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Engaging Peer-to-Peer Roundtable Sessions Become Popular New Central Feature at ASAP Global Alliance Summit

Posted By Cynthia B. Hanson & Ana Brown, Monday, March 14, 2016

Fostering opportunities and tools for peer-to-peer learning is one of ASAP’s goals, and that concept was well-integrated into this year’s ASAP Global Alliance Summit with several popular roundtable sessions. The feedback has been positive so far on the two roundtables, which quickly became an active format for sharing at the Gaylord National Resort & Convention Center, National Harbor, Md. 

Following the “ASAP Quick Takes” talks, the first roundtable session provided participants with the choice of 17 valuable, timely topics connected to the broader “ASAP Quick Takes” theme of “Partnering Everywhere: Expert Leadership for the Ecosystem.” Participants chose between 26 different discussion groups facilitated by thought leaders from ASAP’s membership. Topics ranged from “Strategic Alliance Management across the Enterprise” to “Knowing with Whom to Partner Now” to “Quick Take ‘Hot Takes:’ Seeing Around Corners.” Look for an upcoming blog item on the second engaging roundtable session that took place the following day: “Alliances around the World: Cultural Roundtables,” facilitated by Philip Sack, CSAP, ASAP Asia Collaborative Business Community, and co-presented by Guarino Gentil Jr., CA-AM, Merck-Serono; Subhojit Roye, CSAP, Tradeshift; Andrew Yeomans, CSAP, Merck-Serono. 

I randomly selected a group at the ASAP Quick Take Roundtables led by Donna Peek, CSAP, director, partner enablement & operations, global alliances & channels, SAS on “The First 100 Days of an Alliance” and watched a lively, relevant conversation unfold. Peek, who also is ASAP’s vice-chairman of the executive management board, dynamically led the group, drawing out ideas and fostering engaging conversation as the participants ramped up their communications into active sharing. “The train is already barreling down the track and you are trying to adjust and redefine,” she said, while jotting down a checklist of what an alliance manager should be focused on in the first 100 days that looked something like this: 

  • Identify critical stakeholders
  • Identify executive governance
  • Define frameworks
  • Find good fits for the collaborative team
  • Make sure everything is included that needs to be in the contract
  • Clarify strategy and scope
  • Make alignment part of the term sheet process 

This last point, offered by Ana Brown, project manager, strategic alliances, Citrix, so captured participant attention that we thought her idea worth sharing as an example of how helpful and practical these exchanges can be. Brown offered to write up the idea for a larger audience. 

#Termsheetlove: Bringing Back the Term Sheet
By Ana Brown

The use of a term sheet has been a longstanding precursor to any agreement. With busy times, and changing alliance leaders and teams, sometimes such processes are left behind.

If you find yourself having multiple conversations with your internal stakeholders, all at different times, redlining your partner agreement—sometimes for months. Finding yourself thinking, “Oh my gosh, that call was so long ago I can’t remember what the issues with the agreement were in the first place,” then this recommendation is for you.

Bringing back the term sheet with some easy steps will help you: 

  1. Gain alignment with all your internal stakeholders before going into the agreement process.
  2. Cut the lead-time to fully executed agreement more than half (months for some of us)! 

First, work with your legal team to come up with the best term sheet template (and get buy in from your internal stakeholders that the term sheet will answer most, if not all, of the questions they may have on any potential partner agreement).

Next, complete the term sheet after completing your business plan and receiving buy in from your business unit and partner. Alliance leaders fill out the term sheet (deal exec summary and details) and simultaneously circulate it to the internal stakeholders so that they all know.... (Example of stakeholders include: channel operations, revenue recognition, legal, GEO VPs, etc.—anyone who needs to know the deal is coming.)


Alliance leaders then schedule a kickoff call with stakeholders to review the term sheet, receive stakeholders’ approval to the term sheet (email approval is okay), and are then ready to move the deal to agreement and work with legal to execute.

Ta-da! You just made a bunch of friends by creating internal alignment and cutting the lead time to fully executed agreement in half.

#Termsheetlove - spread it forward :)

Tags:  agreement  alignment  Ana Brown  Andrew Yeomans  ASAP Global Alliance Summit  ASAP Quick Takes  collaborative  Donna Peek  frameworks  governance  Guarino Gentil  leadership  Merck-Serono  partnering  peer-to-peer learning  Philip Sack  scope  stakeholders  strategy  Subhojit Roye  term sheet  Tradeshift 

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Intel’s Jonathan Ballon on Partnering and the Internet of Things: ‘I Don’t Think There’s Ever Been a Better Time to Be an Alliances Professional”

Posted By Cynthia B. Hanson & John DeWitt, Wednesday, March 2, 2016

You arrive at work one day to discover the plaque on your door changed overnight from Manager and Entrepreneur to Creator and Visionary. Welcome to the new world of alliance management, where the Internet of Things is injecting radical change into the old job description. That’s the wake-up call Jonathan Ballon brought with this year’s opening keynote address, Partnering: The Connective Tissue of the Internet of Things, on Tuesday afternoon, March 1. This year’s ASAP Global Alliance Summit is being held just outside the US capital, at the Gaylord National Resort & Convention Center, National Harbor, Md. USA.

