My Profile   |   Print Page   |   Contact Us   |   Sign In   |   Register
ASAP Blog
Blog Home All Blogs
Welcome to ASAP Blog, the best place to stay current regarding upcoming events, member companies, the latest trends, and leaders in the industry. Blogs are posted at least once a week; members may subscribe to receive notifications when new blogs are posted by clicking the "Subscribe" link above.

 

Search all posts for:   

 

Top tags: alliance management  alliances  collaboration  partnering  alliance  alliance managers  partners  partner  alliance manager  partnerships  ecosystem  The Rhythm of Business  partnership  Jan Twombly  governance  biopharma  Eli Lilly and Company  Vantage Partners  Strategic Alliance Magazine  IBM  IoT  ASAP BioPharma Conference  strategy  healthcare  NetApp  2015 ASAP Global Alliance Summit  Christine Carberry  Cisco  cloud  communication 

Partnering Superheroes | Who Better to Combine Collaborative Leadership Skills with Strategic Vision and Ride Them All the Way to the C-Suite?

Posted By Mike Leonetti, CSAP, Friday, April 17, 2020

Superhero movies are definitely, as the kids say, “a thing.” They’re fun and exciting, a great way to liven up a long winter night. But do superheroes really exist, and could they have any relevance for us in terms of business strategy? I didn’t think so, but recently I was part of three conversations that changed my mind.

 

First, I spoke with Elizabeth Gazda, CEO of Embr Labs, in anticipation of her upcoming Leadership Forum talk at the ASAP Global Alliance Summit. Embr Labs makes a wearable bracelet that can raise or lower your skin temperature to help with stress reduction and anxiety and improve sleep and focus. Before joining Embr, Liz cofounded a fintech and a music technology startup, and worked at some of Boston’s first “unicorns,” like ATG and m-Qube.

 

Liz made the point that the collaborative leadership and critical thinking skills needed in the C-suite are very close to those of the alliance management competency profile. Liz believes partnering “superheroes” can and should be showcased in their organizations as potential future CEOs. In her view, alliance management is the perfect preparation for executive leadership, especially as more and more companies undergo digital transformation via partnerships and seek to nurture and reward collaborative entrepreneurial excellence.

 

A second conversation took place in early February in Boston, at an ASAP New England chapter meeting whose theme was “Taking the Next Step: Critical Skills for Aspiring Alliance Executives and Organizational Leaders.” Moderated by Mai-Tal Kennedy of Vantage Partners, the discussion featured panelists Lou Shipley, former CEO of Black Duck Software and a lecturer at Harvard Business School and MIT; Christine Carberry, CSAP, board member at the UNH Entrepreneurship Center; and Andrew Hirsch, CFO and head of corporate development for Agios Pharmaceuticals.

 

All of them highlighted both the difficult job alliance managers have and its relevance for future career success. Lou in particular noted the number of alliance management “superstars” at his previous organization, including one who combined the roles of alliance management, business development, and investment banking expertise—superhero skills indeed. This individual directed the ultimate spinoff of the company and saved it close to $10 million. How’s that for adding value?

 

The third conversation was Jay McBain’s January 30 ASAP webinar, “Top 10 Channel and Alliances Predictions for 2020.” This presentation, an outgrowth of Jay’s influential research for Forrester, highlighted key trends affecting not only the tech world but most industries, as nearly every company, he says, is fast becoming a technology company. (See our cover story in Strategic Alliance Quarterly on ecosystems, for more of Jay’s and other experts’ timely insights and analysis of this exploding phenomenon.)

 

Among these trends is what Jay calls the “trifurcation” of the IT indirect sales channel into an influencer channel, the familiar transactional channel, and a retention channel. He noted too that with such heavyweights as Microsoft and Salesforce bringing hundreds or thousands of new partners into their ecosystems every month, a great partner experience is quickly becoming as important as a great customer experience when companies look strategically to their future.

 

With this heightened awareness of the interrelated issues of customer and partner experience—especially the complex retention phase—how are we going to manage all these relationships and ecosystems? What sort of superheroes will be needed to lead behemoths like Microsoft, Google, Salesforce, IBM, and others into the partnering-everywhere world?

 

I think you know the answer. Who better than alliance professionals? As Jay said, they’re the ones with the right résumé to be ecosystem managers and orchestrators—not only in IT, but in biopharma, manufacturing, consumer goods, and across industries. These partnering specialists, collaboration leaders, and strategic visionaries have the capabilities, the skills, and the superhero savvy to get it done—the same attributes that make them ideal candidates for the C-suite.

