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Partnering and Digital Transformation, Part Two: A Preview of the June 7 ASAP Tech Partner Forum with Erna Arnesen, CSAP

Posted By John W. DeWitt, Tuesday, June 6, 2017

I’m back for Part Two of ASAP Media’s conversation with Erna Arnesen, CSAP, whom you can talk to yourself if you’re attending the Wednesday, June 7, 2017, ASAP Tech Partner Forum. Erna is a well-known and widely respected figure not just within ASAP but also in the high-tech community, where she’s been recognized as one of “Silicon Valley’s Women of Influence” by the Silicon Valley / San Jose Business Journal. Erna currently serves as chief channel and alliance officer at ZL Technologies and has been working with a team of fellow ASAP Silicon Valley Chapter leaders to launch the ASAP Tech Partner Forum, which is focused on how to “collaborate at the speed of digital transformation” and hosted by gaming processor board maker NVIDIA at its corporate HQ in Santa Clara, Calif.

Erna also is the facilitator of a pivotal panel discussion on “Strategies You Need to Partner Everywhere,” where she will be joined onstage by Steen Graham, general manager, IoT ecosystem/channels, Internet of Things Group, Intel; Maria Olson, VP of global and strategic alliances at NetApp; and Andres Sintes, Cisco’s global senior director, partner GTM, digital transformation & IoT. We ended Part One http://www.strategic-alliances.org/blogpost/1143942/277657/Partnering-and-Digital-Transformation-A-Preview-of-the-June-7-ASAP-Tech-Partner-Forum-with-Erna-Arnesen-CSAP of this article in the middle of Erna describing what she plans to discuss with her fellow panelists—and why these are urgent topics for technology partnering and strategy executives.

ASAP Media: The event theme focuses squarely on how partnering and strategy must evolve to keep pace with digital transformation. How do you and your panelists intend to approach this topic?

As high-tech companies work to evolve and transform the way both they and their customers do business, partnering strategy is more complex. It’s complicated because you need to work with more and more partners doing bits and pieces of the total solution. While the technology connections are often highly automated, the collaboration often is manual. So we’re trying to manage the partnerships of complex technologies, many things in business are being digitally transformed, but our ability to work with partners isn’t that developed yet. Maria Olson of NetApp will talk about that—how even with her largest alliance partners, like Cisco, a lot of the communication, such as exchanging information, sharing leads, and so on are not always being handled with sophisticated technologies.

Andres Sintes of Cisco is going to raise some of the critical questions involved when you are focused on the infrastructure behind partnering. How do you connect ecosystems and share tools when you are still using 20th century technologies? Are we the cobbler’s children? Why are we as partners sometimes lacking the technology?

Another, related line of discussion is the process of simplification. As people digitally transform their businesses, they need to figure out how to make the more complex systems simpler from an operational standpoint. Whether you’re involved in two-way or multi-partner collaborations, you still need to have this mindset.

From a strategy standpoint, what other issues are top-of-mind for your panel—and presumably other strategy, partnering, and channel executives?

Everyone on our panel wanted to talk vertical strategy. Are we moving back, or forward, toward a verticalized set of tools and solutions? We believe that many partners and shared customers do have unique vertical requirements, and all three of my colleagues will give some examples of where they see that effect. We’ll also tie that into the Internet of Things (IoT), where you’re working with partners that often are not even IT providers, but vertical suppliers that evolved into digital strategies forcing them to be more IT centric.

Also we hope to have some discussion about very large, complex digitization like Smart Cities. The technology is advancing to make the Smart Cities vision more feasible. Cisco has been talking about it and developing the vision for 10 years—again, it’s one of the verticals with opportunity.

Another theme is monetization. People throw around digital transformation and integration of IoT, but what’s the real return on investment (ROI)?  What’s the strategy for monetization for you and partners, and what’s the benefit for customers in terms of their ROI?

Our last theme will address the effects of digital transformation on the partnering strategy. What is the impact on the ecosystem of today and tomorrow?

This will be an in-depth, hour-long discussion. In a nutshell, what do your panelists hope participants will take away with them when they return to their jobs?

To partner at scale for digital transformation, companies really have to build out more of the IT infrastructure around their alliance partnerships. They also need to focus on a multi-partner approach, verticalization, and simplification. If I had to summarize the messages they will share, it will be along the lines of those four major elements.  Let’s see how the panel discussion unfolds, though, and what insights are in store for the audience.

Read more in Part One of our Q&A with Erna Arnesen discussing the June 7, 2017, ASAP Tech Partner Forum at http://www.strategic-alliances.org/blogpost/1143942/277657/Partnering-and-Digital-Transformation-A-Preview-of-the-June-7-ASAP-Tech-Partner-Forum-with-Erna-Arnesen-CSAP.  Learn more details about the event program at www.asaptechforum.org.  

Tags:  alliance partnerships  Andres Sintes  channel executives  Cisco  Digital transformation  ecosystem  Intel  Internet of Things (IoT)  IT infrastructure  Maria Olson  monetization  multi-partner collaborations  NetApp  partnering strategy  partnerships  simplification  Smart Cities  Steen Graham 

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New ASAP Corporate Member Larsen & Toubro Infotech Offers Diverse Avenues for Partnering, Including India’s Smart Cities

Posted By Cynthia B. Hanson, Tuesday, December 20, 2016

This is the first in a series of blog posts welcoming seven new corporate members into the ASAP fold. Larsen & Toubro Infotech (L&T Infotech) is a publicly listed company with a presence in more than 20 countries and close to one billion dollars in revenues. Its parent company is L&T Infotech, a construction & engineering conglomerate with $16 billion in revenues headquartered in India with a strong presence in the Middle East and Asia. L&T Infotech is also a major player in India’s smart cities program, where it has held several key partnerships with industry leaders. Company representative Giri Rajaiah, vice president of digital transformation, provided the following information about L&T Infotech’s goals as it takes the leap into corporate membership.

