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Finalists and Winners Share the Accolades at Upbeat 2018 Alliance Excellence Awards Ceremony

Posted By Cynthia B. Hanson, Wednesday, March 28, 2018

Celebrating hard work, innovation, generous contributions to society, volunteer time, and other accomplishments, ASAP lauded several companies and partnerships at the 2018 ASAP Alliance Excellence Awards on March 26 during the ASAP Global Alliance Summit, “Propelling Partnering for the On-Demand World: New Perspectives + Proven Practices for Collaborative Business,” in Fort Lauderdale, Florida, USA.

“All of our finalists are winners. They really are” through their thoughtful engagement, documentation, and impressive submissions, said Michael Leonetti, CSAP, president and CEO of ASAP. “It’s so difficult to select” a winner from such an outstanding pool of finalists, he then observed.

Referring to the 20th anniversary of ASAP’s beginnings, Norma Watenpaugh, CSAP, ASAP Advisory Board member and founding principal of Phoenix Consulting Group, provided some history about the first ASAP awards ceremony in 2001 and the evolution of the judging process. An “old-timer” and chair of the Excellence Awards Committee, she joined the judging process in 2003. “Some have been on the committee from the beginning of time, some are new recruits—reading, scoring, and deciding on nominees. They represent different industries,” she explained. What originally started as one lone awards category in 2001 evolved into multiple awards, which were captured at the ceremony by five of nine finalists for their exceptional contributions:

The Alliance Program Excellence Award, presented to organizations instilling the capability to consistently implement and manage alliance portfolios and demonstrate success of those alliances over time, was given to pharmaceutical Amgen for its exceptional biopharma alliance program. Secured by three pillars, the program delineates clear roles and alignment of strategic objectives and value drivers through a partnership; ensures best practice execution on every alliance through an alliance kickoff and playbook; optimizes oversight of Amgen’s alliance portfolio.

The Individual Alliance Excellence Award, presented to a specific alliance for excellence in planning, implementation, and resultseither between two companies or multiple organizationsfor instituting practices, tools, and methodologies in support of successful formation and management, was given to pharmaceutical partners MSD and Julphar for the formation of the DUNES alliance. The alliance serves seven therapeutic areas for six countries in the Middle East and North Africa (MENA) region, a challenging area of the world for business development. “Alliances aren’t business as usual in that part of the world, and MSD-Julphar opened new doors,” commented Watenpaugh when presenting the award.

Two Innovative Best Alliance Practice Awards, presented to a company for individual alliance management tools, functions, methods, or processes that have made an immediate and powerful impact on the organization and/or discipline of alliance management, were given to pharmaceuticals MedImmune and Shire “for their big-picture view in their portfolio of alliances.” The high-impact tool or process used must show results, such as easing management, saving costs, increasing speed, and/or growing revenue. Medimmune received the award for an alliance information management system and dashboard reporting tools that enable widespread visibility of alliance performance in near-real time, including consolidation of alliance data that provides visibility across the organization. Shire received the award for introducing a new best practice for partner crisis to manage stakeholders through a crisis situation. The system was originally developed to help navigate a merger; it has since been tested and validated for several additional applications.

The Alliance for Corporate Social Responsibility Award is presented to companies that demonstrate a profound, measurable, and positive social impact, with the principal objective social impact, not profit—although profit, especially if used to fund program expansion, is not discouraged. This year’s award was given to Cisco Systems and Dimension Data. The companies banded together for their 25-year celebration of alliance success by kicking off 25 projects focused on creating social good, which resulted in a record year for the partnership.

Not to be forgotten for their exceptional contributions, Leonetti also presented several Chapter Excellence Awards to members who have gone above and beyond in volunteer time organizing quality events within a local geography “because they love what they do.” The New England, French, Midwest (honorable mention), and Research Triangle Park chapters received awards for their use of best practices, development of relationships in the community, strong commitment, exceptional programming, and an array of additional contributions. Leonetti then extended special thanks to Becky Lockwood, CSAP, leader of the ASAP Chapter Presidents Council, for her leadership in organizing and keeping the chapter work effectively and smoothly flowing. 

