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Q3 2015 Strategic Alliance Magazine: Alliance Leaders Make the Paradigm Shift to Cross-Industry and Ecosystem Partnering, Plus Partnering in the Channel and More

Posted By Cynthia B. Hanson, Thursday, September 24, 2015

The latest issue of Strategic Alliance Magazine, Q3 2015, now available to ASAP members, invites readers to explore a paradigm shift occurring in the life sciences and healthcare industries (and many others too). Veteran alliance executives discuss how to adapt, lead, and orchestrate in new and innovative ways, as cross-industry collaborations proliferate thanks to high tech and other industries entering the traditional biopharma and healthcare arena. Alliance managers are challenged to read the tea leaves and adapt to customer-centric trends and other drivers forcing change.

 

SAM Q3 2015 also provides a preview of the 2015 ASAP BioPharma Conference that took place in Boston Sept. 9-11 “Alliance Expertise at the Forefront: Leadership for the Ecosystem.” Highlights include the opening evening keynote on the analytics-driven innovative partnerships Boston-based Berg Pharmaceuticals has formed with research hospitals, as well as three “ASAP Quick Takes” given by IBM Institute for Business Value's Heather Fraser, Janssen Pharmaceutical Companies of Johnson & Johnson’s Cindy Warren, and the Alzheimer’s Association’s Lenore Jackson-Pope. The talks were preceded by professional development workshops and followed by a rich selection of educational sessions.

 

In our quarterly Alliance Champion feature, I interviewed Leona Kral, CSAP, of Verizon, who offered insights on driving revenue in channel management. Adaptation, agility, and innovation are critical components for alliance managers dealing with a fluid business environment, and that requires a wardrobe of hats alliance managers can wear to compliment their changing roles, she advises. Kral joined with her Verizon colleague Karen Robinson, CSAP, to present ASAP’s September Netcast Webinar, “What in the World are Two Alliance Professionals Doing in the Channel?” available for viewing in the ASAP Member Resource Library.

 

Continuing in the same vein of exploring the challenges (and opportunities) in channel sales partnerships, Dede Haas, CA-AM, founder and president of DLH Services, outlines the problems that make channel partners unhappy with vendors, and then offers practical advice from experienced channel executives on how to improve such collaborations through trust-based relationships.

 

The magazine also spotlighted how corporate member Dassault Systèmes and its partners use three-dimensional visualization technologies and collaborative tools—in the process changing the way business is being done in industries ranging from manufacturing and high tech to architecture and engineering, as well as in the public sector.

 

In the magazine’s quarterly editorial supplement, sponsored by Eli Lilly and Company, Michael Berglund, CA-AM and David Thompson, CA-AM, explore the powerful impact of the “conviction curve” on whether or not decision-making processes are actually collaborative. Berglund also delved into the topic in his well-attended workshop at this month’s ASAP BioPharma Conference, honing in on the crucial distinction of “Are We Negotiating or Collaborating?”

 

“Are you ready to thrive at the center of the action?” asks executive publisher and ASAP President and CEO Michael Leonetti, CSAP, in his engaging Up Front editorial. Alliances are taking new forms as partnering proliferates across the new ecosystem, and this issue of Strategic Alliance Magazine appropriately points out that alliance management needs to be embedded and is an essential component to the culture of today’s business enterprises if they are to adapt and proliferate in the emerging ecosystem.