 

So what’s holding us back? Despite an abundance of evidence, not enough companies have grasped the full implications. I see many organizations focused on the transaction—and not applying partnering best practice in the retention phase of sales partnerships. As Jay argues, some of them—even among the Fortune 500—will end up losers, sticking their heads in the sand and refusing to adapt to an oncoming future where customer satisfaction is increasingly delivered through a great partner experience (Px).

 

Alliance professionals can make Px a reality right now. The lessons of past partnership failures should be enough to rally today’s C-suite leaders to seek success in the massive partnerships their organizations will undertake. In addition, organizations must begin grooming their best alliance managers for the C-suite and other positions of leadership in the future—even as they’re employing them for partner and customer retention in the present. We have the tools, the skills, and the people to get the job done; what’s needed is a true focus and consensus that partnerships are difficult and require best practices and trained professionals to make them successful. That and a hardy band of partnering superheroes—with or without the cape.

Tags:  alliance professionals  Black Duck Software  Christine Carberry  collaborative leaders  c-Suite  ecosystem  Elizabeth Gazda  Embr Labs  Google  Harvard Business School  IBM  Jay McBain  Lou Shipley  Mai-Tal Kennedy  Microsoft  MIT  partnerships  Salesforce  UNH Entrepreneurship Cen  Vantage Partners 

Share |
PermalinkComments (0)
 

Sellers, Partners, and Customers: Reorganization, New Tools, and New Mindsets Drive Change in the Channel at National Instruments

Posted By John W. DeWitt, Wednesday, March 27, 2019

Before they headed home to Austin, Texas, I caught up with longtime friend Penny Wright, CA-AM, and a new friend (i.e., first-time attendee and presenter) Jimmy Hwang from National Instruments after their session “Connecting Teams and Systems to Advance Channel Opportunities” on Wednesday, March 13, the final day of the 2019 ASAP Global Alliance Summit in Fort Lauderdale, Florida. Hwang is principal manager, alliance partner program; Wright is global enablement manager on NI’s sales and partner enablement (channels) team. Before NI’s recent reorganization, Wright and Hwang worked on the same team in a matrix structure; now they still work (and present) together, but are housed in different functional areas. In tag-team fashion, the two walked me through the story—and lessons learned—that they shared with the engaged group that attended their session. Here’s a segment of our discussion—you’ll find more of our conversation in forthcoming Strategic Alliance publications.

ASAP Media: What was the purpose of your presentation and what did you talk about?

Jimmy Hwang: The purpose of our presentation was to share the work we have been doing—to share best practices. In terms of how we use systems and tools, we’re trying to adapt to the changes that are happening internally at NI. Two important changes have occurred. The first one is we are focusing on three key industries where our platform is highly differentiated and we see the biggest opportunity to grow. NI serves a wide range of customers in a broad range of industries and applications—and we will continue to do that, but at the same time we are focusing more on our transportation, aerospace/defense/governments, and semiconductor customers. We want to maintain whatever we are doing—but in terms of incremental future investment, we’re want to deepen our relationships and solution offerings to the customers in these three industries.

Second is a change in how we provide sales coverage for our alliance partners. Sellers used to have a mixed book of accounts —for example, I’m a sales person for Texas, and as long as customers and partners are in Texas, they are my account. What’s changed is that we carved out partner accounts and establish a dedicated and separate sales coverage for them. Now, we have partner sales managers, responsible for a set of partner accounts, and they don’t own any end user accounts—all t do is to manage partner accounts. If I’m a regular account manager, that’s what I do—I manage end user accounts. This clarifies the role within sales, delivering more value to customers, partners, and National Instruments.

Penny Wright: We talked about there being a lot of friction over lead sharing. Because of that historical [organizational] setup, our partners were hesitant to share their leads with NI sellers, and sellers who said, “I’m not going to bring partnering into this opportunity because it’s going to bring my commission split down. We have implemented a standard GTM and account planning process where partner sales managers are now driving those integrations and collaborating with those sales account managers.  We adjusted our commission structure to break down the boundaries to opportunity sharing and incentivize sellers to bring partners in earlier in the buying cycle. We actually did that before the reorganization—one of the first steps to getting sellers on board.

