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Morphing Your Partnering Philosophy in a Changing World of Digital Drivers (Part Two)

Posted By Cynthia B. Hanson, Thursday, March 29, 2018

Key sectors of the economy are struggling to adapt to disruptions from digital technologies, such as the cloud. The change is resulting in new business models and service sector opportunities in areas such as security and supply chains. This article continues our coverage of the 2018 ASAP Global Alliance Summit session “Partnering with Change in a World of Ongoing Disruption.” Presenters Joe Schramm, vice president of strategic alliances at BeyondTrust, and Morgan Wheaton, senior director, global partner alliances & channels at JDA Software, addressed the considerable transformation in company culture that is needed to better enable new partnering models. The first part of the session covered emerging industry paradigms needed to succeed in today’s fast-paced, partnering-oriented ecosystems. These additional insights and excerpts are gleaned from the second half of the session.

Wheaton: JDA had a new CEO come in a year ago, and instead of replacing people he created a team of JDA employees to create a new culture. The culture at JDA is about three key concepts. Results—JDA is obsessed with delivering customer value. Relentlessness—we relentlessly drive new learning and innovation. Teamwork—we candidly and respectfully collaborate. So what kind of cultural change is needed to better enable new partner models? [The first change is] TEAM, which stands for Together Each Achieves More, a gradual change that takes time.

Schramm: Next on the list is [that] executives need to walk the talk: High-level executive alignment is critical.

Wheaton: Celebrate mutual success: Nothing gets more attention than selling a deal. It’s so very important to get the word out when we close a deal.

Schramm: Re-educate and reinforce. This is a big one as we go after new and different partners. We need to educate ourselves on what the win is with a new partner and why to go after them.

Wheaton: Compensation matters. I’m a coin-operated machine. Salespeople do what you pay them to do. Figuring out how to drive the right behavior through compensation is important.

Schramm: Transparent, open communications. Partners are in for the whole ride, and we need to include them.

In terms of the cultural change specific to BeyondTrust, there are lots of items. We emphasize passion—approaching each day with energy and enthusiasm. Teamwork—we work together and act as one. Customer and partner focus—the most important consideration, we are 100 percent committed to meeting the requirements of our customers and partners. Innovation—we work relentlessly to improve our products and processes for the benefit of customers, partners, employees, and the company. Integrity—we are honest and consistent in our actions.

Wheaton: So can alliance leaders design “future proof” alliances that accommodate ongoing disintermediation, otherwise known as cutting out the middleman in connection with a transaction or series of transactions? My crystal ball may not tell me what future technology will be like, but I know we will be involved in partnering. You need to put metrics in place. Sometimes you can’t future proof all alliances, sometimes you need to pull the ripcord and get out. Sometimes the pesky market shifts.

In summary, Schramm and Wheaton agree on implementing these key principles:

  • Listen and survey—be aware and anticipate changes.
  • Build a culture of “partner first.”
  • “Semper Gumby”—always be flexible; be ready to change things on the fly.
  • Execute today, but keep an eye on the future—monitor what’s coming while keeping an eye on the distance.

Tags:  alliance leaders  BeyondTrust  collaborate  collaboration  cultural change  Digital drivers  ecosystem  flexible  future proof  innovation  JDA  JDA Software  Joe Schramm  Morgan Weaton  Morgan Wheaton  partner first  partnering  partners  Semper Gumby  strategic alliances 

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ASAP Announces 2018 Alliance Excellence Awards Finalists—and the List Is Worth a View

Posted By Cynthia B. Hanson, Monday, January 29, 2018

ASAP officially announced (see http://www.prweb.com/releases/2018/01/prweb15131526.htm) this year’s finalists for the annual ASAP Global Alliance Excellence Awards, and the contributions of companies on the list are substantial—from unusual alliance key performance indicators (KPIs), to programs for crisis management, to collaborations to create social good, to consolidation of alliance data that provides visibility across the organization. The list goes on and on.

Nine candidates will vie for awards in four different categories: Alliance for Corporate Social Responsibility; Alliance Program Excellence; Individual Alliance Excellence; Innovative Best Alliance Practice. Winners will be announced March 27 during an end-of-day awards ceremony at the 2018 ASAP 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 2018 awards finalists that were singled out for their exceptional leadership and contributions are:

Amgen for a biopharma alliance program recognized for being founded on the three pillars of building a strong foundation with clear roles and alignment of strategic objectives and value drivers through a partnership; ensuring best practice execution on every alliance through an alliance kickoff and playbook; optimizing oversight of Amgen’s alliance portfolio.

Cisco-Dimension Data for their 25-year celebration of alliance success, a milestone that prompted them to kick off 25 projects focused on creating social good, ultimately resulting in a record year for the partnership.

Dassault Systèmes for putting together an effective social video marketing campaign to build awareness and spark interest among customers. The extent to which Dassault has embedded social video marketing into its partner program and scaled it across its technology alliance community is unusual, innovative, and engaging.

JDA for re-architecting its partner program in response to new market opportunities and a shift in customer demand for solutions in the cloud. The Partner Advantage Program launched in April 2017, employing many best practices of modern partner ecosystems.

Medimmune 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.

Merck KGaA for collecting and managing some unusual alliance KPIs for value creation, risk mitigation, and problem solving, resulting in multiple improvements on several levels.

MSD–Julphar for forming the DUNES alliance to serve seven therapeutic areas for six countries in the Middle East and North Africa (MENA) region, a problematic area of the world for business development. Through the introduction of alliance management tools, processes, and training, the companies created sustainable businesses.

Pierre Fabre for successfully deploying SharePoint Alliance Management, which unifies how alliances are managed by providing common alliance management tools to more than 400 people; implementing tools that can be shared with partners; facilitating onboarding of new team members.

Shire for introducing a new best practice for partner crisis management, a unique approach for managing stakeholders through a crisis situation. Originally developed to help navigate a merger, it has since been tested and validated across several crisis situations.

2018 ASAP Alliance Excellence Awards finalists will be honored—and the winners announced—at the 2018 ASAP 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. Learn more and register to attend at http://asapsummit.org/.  Read ASAP’s January 25, 2018 official announcement at http://www.prweb.com/releases/2018/01/prweb15131526.htm

Tags:  2018 ASAP Alliance Excellence Awards Finalists  alliance  alliance data  best practices  Cisco-Dimension Data  collaborations  crisis management  Dassault Systèmes  JDA  Medimmune  Merck KGaA  MSD–Julphar  Pierre Fabre  SharePoint Alliance Management  Shire  social good 

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