Tags:  alliance  ASAP BioPharma Conference  Cindy Warren  collaboration  Dassault Systèmes  David Thompson  Dede Haas  ecosystem  Heather Fraser  Karen Robinson  Lenore Jackson-Pope  Leona Kral.ASAP Netcast Webinar  Michael Berglund  Strategic Alliance Magazine 

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Biopharma Alliance Management in the Ecosystem Era: Three Leaders Offer Quick ‘Doses’ of Advice Followed by Deeper Dive ‘Treatments’ for Staying Abreast of Change in the Field

Posted By Cynthia Hanson, Thursday, September 10, 2015

ASAP presented three plenary sessions Thursday morning, Sept. 10, in an engaging new 20-minute topic overview, “ASAP Quick Takes,” designed after the “TED Talks” format as part of the 2015 ASAP BioPharma Conference. The second half of the morning was devoted to “Deeper Dive” sessions with more in-depth plenary presentations and peer exchanges in roundtable discussions focused on particular topics. The three talks were moderated by Jan Twombly, CSAP and president of The Rhythm of Business, Inc. Organized around the theme of “Alliance Expertise at the Forefront: Leadership for the Ecosystem,” the conference kicked off Wed., Sept. 9 at the Revere Hotel in Boston, Mass., USA.

 

First at the podium was Heather Fraser, global life sciences and healthcare lead at IBM’s Institute for Business Value, who discussed “Redefining Partnering in the Healthcare and Life Sciences Ecosystem.” Recent developments and findings have prompted a major shift from the traditional one-to-one partnering model to partnering within the ecosystem. The disruption has impacted not only the traditional pharma and biotech players in the healthcare and life sciences industries, but also less-traditional, sometimes surprising players, such as judicial (law enforcement and the courts), consumer electronics, and the automotive industry, among others. Technology is a major catalyst. While it has forced greater connectivity and openness, it has also resulted in greater complexity in partnering, Fraser said. The new dynamics beg the question “How do I find and connect with the right partners in new and unfamiliar industries and how do I make the connections?”

 

Next on the floor was Cindy Warren, vice president of alliance management at Janssen Pharmaceutical Companies of Johnson & Johnson, with her talk on “Alliance Leadership for the Healthcare Ecosystem.” Partnering used to be simple, she said as she presented a slide from the old television show “The Dating Game,” where you asked three questions, and the answers resulted in a clear choice, she said.  The old model of “sharing a soda, talking, and shaking hands” to forge the deal no longer holds up in a business environment impacted by technology and greater complexity. We’re in a new era that requires a partnering approach more akin to “speed dating,” Warren explained—and if you don’t move fast enough, you might not secure the partnership. “Our leaders need to become more agile, more flexible. It’s not just about taking that agreement and executing it, but making sure partners are aligned. It’s about working with it, shaping that collaboration, not just about delivering value, but creating value,” she explained.

 

The final plenary session highlighted patient advocacy while exploring the industry-focused partnering activities of the Alzheimer’s Association. It takes a village to support an Alzheimer patient and his or her caregivers, as emphasized in “Supporting Patients and Families at the Center of the Ecosystem,” presented by Lenore Jackson-Pope, BSN, MSM, CCRP, manager of medical and research education for the association’s Massachusetts/New Hampshire Chapter. The number of Alzheimer’s patients has increased astronomically in the past 15 years, and “the country will be bankrupted if we don’t find solution,” she warned. Through its partnering and advocacy, this patient advocacy organization aims to rapidly address the 3 C’s of the disease—care, cure, and cause—during a time when financial support from the National Institutes of Health is marginal compared to its financial support for cancer, HIV, and other serious diseases. Consequently, the Alzheimer’s Association—which Jackson-Pope described as the world’s largest nonprofit funder of research—has created an extensive network of supporters and partnerships to address the problem.

 

Diving Deeper: What Does It Take to Be an ‘Ecosystem Warrior’?

While fundamentals (such as anticipating and managing risk) often remain important, the role of alliance management changes considerably in the ecosystem, IBM’s Fraser emphasized in her “Deeper Dive” follow-on session.

 

“Thinking back to your roles, the ability to partner beyond current borders requires understanding of new and emerging industries, different regulatory environments, speed to market, and the continuum of health, wellness, and care,” she explained. “You also have to have the stamina to stand up, be counted, and explain why different ideas may work for creating value for your organization moving forward.”

