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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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What’s Brewing in the 2016 Biopharma Conference Beaker? | Part 1

Posted By Cynthia B. Hanson, Tuesday, July 19, 2016

In a recent interview, ASAP CEO Mike Leonetti, CSAP, provided a sampling of what’s to come at the 2016 ASAP BioPharma Conference. He offered insights into the changing landscape for partnerships and how alliance managers and others need to adapt, as well as a preview of speakers and cutting edge sessions and workshops.  

Why is this a must-attend conference for alliance managers, CEOs, and others working in the biopharma, healthcare, and life sciences industries? 

Partnership management is changing. If they are performing their jobs the same way they were two years ago, they likely are leaving money on the table or missing great new opportunities. This year’s conference offers programming to learn how to partner in new environments, which includes tech, academic, and healthcare system partnerships. An ongoing message of the conference is to understand that the ecosystem is getting larger, and their enterprise now represents their company, partners, and the entire healthcare system. As alliance managers, we can no longer be comfortable defining our box as an asset partnership and staying there. We will limit our creation of value in our companies unless we harvest the enterprise. 

What’s new at this year’s conference? 

We are going to talk a lot about the changes in partnerships across the industry. We are not only going to talk about biopharma and healthcare, we are going to hear from people on the tech side of ASAP regarding what’s important and best practices when partnering with tech. It will provide key opportunities to learn about tech companies and how they partner. If biopharma and healthcare are going to partner with tech, each of these industries needs to have a clear understanding of the others’ expectations. 

What timely message is Dr. Samuel Nussbaum, strategic consultant at EGB Advisors, Inc., likely to provide during his keynote address? 

The keynote, “Healing the U.S. Health Care System: Collaboration is Essential,” which is scheduled for the afternoon of Wed., Sept. 7, will tie directly into our theme. Sam is going to talk about his background and expertise with the impact of public policy on healthcare systems and healthcare reform. He will talk a lot about how important collaboration is to finding a solution to our system crisis; my guess is he may try to give examples of how manufacturers, payers, policy experts, academics, and anybody else in the healthcare system can collaborate and partner to overcome major obstacles regarding healthcare reform. 

Who will give the plenary address? 

Our plenary will be given by Stéphane Thiroloix, CEO of Mayoly Spindler, on the morning of Thurs., Sept. 8. Mayoly Spindler is an emerging family-owned, independent French company, originally founded by a husband-and-wife team working to provide gastroenterology and dermatology healthcare solutions. Stéphane joined as managing director in 2014, and he has lots of leadership experience from working in multiple biopharma executive roles before joining Mayoly Spindler. He is an advocate who understands what it takes to be successful in a partnership and basically created the partnership management function in his last two roles.  He will share what a CEO’s expectations are for alliance management success. 

To view the program and download brochure information, go to www. asapweb.org/biopharma.

Tags:  alliance management  biopharma  collaborate  Dr. Samuel Nussbaum  ecosystem  healthcare  healthcare reform  Mayoly Spindler  partner  partnership  Partnership management  Partnerships  public policy  Stéphane Thiroloix  tech 

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