From a tools standpoint, in 2013 we brought on our PRM system, Impartner, and were able to stand up a customer-facing directory, allowing partners to manage their own profiles and giving them the ability to market themselves for free. We don’t charge for that, it’s part of their membership. This really enabled us to get our salesforce more educated on who our partners are—it’s almost a sales directory for our sellers to find our partners, so it’s not just the customers who use it to locate a partner.

National Instruments also really was behind on industry tools for CRM. We had homegrown Oracle-based systems that were internally developed, but three years ago, an external sales vice president came onboard and said, “No, we’re standardizing on Salesforce.”

ASAP Media: What are other technology updates and how is the transition going for NI and its partners?

Jimmy Hwang: Because of the now separate, dedicated sales coverage for partners, there is an even stronger need to facilitate the collaboration between our sellers and the partners. So that’s why we introduced the connector module to connect the two systems—Salesforce and Impartner. 

Penny Wright: It’s worked out really well. We have an entire Salesforce business team internally, and that’s all they do is optimize our Salesforce instance. Everybody has tools, connecting with our install base of customers. They can do outbound marketing by connecting to our Eloqua marketing automation. We’ve replaced our internal sales opportunity systems and how we did quoting and pricing and commissions. Now that sales is standardized on Salesforce, Jimmy can pull a report from Salesforce and see partner opportunity pipelines by industry and application focus areas.

We’ve made a lot of progress, but are still just scratching the surface of where we want to go. And a lot of the things that we’ve been working on for years in the alliance program management team are now being adopted because the of the recent business strategy shifts. We now fully recognize that we’ve got to focus and bring our partners into our go-to-market activity. It’s an exciting time for NI and our partners and these efforts have put us in a really good place and position to support the global go-to-market strategy.

See more of the ASAP Media team’s comprehensive, on-site coverage of the 2019 ASAP Global Alliance Summit on the ASAP blog and in forthcoming Strategic Alliance publications.

Tags:  Channel  go-to-market strategy  Impartner  Jimmy Hwang  National Instruments  partners  Penny Wright  PRM  Salesforce  tools 

Share |
PermalinkComments (0)
 

‘From Value Chains to Business Ecosystems’: Featured Presenters from IBM, Salesforce, Dassault Systemes, and SAIC Join the Lineup for 2019 ASAP Global Alliance Summit

Posted By John M. DeWitt, Friday, January 18, 2019

This week ASAP announced the lineup of featured speakers at the March 11-13, 2019 ASAP Global Alliance Summit in a press release distributed via PRWeb.

“Each year’s Summit is a one-of-a-kind event where the world’s most experienced and capable partnering and alliance management executives share successful practices and lessons learned from their business collaborations,” ASAP President and CEO Michael Leonetti, CSAP, said in the announcement. “The 2019 Summit will include the incredibly smart and provocative speakers, hands-on learning, and candid peer-to-peer conversations that participants experience at ASAP’s other annual destination events—the BioPharma Conference, Tech Partner Forum, and European Alliance Summit. But there are unique connections and insights that only come from the ASAP Global Alliance Summit’s diversity. In a time of rapidly expanding cross-industry alliances, public-private partnerships, and customer-centered collaborative ecosystems, the Summit attracts leading thinkers and practitioners from many industries, sectors, and geographies, allowing attendees to glean insights, engage with surprising new ideas, and even meet unexpected new partners.”

This year’s ASAP Global Alliance Summit will take place March 11-13, 2019, at the Westin Fort Lauderdale Beach Resort in Fort Lauderdale, Florida. Platinum Sponsors of the event include Vantage Partners and WorkSpan; The Rhythm of Business is a Gold Sponsor. Headlining speakers include:

  • Bruce Anderson, general manager, high-tech/electronics industry, IBM
  • Christine Carberry, CSAP, chief operating officer, biopharmaceutical senior executive
  • Steve Levine, PhD, Dassault Systèmes, founder and executive director, Living Heart Project
  •  Tiffani Bova, global customer growth and innovation evangelist, Salesforce
  • Charles Onstott, chief technology officer, SAIC

Bruce Anderson: “Partnering in the AI Era”

On the morning of March 12, as part of the conference opening session, Bruce Anderson will present a plenary talk titled “Partnering in the AI Era: An Essential Shift from Value Chains to Business Ecosystems.” He intends to share his deep understanding of marketplace opportunities and challenges facing companies, describing what he’s learned as he consults extensively with senior executives striving to optimize and transform their organizations, operations, and business models.

After lunch on March 12, four speakers will present TED-talk-style presentations during the 2019 Summit’s Leadership Spotlight plenary session.

