of leading industry thought leaders providing groundbreaking talks, practical workshops, and cutting-edge sessions.

The 2018 Summit particularly emphasizes programming for veteran alliance mangers that focuses on how to apply leading edge practices and seasoned know- how at a time of considerable change with increasing multi-industry partnering. The thought leaders representing numerous industry verticals will include influential c-level and senior executives from Fortune 100 and 500 companies.

The Summit will provide a rich mix of:

  • Fifty-plus facilitators, speakers, and panelists representing 35-plus industry-leading companies, educational institutions, and consultancies
  • Twenty-eight education sessions and in-conference workshops
  • Ten-plus hours of business development and networking opportunities
  • Eight different in-conference tracks
  • Six pre-conference workshops
  • A biopharma leadership panel session
  • The renowned ASAP Alliance Excellence Awards ceremony
  • Ample networking opportunities and an engaging roundtable session

Strong international participation in past Summits has created a diverse, global, cross-cultural climate with 25 percent attendance from countries such as Australia, Belgium, Brazil, Canada, China, Denmark, Finland, France, Germany, India, Ireland, Italy, Japan, Mexico, Netherlands, New Zealand, Norway, Poland, Russia, Saudi Arabia, Singapore, Spain, Sweden, Switzerland, and the United Kingdom.

The Summit is offering intensive leadership-related pre-conference workshops Monday, March 26, on topics such as ASAP’s newly launched in-house TE-AM Training, another on overcoming obstacles and conflict, leveraging the new ISO 44001 Collaborative Business Relationship Management Standard, Game Theory in strategic decision making and negotiations, Alliance Management 201 as a follow-up to the 101 session, and CA-AM exam preparation.

The event will start off Tuesday, March 27, with a timely keynote address by tech insider Tim Minahan, senior vice president of business strategy and chief marketing officer at Citrix. A leader in global marketing strategy and operations, he is responsible for securely deliver the world's most important apps and data. A tech eclectic, Minahan has served in a broad range of business leadership roles at leading enterprise software, cloud, and services firms. He is particularly adept at defining new markets and positioning companies to own them. He previously spearheaded SAP's successful transition to the cloud as CMO of the company's cloud and line-of-business unit. He joined SAP when the company acquired Ariba, where he was Ariba’s global CMO and senior vice president of business network strategy where he led the commercial strategy for the Ariba Network, the world's largest and most global business network. He also oversaw the design and execution of go-to-market programs and marketing initiatives to fuel Ariba’s growth as a leading cloud company. 

Before the day’s close, attendees will be privy to the winners of the ASAP Alliance Excellence Awards, a big favorite as companies are honored for their alliance capabilities in specific categories. The Summit will also highlight four scheduled plenaries from top-level speakers: two from pharma companies, including Mark Noguchi, Roche’s VP and global head of alliances and asset management and Lucinda Warren, VP, business development, neuroscience at Johnson & Johnson Innovation; two from high tech companies, including Russ Cobb, global VP of alliances and channels at SAS and Wayne Usie, senior vice president & chief market development officer at JDA Software. The remainder of the Summit will include a wide variety of sessions in eight different tracks that are geared toward enhancing alliance performance, such as the life sciences, tech, and leadership. The Summit will be strongly weighted toward higher-level alliance education, such as how to think strategically and how to drive collaborative leadership throughout an organization. A new, particularly strong leadership panel session will be comprised of biopharma executives David Thompson, CA-AM, CAO at Eli Lilly and Company; Mark Noguchi, VP and global head of alliances and asset management at Roche; Casey Caperelli, head of alliance and integration management at Amgen; Nancy Griffin, CA-AM, VP of alliances with Novartis.