Tags:  2018 ASAP Alliance Excellence Awards  Amgen  biopharma alliance program  Cisco Systems  collaboration  dashboard  Dimension Data  DUNES alliance  Julphar  MedImmune  MSD  partnership  Shire 

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The Importance of Broadening Your Definition of ROI in Partnering from the Perspective of Cisco and Dimension Data

Posted By Cynthia B. Hanson, Thursday, February 8, 2018
Updated: Wednesday, February 7, 2018

I recently had the pleasure of interviewing Steve McGarr, senior director of the Cisco global partner organization, for the article “Saving Endangered Species, One Gigabyte at a Time,” which appears as a case study in the cover story on out-of-the-box thinking in the Q4 2017issue of Strategic Alliance Magazine. McGarr is also quoted in the same issue’s The Close column, “The Magic in Finding the Right Partner,” where he talks about the dynamic relationship between the two companies. Cisco and Dimension Data have partnered for the past 26 years, and their Connected Conservation technology to save endangered species is part of a series of projects the companies conceived that involve connected technology for societal good.

To celebrate their 25th anniversary of collaboration, the alliance partners kicked off 25 projects for creating social good, which landed them a spot as a finalist for an ASAP Alliance Excellence Award. Four awards will be presented at the upcoming 2018 ASAP Global Alliance Summit “Propelling Partnering for the On-Demand World: New Perspectives + Proven Practices for Collaborative Business,” March 26-28 in Fort Lauderdale, Florida, USA (see the official awards announcement at http://www.prweb.com/releases/2018/01/prweb15131526.htm). The following continues our conversation with McGarr beyond what appears in the Strategic Alliance Magazine article.

Your case study that appears in the 2017 Q4 Strategic Alliance Magazine describes your alliance to protect rhinos and other endangered species. What was the impetus for the project?

It’s important to me to care about the things that our partners and customers care about. It’s a guiding principle of Cisco. When considering the need for connected technology projects around the world, we asked “What are some of the problems that are plaguing South Africa?” Illegal poaching is one of them. As an American, we don’t see that every day. The more I understood the problem, the more it seemed like an opportunity to get Cisco involved. So Doc Watson of Dimension Data, myself, and local conservationists—people that lived in the bush country—discussed the possibility of creating a Cloud technology solution for the poaching problem near South Africa’s Kruger National Park.

The system is now in place and replicable for other endangered species. Are there similar applications for this type of security system?

 

This project emerged as a great use case opportunity for Cisco and Dimension Data to demonstrate the use of our technologies, architectures, solutions, and capabilities and demonstrate the applicability of this use case in industrial practice. The same methodology—the same idea using network architectures, sensors, Internet of Things software—has industry applications in border security, mining, and a variety of other industries. It was our idea to demonstrate these emerging technologies and have applicability in industry while doing good.

What other connected technology projects have you collaborated on recently?

Another project Cisco did with Dimension Data helps breast cancer patients in the United Kingdom stay connected. These women were talking about feeling isolated and wanted to be part of the community. So we created the Cisco Spark App to help them always be there for each other. When you are feeling powerless, technology that connects helps. The partnership allows us to imagine, build, deliver, and to help people while we demonstrate our technology.

What role did collaboration play in helping these out-of-the-box solutions become reality?

There are so many great individual siloed technology projects and creators that are in need of a platform. It reminds me of that commercial with a bank robbery in progress: If you are not connected to a platform, you are a car alarm going off in the night without any ability to analyze or act. Cisco and Dimension Data have been so wonderful to me and my teams—they allowed us to invest in projects like this to demo our technology. The supportive attitude was one of “Let’s demo it while we see societal value.” The companies have been partners now for 26 years. They have delivered in so many industries—too many to count. They see projects like this as an opportunity to really be immersive in the world. It’s so much fun, it really is. And sometimes magic happens—the right individuals, environment, capability, and you dare to speak and share your imagination. And we’ve been fortunate that our leadership rallied to our imagination. So I would encourage any reader to take a broad definition of ROI—that’s what we did. If you broaden your definition to include opportunities for societal value, replicability of technology, and solution standards—you will find that organizations want to invest. It’s going to pay off in ways you couldn’t even imagine. A broader interpretation will require a broader analysis of the benefit.