 

This type thinking (and stamina) are required of what she called “successful ecosystem warriors.” Key capabilities including “having that ability to act with speed, but at different speeds in different industries and ecosystems, really being the hunter that goes out and looks at those new and different networks, being the person that’s prepared to be disruptive, and understanding what role your organization needs to take in that ecosystem.”

 

Fraser left the audience with several key questions to consider: 

  • What role does your organization plan to play in the ecosystem?
  • Do you have the skills and capabilities to work in that converged ecosystem?Can you address the cultural aspect—“really getting under the skin of the culture of players you’re going to work with”?

Tags:  Alzheimer’s Association  ASAP Quick Takes  Cindy Warren  ecosystem  Heather Fraser  IBM’s Institute for Business Value  Janssen Pharmaceutical Companies  Lenore Jackson-Pope  partnering  patient advocacy  TED Talks 

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BioPharma Preview: IBM’s Heather Fraser on Orchestration in the Life Sciences and Healthcare Ecosystem

Posted By Cynthia Hanson, Wednesday, September 9, 2015

Heather Fraser, registered pharmacist and global life sciences & healthcare lead at the Institute for Business Value, an IBM think tank, gives an ASAP Plenary/Quick Takes talk and Deeper Dive session about “Redefining Partnering in the Healthcare and Life Sciences Ecosystem” on Thursday, Sept.10 at the 2015 ASAP BioPharma Conference, “Alliance Expertise at the Forefront: Leadership for the Ecosystem,” at the Revere Hotel Boston Common. Fraser shares insights from her talk in a Q&A for the Q3 2015 issue of Strategic Alliance Magazine. Here’s a snippet from the interview. 

Why is there such a huge interest in ecosystems, especially in the healthcare and life sciences industries? 

There are two significant healthcare drivers—societal and economic. On the societal side, there are demographics, an aging population desiring care and quality for better outcomes, HIPPA and compliance regulations, the FDA continually putting pressure on the industries. Additionally, there is a shortage of the right skills and capabilities for this changing healthcare system. On the economic side, there are technology-driven forces, such as the proliferation of mobile devices and the Internet. Collaboration is becoming much easier because we’re seeing a system that is much more connected and open.  Technology is much faster and more scalable than in the past. We can almost look ahead of technology requirements, and the cost of using that technology to drive out innovative practices is reducing. Analytics are also helping to drive insights and decision-making. So you can look ahead at the requirements companies have and the cost of using that technology to drive out innovation.

 

How do alliance managers know they are on the right path during a time of uncertainty? Are there key areas to focus on when partnering in the ecosystem? 

The traditional guideposts are not always present. But one certainty is that you need to have mutual goals in place that align around the customer and patient. If you are serving the patient, you are on track. Putting the patient at the center is something the life sciences companies haven’t necessarily done in the past. Many now are going toward targeted treatments, such as measuring the patient for glucose levels in their blood. There are diagnostic devices businesses collaborating with diagnostic companies. Another device might measure the impact of insulin when injected into the system. Services such as a nutritionist advising on correct diet or a fitness clinic on exercise could be another component. Companies are looking beyond the pill to produce a total solution for the diabetes patient. Another example: Novartis just put out a heart drug. Typically, drugs for heart diseases are relatively low cost. But now they say the pricing will be based on patient outcomes. Think payment based on outcomes vs. those based on the sale of a pill.

 

What does your “Quick Takes” talk focus on?  

How ecosystems need orchestration, from a mutuality standpoint. Orchestration requires coordination and arrangements, and some companies are leading the way. We’re seeing IBM Watson Health acting as an orchestrator—bringing not just the platforms, the cloud, but also ecosystem members to the table, and the analytics skills as well. Philips is another example—helping with medical devices. They are very much getting in the healthcare space and acting as an orchestrator. Otsuka Pharmaceutical—they’ve got a therapeutic area for patients with mental health problems, and they are using technology, analytics, and alerts to make sure patients stay on their medications. The other component is mutuality—look at how we’re going to coordinate, setting goals we agree on, setting up mutual standards. There is the example of Lilly and Boehringer Ingelheim working together on diabetes—bringing the best and brightest scientists from both companies and really trying to accelerate getting the molecules to market. They are still competitors, but they wanted to come up with a set of standards where they had a mutual interest for that particular need and set of drugs. The ecosystem is about the complex web of interdependent enterprises and companies, public or private, with patients at the center. But at the end of the day, the goal is to create and allocate mutual business value for the whole of the ecosystem. You have to understand what you’re putting in and how you’re going to drive that value out.