Attendees can expect to receive strong content from recurring Summit rainmakers, such as:

  • Ben Gomes-Casseres, CSAP, Brandeis University and author of Remix Strategy partnered with Greg McGahan, PwC deals partner and alliances/joint venture practice leader, in their session “Alliances in Corporate Development: Back to the Future?”  
  • Stuart Kliman, a partner and head of alliance management practice at Vantage Partners with “Realizing the Value of Non-Traditional Partnerships in Pharma/Biotech and Technology”
  • Jan Twombly, CSAP, president, The Rhythm of Business, and Jeff Shuman, CSAP, principal, The Rhythm of Business, and professor of management, Bentley University with “Joint Development of Complex Solutions Requires Extreme Partnering”  
  • Joe Schramm, vice president strategic alliances, BeyondTrust, and Morgan Wheaton, senior director, global partner alliances & channels, JDA Software with Partnering with Change in a World of Ongoing Disruption”
  • Dr. Ard-Pieter de Man, CSAP, School of Business and Economics, Vrije Universiteit Amsterdam with “Building Your Collaborative Business Model”

Additionally, a mix of sessions will be providing strategic perspectives and management insights in a range of industries, such as:

  • “Architecting for Transformation: The Next Generation Partner Ecosystem,” by Russ Cobb, global vice president alliances and channels, SAS Institute, and Norma Watenpaugh, CSAP, founding principal, Phoenix Consulting Group
  • “How to Optimize Value and Gracefully End Alliance Relationships,” by Jeff Hurley, CA-AM, alliance management director, Eli Lilly and Company, and Ron McRae, CSAP, director of alliance management, Janssen Biotech
  • “Alliance Management: A Growing, Enterprise-wide Activity,” by Karen Denton, CA-AM, alliance management director, BD&L alliance management, Bayer Pharmaceuticals, and Christoph Huwe, CA-AM, PhD, strategic alliance manager therapeutics, global external innovation & alliances, Bayer Pharmaceuticals
  • “Centralized vs. Decentralized Alliance Organizations: How to Survive and Thrive in Both Ecosystems!”, by Tony DeSpirito, CSAP, vice president/general manager of operation services, Schneider Electric, and Scott San Antonio, CA-AM, global director for IoT and edge compute alliances, Schneider Electric

This is a representative selection of what’s on the docket. For more information about the Summit keynote, agenda, sessions, workshops, and other programming, go to: http://asapsummit.org/.

Tags:  Amgen  Bayer  Casey Caperelli  Cindy Warren  Citrix  Eli Lilly and Company  Janssen Biotech  Jeff Hurley  Joe Schramm  Johnson and Johnson Innovation  Karen Denton  Mark Noguchi  Nancy Griffin  Novartis  Roche  Ron McRae  Russ Cobb  SAS Institute  Schneider Electric  Tim Minahan  Tony DeSpirito  Wayne Usie 

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Collaborating at Digital Transformation Speed: Report from the ASAP Tech Partner Forum, Part One

Posted By John W. DeWitt, Monday, June 12, 2017

ASAP Media Managing Editor Cynthia B. Hanson and I caught up with leading ASAP members from the ASAP Silicon Valley Chapter—and one from the ASAP Midwest Chapter—in an 8 a.m. Pacific debriefing the morning after the inaugural ASAP Tech Partner Forum in Santa Clara, Calif. Despite the early hour, triumph and excitement remained palpable on the conference call as the group of executives described the fruits of more than six months spent planning the event in conjunction with ASAP staff executive Diane Lemkin.

“It was pretty amazing. It all came together. I can’t believe it actually all happened after all that effort,” enthused Erna Arnesen, CSAP, chief channel and alliance officer at ZL Technologies. “Seventy-four people showed up. A few people registered right at the end. One guy signed up that morning—he came from Tahoe. The group of people was very diverse, coming from across Silicon Valley from most of the leading companies and from startups, so there was a very wide swath of companies represented.” Also, she added, “It was a good cross-section of ASAP members and nonmembers.”

Leading tech companies represented included Cisco, NetApp, Intel, SAP, GE Digital, VMWare, Citrix, Splunk, Oracle, ServiceNow, Cognizant, Microsoft, and Xerox. Aside from Silicon Valley, attendees came from San Francisco and points across the Bay Area. “We had quite a few people from Southern California,” noted Norma Watenpaugh, CSAP, principal of Phoenix Consulting Group. Her Phoenix Consulting colleague Ann Trampas, CSAP, flew in from Chicago where she also is a professor at the University of Illinois at Chicago. Trampas chimed in, “We also had folks from Scottsdale, and someone came down from Seattle from JDA Software” to join several other JDA colleagues, “there were several execs from Hitachi Data Systems, including one from Minnesota, and we had several people fly in from the East Coast,” she added.