 

What inspired your team to join ASAP at the corporate level?

L&T Infotech is an IT and digital services organization that has been servicing global enterprise clients for 20 years. The company works with different technology vendors across the IT and digital services spectrum, such as Microsoft, CISCO, Amazon Web Services, IBM, HP, Dell, etc., several of which are ASAP global members. The company recently joined ASAP at the corporate level so that our newly established and institutionalized global alliance team can benefit on best practices in the industry, learn from others, and network with peers as we build our ecosystem of partners.

 

How do you anticipate ASAP benefitting you and your team?

We expect to benefit from membership in multiple ways. The most significant areas that come to mind are:

  • Networking with peers
  • Networking with technology and digital services vendors who are looking for global partners
  • Learning industry best practices
  •  Participating in alliance-related events, conferences, summits, and local chapter meetings to improve our educational base
  • Benefitting from valuable partnering information published in Strategic Alliance Magazine, the ASAP E-news, blog posts, webinars, research studies, and other ASAP media offerings

Is there anything else you want fellow members to know about L&T Infotech at this time?

We are in the process of incubating a startup ecosystem within the organization, mostly based in India, and are willing to entertain any upcoming technology disruptors. Our key alliance and partnership interests are in the Internet of Things, cloud technologies, digital solutions companies, artificial intelligence, IT and robotic process automation, and startups.

Tags:  best practices  Cloud technologies  Giri Rajaiah  Internet of Things  IT and digital services  L&T Infotech  Larsen & Toubro Infotech  networking  partnering  smart cities  startup ecosystem 

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A “Get Smart” Opportunity for Alliance Managers—ASAP Smart Cities Summit in Brussels to Improve Partnering Practices for Industries and Planners

Posted By Cynthia Hanson, Friday, May 1, 2015

In the last decade or so, we’ve incorporated Smartphones, cars, appliances, and other technologies into our daily lives. Now this technology and planning are merging at a mega-scale to create Smart Cities to form the best combinations of the smarts. Alliance managers have a mega-role in this trend, and the Association of Strategic Alliance Professionals has jumped on the bandwagon with a ASAP EU Smart Cities event, in Brussels, Belgium, June 12, at the Brussels44Center, where attendees will have the opportunity to learn how to create smart alliances from master planners and technology gurus to develop best alliances practices for the future.

Annick De Swaef of Consensa Consulting, president of the BeNeLux (Belgium, Netherlands, Luxembourg) Chapter of ASAP in Brussels, and an ASAP EPP (Education Partner Provider) (see Q1 2015, Strategic Alliance Magazine, “Europe’s Alliance Evangelist,” Pg. 34) is on the cusp of this trend as moderator and local co-organizer of the event. “The purpose of the Smart Cities event is to bring together a variety of professionals involved in designing and implementing Smart Cities project consortia, alliances, and eco-systems,” she says. “The event aims to assemble different industries—from engineering and construction to telecom and technology.”

For more information and registration, visit http://www.strategic-alliances.org/page/smartcities .

The first global ASAP EU Smart Cities event of its kind will be attended by both international and local participants, as well as representatives from both large and small enterprises. The Smart Cities committee decided to locate the global event in Brussels because it’s the capital of the European Union and the European Commission and European Parliament are located at the center. The metropolitan is also home for many European agencies directly involved in Smart Cities programs across Europe. 

The event promises to provide some of the best Smart Cities experts in the industry, such as British architect and urban designer Kelvin Campbell, chair of Smart Urbanism, an open-source urban research and development organization; Dr. Henriette van Eijl, policy coordinator of the Directorate of “Innovative and Sustainable Mobility” in the European Commission's Directorate-general for Mobility and Transport (MOVE); Kim Möric, a renowned legal advisor in European administrative and public law, partner at DLA Piper UK LLP, and Chairman of the nonprofit organization “PPP Wallonie-Bruxelles: réseau de competences” (PPP Network).  For the schedule of events, visit http://www.strategic-alliances.org/page/smartcities . 

The European Union has launched an ambitious Investment Plan for Europe, worth €315 billion, to encourage investment in strategic projects, such as ones aimed at developing Smart Cities, De Swaef explains. “Different economic and societal challenges need to be tackled urgently in the coming decade in Europe. In one form or another most of these challenges relate to leveraging the existing housing, transport, energy, and digital infrastructure into sustainable drivers for growth and welfare. For ASAP, it’s the right timing to intensify the promotion of the alliance management discipline as a tangible added value for companies to participate successfully in Smart Cities initiatives across Europe.” 

ASAP sponsored two Smart Cities events in the United States last year in conjunction with Schneider Electric through the New England and Southeast Chapters. The global Smart Cities event is sponsored by ARCADIS, SAS Institute, and Schneider Electric.

The cost to attend is €200 for ASAP Members, and €450 for non-members click here to register today. If non-members join ASAP BEFORE registering for the event they will save €250 on their event registration.  Join ASAP online by clicking here or call Lori Gold, Director of Member Services at +1 781.562-1630 ext. 203.

Tags:  Alliance Management  alliance practices  Annick De Swaef  ARCADIS  ASAP EU Smart Cities  Association of Strategic Alliance Professionals  Brussels44Center  European Commission  European Union  SAS Institute  Schneider Electric  smart alliances  smart cities 

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