The 2018 Alliance Excellence Award Winners will be announced on March 27, 2018 at the ASAP Global Alliance Summit. Learn more about and register for the 2018 Summit—ASAP’s flagship event and the world’s largest annual gathering of partnering executives—at http://asapsummit.org/. Read more about all of the finalists for the 2018 ASAP Alliance Excellence Awards in the January 2018 edition of eSAM Plus. See the official ASAP announcement of the 2018 finalists at http://www.prweb.com/releases/2018/01/prweb15131526.htm

Tags:  ASAP Alliance Excellence Awards  Cisco  Cisco Spark App  Dimension Data  IoT  partners  ROI  societal value  Steve McGarr 

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ASAP Selects 10 Alliance Excellence Awards Finalists for 2017

Posted By John W. DeWitt and Cynthia Hansen, Thursday, January 19, 2017

Every year, ASAP highlights outstanding member accomplishments at the Global Alliance Summit. This year, 10 nominees will be competing in four categories for the Alliance Excellence Awards: Individual Alliance Excellence, Innovative Best Alliance Practice, Alliance Program Excellence, and Alliance for Corporate Social Responsibility.

“These companies have proven track records demonstrating significant leadership value in alliance management,” said Michael Leonetti, president & CEO of ASAP. “Our awards committee reviewed a number of outstanding nominees this year from a range of industries. We selected candidates that were going above and beyond in their practices and can serve as models for the ASAP community. They hail from industries such as consumer credit reporting, audit, tax, and advisory services, IT, utilities, healthcare, consulting, and biopharma, and the projects span the globe, including the Kruger National Park in South Africa,” he added.  

“I especially appreciate the submissions for Social Corporate Responsibility,” added Norma Watenpaugh, CSAP, chair of the 2017 Alliance Excellence Awards committee and founder/CEO of Phoenix Consulting Group. “We had three worthy finalists for that category this year. It’s always great to see the contributions companies are making to make the world a better place.”

Past winners received awards for significant contributions through partnering that increased revenues, provided society with creative business models and problem solving, enhanced products/services/technologies, advanced the profession, etc. Additional value is placed on leadership practices that result in high levels of productivity, effort, achievement, and innovation. Past winners share three key achievements:

  • Creativity and out-of-the-box thinking that has evolved the art and science of alliance management
  • Compelling and measurable results
  • General persistence in overcoming obstacles

 Individual Alliance Excellence Award

The Individual Alliance Excellence Award is given to a partnership that has instituted practices, tools, and methodologies in support of successful formation and management for a single alliance. The alliance may be an emerging alliance or comprised of two or more companies. The three finalists are:

Bayer-Evotec: This strategic research alliance hopes to identify three small molecule clinical candidates for the treatment of endometriosis. Bayer and Evotec have joint responsibility in early research and preclinical characterization of potential candidates, with Bayer responsible for subsequent clinical development and commercialization. To date the alliance team has delivered five preclinical candidates, exceeding the initial goals of the collaboration.

Loonaangifteketen-UWV-CBS- Belastingdienst: After a disastrous start, this unique partnership of three government agencies managing tax revenues in The Netherlands—Belastingdienst (Dutch IRA), UWV (Dutch National Social Security Administration), and CBS (Statistics Netherlands)—became highly effective by applying alliance management best practices, such as development of governance, trust building, and extensive attention to team meetings.

National Grid-EnergySage: The alliance provides a marketplace for solar energy to Rhode Island residents by leveraging existing programs that provide an energy efficiency assessment with a solar assessment. The multi-level value creation is designed to meet the state’s carbon reduction goals and create jobs in alternative energy, while providing a one-stop website for all services, and where dozens of local solar installers provide quotes and choices.