Tags:  ASAP BioPharma Conference  Boehringer Ingelheim  collaborating  ecosystems  healthcare drivers  Heather Fraser  Institute for Business Value  life sciences  Lilly  mutual business value  Philips 

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ASAP Announces Theme and Program for Sept. 9-11, 2015 ASAP BioPharma Conference Focused on Evolution of Partnering in the Rapidly Evolving Ecosystem

Posted By Cynthia Hanson, Friday, July 31, 2015

This week, ASAP issued a press release announcing the theme and program for the 2015 ASAP BioPharma Conference, the organization’s annual event attended by partnering executives from around the world who work in life sciences and healthcare. “Alliance Expertise at the Forefront: Leadership for the Ecosystem” is the theme of the three-day conference at the Revere Hotel, Boston Common.

 

“The healthcare and life sciences industries are going through a profound metamorphosis and alliance executives need to prepare for significant adaptation,” said Michael Leonetti, president and CEO, ASAP, in the release. “This year once again will be the pivotal event for partnering executives in biopharma and its ecosystem, as our conference will discuss drivers in the ecosystem that are causing fundamental shifts, such as new technologies, demographic and lifestyle changes, shortages in resources, and scientific, regulatory, and market forces. We’ll explore the questions of why alliance managers need to get ahead of this shift, why these ecosystems are beginning to emerge now, how they differ from traditional markets, what new incentives will emerge, and the best ways for individual organizations to respond.”

 

Registration for the 2015 ASAP BioPharma Conference begins at 7 a.m. Wednesday, Sept. 9. For an additional fee, attendees attend one of three pre-conference professional development workshops taking place from 10 a.m. to 4 p.m., including a CA-AM Certification Exam Prep Workshop facilitated by Ben Gomes-Casseres, CSAP, author, alliance strategy consultant, and Brandeis University professor.

 

Opening remarks will kick off the main conference at 4:45 p.m., followed by a late afternoon conference keynote, “Taking on a Silent Killer through Partnership and big Data” by Niven R. Narain, co-founder, president, and chief technology officer at Berg Health.

 

Thursday morning’s plenary session kicks off with “ASAP Quick Takes,” designed after the renowned “TED Talks.” Heather Fraser, global life sciences & healthcare lead at IBM’s Institute for Business Values, will talk about “Redefining Partnering in the Healthcare and Life Sciences Ecosystem.”  Cindy Warren, vice president of alliance management at Janssen Pharmaceutical Companies of Johnson & Johnson, will explore “Alliance Leadership for the Healthcare Ecosystem.”

 

The second half of the morning is devoted to “Deeper Dive” sessions with more in-depth speaker presentations and peer exchanges in solution-focused roundtable discussions. Fifteen educational sessions, starting that afternoon and ending the following day at noon, include interactive presentations, mini-workshops, and expert panels discussing essentials and current skills for the alliance professional.

 

You can read the full announcement issued July 30 via the PR Web newswire. 

 

ASAP’s annual BioPharma Conference attracts partnering executives, academics, innovators, managers, patient advocates, service organizations, and other life sciences and healthcare representatives from countries around the world. For more information regarding session offerings and registration for this conference, visit www.asapweb.org/biopharma.