Christine Carberry, CSAP: Maximizing Value

Is it a lack of time, resources, or ideas that holds back fulfilling the maximum value of alliances? Perhaps all these ingredients are available in abundance and what is lacking is the ability to connect the right ideas with the right resources at the right time, Carberry intends to explore. The concept is simple—find the right connections, collaborate on a common goal, and create value. Executing against this simple concept is far from easy. In this session, Carberry will talk about how to strengthen connections, improve collaboration, and increase value creation in alliances and beyond.

Steve Levine, PhD: The Living Heart Project

In the US, someone has a heart attack every 34 seconds. What if a virtual replica of your heart could be created, imitating its unique electrical impulses, muscle fiber contractions, and abnormalities? Valuable insights on human heart function could accelerate breakthroughs delivered to clinical practice. Dr. Levine will describe his methodology to unite the world's leading cardiovascular researchers, medical industry innovators, regulatory agencies, and practicing cardiologists on a shared mission to develop accurate personalized digital human heart models.

Tiffani Bova: “Growth IQ” and Partnering

Customers demand a seamless experience, regardless of who makes the sale. Profitable and sustainable business growth is top of mind in and around all industries. Alliance managers must develop their "Growth IQ" to meet today's business demands. Pulling from the 10 proven paths highlighted in her Wall Street Journal Best Seller book, Growth IQ: Get Smarter about the Choices that Will Make or Break Your Business, Bova will present customer-centric best practices and pivot points for partnering executives and their companies to consider.

Charles Onstott: Partnering to Help the US Government Move at Startup Speeds

Not known as an early adopter, many parts of the US government have been pushing for easier acquisition of new technology. SAIC, as a technology integrator, strives to help emerging technology companies expand into government business—and thereby bring valuable capabilities that benefit the government. Onstott plans to discuss SAIC’s partner engagement model, share lessons learned in establishing relationships with emerging technology companies, and provide examples of what worked and did not work well.

The 2019 ASAP Global Alliance Summit will take place March 11-13, 2019, at the Westin Fort Lauderdale Beach Resort in Fort Lauderdale, Florida. Platinum Sponsors of the event include Vantage Partners and WorkSpan. The Rhythm of Business is a Gold Sponsor. For more information and to register for the 2019 ASAP Global Alliance Summit, please visit http://asapsummit.org. To learn more, read the complete ASAP press release distributed via PRWeb and stay tuned for more of the ASAP Media team’s preview coverage of the Summit in Strategic Alliance magazines and on the ASAP Blog.

John M. DeWitt is a contributing writer and editor for ASAP Media. 

Tags:  2019 ASAP Global Alliance Summit  alliances  Business Ecosystems  Charles Onstott  Christine Carberry  collaborative ecosystems  Dassault Systemes  IBM  partner  SAIC  Salesforce  Steve Levine  Tiffani Bova  Value Chains 

Share |
PermalinkComments (0)
 

Vanguard Ecosystem Leadership: The Highly Successful Evolution of Salesforce’s Partnering Practices

Posted By Cynthia B. Hanson, Wednesday, October 17, 2018

Salesforce’s vanguard leadership has been exemplary when building strong partnering ecosystems. As a rainmaker in the API economy, the company designed the largest technology ecosystem and most active cloud marketplace. Leslie Tom, senior vice president of AppExchange marketing and programs, has played a significant role in that transformation. In her session “API Economy: Salesforce AppExchange Partner Ecosystem” at the 2018 ASAP Tech Partner Forum, “Reimaging Part­nering in a Disruptive World,” on October 17, at the Four Points by Sheraton, San Jose Airport, San Jose, California, she plans to share strategy and insight on how to build and benefit from a strong partnering ecosystem, and the invaluable role alliance managers play in fostering a healthy ecosystem.

“Our alliance managers at Salesforce are different than at other tech companies,” Tom began the interview. “They are involved throughout the entire process of recruiting partners to build solutions, onboarding partners, and working with partners on their go-to-market for business growth. They are building customer success from day one. Our alliance managers are critical to the success of the partners, [and we are] all focused on the joint success of our customers. When partners come into our ecosystem, the sole focus really is on partner and customer success. We have a saying at Salesforce to our partners: ‘When you succeed, we succeed.’”