Innovative Best Alliance Practice Award

This year’s Innovative Best Alliance Practice Award will be presented to one of two companies for the use of new alliance management tools or processes that have an immediate and powerful impact on the organization and/or discipline of alliance management. The tools or processes are additions to existing practices that address specific elements of alliance management, such as measurement, training, conflict resolution, general communication across the partner ecosystem, or similar facets of the discipline. The two finalists are:

KPMG-UK: This KPMG-powered enterprise branding combines the company’s knowledge of back-office transformation with leading cloud technology providers, such as Oracle, Workday, ServiceNow, and Coupa. The innovation in branding and bundling technology helps accountants easily grasp the business value and significantly increase the win rate in competitive situations.

NetApp: While many companies still try to manage partnering processes through spreadsheets, NetApp has invested in technology and governance of its rigorous alliance co-selling program to ensure trackable processes that produce results. The processes engage NetApp and partner representatives proactively in account mapping, account planning, and pipeline management with exemplary execution of the most difficult aspects of go-to-market alliances. 

Alliance Program Excellence Award

The Alliance Program Excellence Award is presented to a single, specific company and its partnering program, not to an alliance. The company exceeds expectations with scalable practices, tools, and methodologies to support successful formation and management of alliance portfolios over time. They are repeatable and have led to consistent alliance performance across multiple alliances. Winners build programs on efficiency, creativity, and an integrated suite of tools, processes, professional development/alliance professional certification, and other elements. The two finalists are:

Equifax: Equifax has built an exemplary partnering program in an industry where partnership and alliance business models are still at the budding stages. Internal governance structures enabled management across a highly matrixed enterprise and impacted results on multiple levels, such as revenue, the ability to enter new markets, the launch of new products, and changes to organizational culture.

STC Solutions: This highly innovative, consolidated, and centralized alliance and partnership management framework spans different divisions and functional groups throughout the organization and business relationshipsfrom supply side to customer side. The framework develops and promotes an extremely effective corporate-wide collaborative culture that includes supplier, tactical alliances, technology partners, cloud/IoT channel partners, and strategic alliances.

Alliances for Corporate Social Responsibility Award

The Alliances for Corporate Social Responsibility Award is for partnerships making a profound, measurable, and positive social impact. The principal objective of the alliance is social impact, not profit—although profit, especially if used to fund program expansion, is not discouraged. The three partnering finalists are:

Bayer and Drugs for Neglected Diseases Initiative (DNDi): The focus of this alliance is to develop a drug to dramatically reduce treatment time and increase effectiveness for River Blindness, a disease affecting 25 million people in 31 African countries. Current treatments only affect young worms and must be repeated to target adult worms over their 17-year lifespan. Bayer has contracted with non-profit DNDi to provide the new drug at an affordable price for national disease control programs.

Dimension Data and Cisco Systems, Inc.: South Africa is home to 70 percent of the remaining rhinos in the world. Cisco Systems and Dimension Data collaborated in the Connected Conservation initiative to apply Internet of Things (IoT) solutions to prevent and reduce the number of rhinos being poached in South Africa’s Kruger National Park. The alliance developed new technology for tracking rhinos without needing to tranquilize them, which can be extremely dangerous to the animals. The technology also creates tight physical security within the preserve to track staff, suppliers, contractors, security, and visitors. The technology and alliance can be replicated to conserve other endangered species.       

The Synergist-Sanofi: This multiparty alliance incorporates an ecosystem approach to address Dengue fever that includes the general public, government and health agencies, industry, academics, and healthcare professionals aimed at co-creating solutions. “Break Dengue” uses information sharing and crowd sourcing through social media, online chats, case tracking worldwide, and public access to toolkits that reduce risk of infection. The Synergist framework and innovative governance structure provides a systematic approach to manage a diverse ecosystem. The platform is extendible to other diseases, such as Zika.  

Tags:  alliance  ASAP Alliance Excellence Awards  Bayer  Belastingdienst  CBS  Cisco Systems  Dimension Data  DNDi  ecosystem  EnergySage  Equifax  Evotec  IoT  KPMG-UK  Loonaangifteketen  National Grid  NetApp  partnership management  Sanofi  STC Solutions  The Synergist  UWV 

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