Tags:  alliance managers  Ben Gomes-Casseres  Berg Health  Brandeis University  Cindy Warren  healthcare  Heather Fraser  IBM’s Institute for Business Values  Janssen Pharmaceutical Companies  life sciences  Niven R. Narain  professional development workshops 

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2015 ASAP BioPharma Conference Focuses on the Importance of Alliance Expertise and Leadership in the Life Sciences and Healthcare Ecosystems

Posted By Cynthia Hanson, Thursday, July 2, 2015

Biopharma is undergoing a sea change, driven both from within and without. Scientific, regulatory and market forces are introducing new alliance partners and partnering models. “Alliance Expertise at the Forefront: Leadership for the Ecosystem,” the theme of the 2015 ASAP Biopharma Conference, Sept. 9-11, in Boston, Mass., addresses this dynamic and the impact it is having on the role of alliance management.  The conference will explore why alliance managers need to get out ahead of this fundamental shift in the increasingly interconnected network of new and existing partners; why ecosystems are beginning to emerge now; how they differ from traditional markets; what new incentives will emerge, and the best ways for individual organizations to respond.

 

The two-day event happening over three days at the Revere Hotel, Boston Common, kicks off late afternoon Wednesday, Sept. 9, with conference keynote Niven R. Narain, co-founder, president, and chief technology officer at Berg Health, a Boston-based biopharma company known for its use of big data and artificial intelligence algorithms to isolate the root causes of disease and develop personalized treatment options for patients. Narain will discuss an innovative partnership Berg has formed with an array of hospitals and research teams to discover the first clinical biomarker for pancreatic research using its technology. The afternoon’s events will conclude with a reception to connect with partners and colleagues, and network among some of the industry’s leading alliance professionals.  

Thursday morning will feature “ASAP Quick Takes,” patterned after the well-known “TED Talks,” delivered by outstanding speakers in a plenary session. Heather Fraser, global life sciences & healthcare lead at IBM’s Institute for Business Values, will present a very timely talk “Partnering in the Healthcare and Life Sciences Ecosystem.” The session offers data and case studies on ways that biopharma companies are partnering within the ecosystem to optimize performance and address the challenges of today’s regulatory and market challenges. According to Fraser, ecosystems are transforming much of the way healthcare and the life sciences industries operate, including why and how they are partnering and with whom.  

“Alliance Leadership for the Healthcare Ecosystem,” by Cindy Warren, vice president of alliance management at Janssen Pharmaceutical Companies of Johnson & Johnson, will address what today’s alliance professional needs to tackle the changing biopharma environment. Partnering models are rapidly changing, and it requires keen skills, adaptability, agility, finesse, and the potential of someone running a business, says Warren. With over 21 years of broad industry experience, Warren will provide the tips and insider insights alliance managers need, what she looks for in her team, and where she sees opportunities for alliance professionals to deliver differentiated value that can set companies apart.  

Following the Quick Takes, “Deeper Dive” sessions feature both more in-depth presentations by the plenary speakers and exchanging ideas with peers in solution-focused roundtable discussions on a range of leadership issues and alliance management challenges. The remainder of the conference features a variety of interactive presentations, mini-workshops and expert panels addressing the skills and expertise alliance professionals need today. A few of the topics covered include negotiation, alliance decision making, managing transitions, and working with CROs to enhance innovation.  

“Alliance Expertise at the Forefront: Leadership for the Ecosystem,” attracts partnering executives, academics, innovators, managers, patient advocates, service organizations, and other life sciences and healthcare representatives from countries around the world. For more information on registration for this not-to-be missed conference in the midst of one of the most vibrant biopharma hubs in the world, visit www.asapweb.org/biopharma. Save on your 2015 ASAP BioPharma Conference registration by becoming an ASAP member today! For more information, contact the Association of Strategic Alliance Professionals director of membership services Lori Gold at+1 781-562-1630 ext. 203 or lgold@strategic-alliances.org.

Tags:  alliance management  ASAP BioPharma Conference  Berg Health  Biopharma  Cindy Warren  Ecosystem  Healthcare  Heather Fraser  IBM’s Institute for Business Values  Janssen Pharmaceutical  Life Sciences  Niven R. Narain 

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