“From the perspective of an attendee, the quality of the program was exceptional,” Trampas said. “It was right up there with the quality of ASAP Global Alliance Summit presentations, but in a more intimate environment allowing you more access to those speakers. So I was blown away by the program.”

“A lot of attendees said they liked the intimate grouping, the roundtables, that the room was ‘comfortably full,’” Watenpaugh said. “And by staying with the high-tech focus for the entire event, they felt the topics were targeted and addressed issues that participants had really dealt with in their companies. It was not a generic ‘this is how you do metrics,’ but rather, ‘this is how you work in high-tech partnering in the context of digital transformation.’”

After the welcome, host sponsor NVIDIA kicked off the ASAP Tech Partner Forum with what our group of reviewers described as an impressively relevant and “buttoned-up” presentation by John Fanelli, product vice president for NVIDIA GRID, and Olimpio DeMarco, director of strategic alliances for manufacturing & Architecture, Engineering, and Construction (AEC) industries for NVIDIA, a maker of graphics processing units (GPUs) that is evolving beyond its roots in making graphics processor boards for gaming. Beyond gaming, the company is developing technologies that venture into the real world and virtually real world: supercomputing, artificial intelligence, and deep learning, Watenpaugh said.

“John Fanelli and Olimpio DeMarco really set the tone for the rest of the day—it was really good,” commented Greg Burge, a consultant and former San Mateo County alliance executive with a long history at IBM who is the immediate past president of the ASAP Silicon Valley Chapter. NVIDIA developed CUDA—which stands for Compute Unified Device Architecture—as the company’s programming interface and software architecture framework for writing to a GPU. “They described how this software programming model has affected NVIDIA’s approach to its partner ecosystem—anytime you bring in software development, it changes the way you partner,” Burge noted.

“It was really great for the host to kick off the event that way,” agreed Watenpaugh. “What I thought was fascinating is that NVIDIA has a lot of alliances with car companies around self-driving cars and artificial intelligence. Fanelli talked about both Toyota and Honda as partners.”

The highly engaged audience asked good questions, Watenpaugh noted. “One interesting question was around NVIDIA GRID—an ecosystem of five partners built to virtualize 10,000 desktop computers for Honda. ‘How do you manage that kind of constellation alliance?’”

Another participant asked the NVIDIA execs, “’What about the services required for all the complex technologies and complex ecosystem engagements you’re involved in,’” Arnesen recalled. “John Fanelli was very impressive in outlining his products, channels and alliances, but admitted that NVIDIA is just getting going building out services” and services partnerships.

“The last thing that they talked about was speed-of-light culture, or SOL culture,” Arnesen continued. At NVIDIA, “alliances are not centralized—the company has a distributed strategy and model. Olimpio DeMarco has his own alliance people that manage these different types of partners, but Fanelli said, ‘We want to be fast and nimble and agile, so we manage them as we need them for our businesses.’”

Check out the ASAP Blog for our previous articles and forthcoming ASAP Media coverage of the June 7, 2017 ASAP Tech Partner Forum in Santa Clara, Calif., hosted by NVIDIA, at www.strategic-alliances.org

Tags:  alliances  Ann Trampas  ASAP Tech Partner Forum  channels  Cisco  Citrix  Cognizant  CUDA  Erna Arnesen  GE Digital  GPU  Greg Burge  Intel  John Fanelli  Microsoft  NetApp  Norma Watenpaugh  NVIDIA  NVIDIA GRID  Olimpio DeMarco  Oracle  partner ecosystem  partners  SAP  ServiceNow  SOL culture  Splunk  VMWare  Xerox 

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Summer 2016 Issue of Strategic Alliance Magazine: Partnering for the Fourth Industrial Revolution; SAM Celebrates Five Years of Ink; Behind the BioPharma Conference Podiums

Posted By Cynthia B. Hanson, Thursday, September 1, 2016
Updated: Saturday, August 27, 2016

Happy Birthday, Strategic Alliance Magazine! This summer’s 60-page issue, formerly known as the Q2 edition, celebrates five years of the ups, downs, and inside-outs covering cutting-edge alliance management topics, as documented by John W. DeWitt. Turn the page, and readers can explore alliance management’s critical role in the fourth industrial revolution, as foreseen by forecasters Jan Twombly, CSAP, and Jeff Shuman, CSAP, PhD, principals of The Rhythm of Business, and Lorin Coles, CSAP, co-founder and CEO of Alliancesphere, LLC. The cover story encourages readers to envision their companies orchestrating the speed, complexity, scope, and scale of the emerging ecosystem, and probes what will be required to stay attuned to the rhythm. “One thing is certain,” they predict. “If you do nothing to build understanding and capability to partner with an eco­system perspective, your company will be leaving value on the table at best—and at worst may find it­self left behind.”