In late 2005, Tom joined Salesforce and started recruiting partners for the AppExchange. The AppExchange was launched in 2006. From the beginning, Salesforce had “partner account managers” that acted like alliance managers, she explained. During the past 12 years, the company developed a much larger team that is now “100 percent focused on partners, their success and joint customer success.” Salesforce’s alliance managers work with one to many partners, depending on the company size and revenue opportunity. One of the company’s newest partners, Nokia, underwent a transformation similar to what many larger Fortune 500 companies are now trying to create—new revenue channels through partnerships, she continued. The former phone maker transformed to serve communications service providers, governments, and consumers.  Nokia created Nokia Intelligent Care Assistant solution on the AppExchange to provide holistic view of the customer to drive fast solutions to customer care issues.

The AppExchange—the #1 enterprise cloud marketplace—also goes by another name: AppExchange, the Salesforce Store. “We refer to AppExchange as the Salesforce Store because it offers much more than apps,” she said. “In today’s customer-driven world, we have apps, components, bots, data sets, and more. In 2006, we were more of an app directory where customers could find Salesforce extensions. Today, the AppExchange offers intelligent recommendations, personalized engagement and guided learning paths to help our customers find the right solutions faster. We have more than 5,000 solutions and more than 6,000,000 installs on the AppExchange.”

Other app marketplaces offer a one-to-one exchange, such as if you download an app for your phone, she explained about the difference. “On the AppExchange, one solution can be deployed to thousands of users; it’s not a one-to-one exchange. In fact, 88 percent of all of our customers are using AppExchange solutions and 89 percent of the Fortune 100 use AppExchange solutions. What is also unique about the AppExchange is that we think about it like Amazon in terms of customer reviews and ratings. If you go to AppExchange.com, there are over 80,000 customer reviews with star ratings, so our customers can look at multiple solutions, evaluate on peer reviews, and find the right fit for their business challenges.”

She then returned to the central theme of the session and reiterated the most important point: building a strong partner ecosystem focused on the success of your customers. “If your focus is on customer success, your partners and your company will be successful together. That is how we work with our alliance managers—to ensure that our partners are focused on customer success.”

Stay tuned for more of the ASAP Media team’s coverage of the 2018 ASAP Tech Partner Forum on the ASAP Blog at www.strategic-alliances.org. Learn more about the 2018 ASAP Tech Partner Forum at http://asaptechforum.org

Tags:  alliance managers  Amazon  API Economy  AppExchange  ASAP Tech Partner Forum  customers  ecosystem  Leslie Tom  partners  Salesforce  solution  transformation 

Share |
PermalinkComments (0)
 

Tiffani Bova, Global Customer Growth & Innovation Evangelist at Salesforce, Joins the ASAP Advisory Board

Posted By John W. DeWitt and Cynthia B. Hanson, Wednesday, February 7, 2018

Saleforce evangelist and former Gartner analyst Tiffani Bova has quickly become a familiar face in the ASAP community over the past year, presenting two well-received talks at ASAP events—first, at the March 2017 Summit in San Diego, and again in June, when Bova helped to kick off the inaugural 2017 ASAP Tech Partner Forum in Silicon Valley.

On Feb. 2, ASAP officially announced (see http://www.prweb.com/releases/2018/02/prweb15161458.htm) that Tiffani Bova, global customer growth and innovation evangelist at Salesforce, has joined ASAP’s global advisory board. As a high-tech industry thought leader, Bova watches overall market trends to uncover best practices on how to improve sales performance and enhance the overall customer experience.

“We are thrilled to have Tiffani as a board member. She has already made a significant impact by presenting in 2017 at two of ASAP’s four signature events, the ASAP Global Alliance Summit and the ASAP Tech Partner Forum,” said Michael Leonetti, CSAP, president and CEO of ASAP.

Bova is a respected former Gartner analyst and popular keynoter. In her talks at both 2017 ASAP events, Bova addressing ways companies of all sizes can create new business practices that leverage technology to strengthen collaboration with customers and partners and accelerate sales and growth. She challenged the audience to recognize how in the business-to-business world, “customer and partner expectations are changing” thanks to technologies that were previously considered relevant only in the business-to-consumer world. 

See the official ASAP press release at http://www.prweb.com/releases/2018/02/prweb15161458.htm. To learn more about Salesforce and how the company empowers companies to connect with their customers, visit www.salesforce.com.

Tags:  accelerate sales and growth  best practices  business-to-consumer  collaboration  Gartner  Salesforce  Tiffani Bova 

Share |
PermalinkComments (0)
 
Page 1 of 2
1  |  2
For more information email us at info@strategic-alliances.org or call +1-781-562-1630