 

This issue of SAM is certain to open your thought in other ways with a sneak peak of the new ASAP-commissioned 6th State of Alliances research report, “The Economics of Alliances, Social Capital, and Alliance Performance,” authored by Shawn Wilson, PhD, DBA, vice president and general manager at Beaulieu West Textiles. For the first time ever, ASAP provides hard numbers through economic and financial metrics that can be applied to enhance your company’s partnering and revenue.

 

Also on the “thought provoking” side is an Up Front book review “Committing to Collaborate” by ASAP CEO Michael Leonetti, CSAP, highlighting Martin Echavarria’s book Enabling Collaboration: Achieving Success Through Strategic Alliances and Partnerships. Leonetti wishes he had owned Echavarria’s book years ago because of its wise collaboration advice. An accomplished business coach for companies such as MasterCard, Verizon, Hewlett-Packard, Scotiabank, and American Express, Echavarria’s key argument is that partners should frame opportunity based on mutual understanding and core competencies, foster relationships over time, and make collaboration central with solid relationships when in the process of securing the commitment to development. Negotiating the collaboration portion of the deal will result in more sustainable alliances, he emphasizes over and over again. The review is an introduction to SAM’s engaging new book review feature—with many more insightful reviews to come.

 

If you’re wondering about this year’s 2016 ASAP BioPharma Conference

 “New Faces, Unexpected Places in Partnering: The Foresight to Lead, the Foundation to Succeed” Sept. 7-9, at the Revere Hotel in the heart of Boston, read the preview of the timely keynote address “Healing the U.S. Health Care System: Collaboration is Essential” by Dr. Sam Nussbaum, strategic consultant, EGB Advisors, Inc. Nussbaum will touch on the impact of the presidential elections on healthcare and offer insights from his considerable experience streamlining and orchestrating healthcare between public and private entities. The plenary will be presented the following morning, Sept. 8, by Stéphene Thiroloix, CEO at Mayoly Spindler, who will share his perspective on leadership challenges in biopharmaceuticals and healthcare in “The View from the C-Suite: Partnering and Alliances Today and Tomorrow.”

 

This rich issue also includes a Member Spotlight interviewing Citrix’s Steve Blacklock on how partnering has driven Citrix to the cloud, and we continue our Cultural Roundtables coverage from the March 1-4 2016 Global Alliance Summit, “Partnering Everywhere: Expert Leadership for the Ecosystem,” held at the Gaylord National Resort & Convention Center, National Harbor, Maryland. Part II delves into another aspect of the intensive two-hour session where participants explored cultural aspects of a region in relation to business acumen. The Spring issue covered China; this issue explores forging relationships in India and Latin America.

 

Eli Lilly and Company has provided another topical editorial supplement, “Better Together: Best Alliance Practices for Building a Better Brand,” by

Markus Saba and David S. Thompson, CA-AM. Finally, in The Close, our publisher and editor describes the message that came through “loud and clear” from the last conference he attended—partnering and collaboration truly are everywhere. We look forward to sharing with you this Summer 2016 issue of SAM that is chock full of exceptional collaborations, companies, individuals, and ideas. It’s been a terrific five years of SAM and ASAP Media—and we look forward to many more to come.

Tags:  6th State of Alliances  Alliance Practices  Alliancesphere  Citrix  cultural  David Thompson  Dr. Sam Nussbaum  ecosystem  EGB Advisors  Eli Lilly and Company  Inc.  Jan Twombly  Jeff Shuman  Loren Coles  Markus Saba  Martin E  Mayoly Spindler  Shawn Wilson  Stéphene Thiroloix  Steve Blacklock  The Rhythm of Business 

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