Ballon’s presentation exemplified and magnified the Summit theme of “Partnering Everywhere: Expert Leadership for the Ecosystem.” Describing what he called The IoT for Life, Ballon says the new speed, scope, and scale of partnering will require never-before-seen levels of innovation, creativity, bold experimentation, and the ability to learn quickly, iterate strategies, try new models for value creation, and deliver and capture within new solutions.

“It’s happening now, in real time, so you don’t have the luxury of sitting back and crafting your ideal ecosystem strategy,” Ballon told the rapt audience of several hundred partnering executives.

The IoT is driving change on a massive scale, and offers the potential of improving billions of lives by harnessing data collected from sensors attached to objects and turning this data into problem-solving solutions, says Ballon. This is not coming around the bend, he emphasized; the future has already arrived with remote patient monitoring benefiting patients and providers. Widen the lens, and the potential becomes enormous in areas such as agriculture, security, environmental protection, and more.

Ballon noted that partnering of this type is a profound shift for Intel, traditionally a vertically integrated company. And it’s simply quite difficult to do well, he said. “Personally I’ve been experiencing a lot of challenges around partnering in this new IOT world,” Ballon acknowledged. Specifically, he said, partnering in the rapidly exploding IoT ecosystem is different than traditional partnering in four key ways:

  • Business and partnering models are being created in real time
  • Partners often aren’t the “usual suspects”
  • Partnering is occurring at an exponentially faster speed and scale
  • Experimentation and learning are the focus at this juncture in the development of IoT ecosystems

To be successful in this new IoT ecosystem requires rethinking the role of partnering and making it integral to your business model—and embracing that your role as a partner will vary, even if you are used to being the orchestrator of your ecosystem. 

“Roles you play can change from opportunity to opportunity,” explained. “Some customers expect Intel to step up and be that back to pat. Other times we’re standing behind a systems integrator.” The most important thing, he says, is having “the agility of a school of fish” when you are aligning your ecosystem around the unique demands of each customer.

The Internet of Things is already here, but Ballon noted that many challenges of partnering in the ecosystem remain to be solved—including the fundamental economics of compensating multiple partners (and your sales forces, for that matter). “Sharing in the rewards of your customer value proposition—how do you value, calculate it, and pay for it. When you’re monetizing a service and checks need to go to other parties, I don’t’ think anyone has figured it out yet,” he said.

“One thing is certain: coopetition is the new norm,” Ballon said in describing the complex partnerships that come together around every IoT solution Intel rolls out. “There’s not a single case where there’s a clear line between what we and a partner does. We deal with this every day. The rubber meets road with sales force in the field. It’s a very trick thing and it requires the right compensation models with sales force to support these types of [partnering].”

Generally, Ballon said, expect the unexpected. “Not everything is going to be well programmed from the get go.”

The audience peppered Ballon with questions at the conclusion of his presentation. One executive generated chuckles when he asked, “How much of my partnering role will be automated?”

“Probably not much,” Ballon responded. “I don’t think there’s ever been a better time to be an alliances professional because the opportunity presented before us, the IOT, is showcasing the value of this function. I would bet three years from now the number of people in this room will double.”

Tags:  2015 ASAP Global Alliance Summit  alliances  ASAP  Intel  IoT  Jonathan Ballon  partnering  strategy  systems integrator  Visionary 

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How To Align Your Company for the Best Performance and Mileage

Posted By Cynthia B. Hanson, Thursday, December 3, 2015

We’ve all experienced misalignment at one time or another. Our car hits a pothole.  Suddenly, it’s pulling like a magnet to the median strip. What was once an easy “cruise control” ride has become repeated efforts of tugging the wheel to stay on track. Not to mention the cost associated with the less-efficient ride. 

In business, “we all experience that kind of organizational drag—not being in alignment with what you are trying to do in the field,” says LaVon Koerner, president and chief revenue officer at Revenue Storm. Koerner will be presenting a session on the topic, “Diagnose Internal Misalignment and Fine-Tune Your Partnership’s Value Creation Engine,” at the March 1–4, 2016, ASAP Global Alliance Summit “Partnering Everywhere: Expert Leadership for the Ecosystem,” at the Gaylord National Resort & Convention Center, National Harbor, Maryland, USA. 

“I do a lot of keynote speeches, and this is one of the popular topics I speak on around the world,” said the co-founder of the international sales training and consulting firm. “You have to align each alliance management partnereach has to be aligned with their own company before they can be aligned with another company. It’s like a marriage. If you don’t have your act together, and marry someone without their act together, you have a tragedy.”

The session will focus on how to diagnose alignment or engine problems so participants can identify where they are off-kilter, consider the causes and cures, and determine the best tools for fixing the problems. “We will show them how much organizational drag they have, and we will give them a number,” he said. “The role of a leader today is to create a fine-tuned acceleration engine. I will be walking them through that engine. We want the power of the company internally to be aligned behind the power of the sales force externally.”

How often do we see organizations training people to do one thing and paying them to do something else? he asked rhetorically. “A lot,” he replied, while pulling another analogy from his hat.

“You have songwriters and singers, scriptwriters and actors: The scriptwriters don’t do their own acting, and the best singers in the world don’t write their own songs. The reason a lot of customers are not dancing is because the singers and actors don’t have the music,” he added. “The people in the field are not the scriptwriters and songwriters, they are the singers and actors. They need to be supported, and that is called alignment.”

The secret to a smooth running company vehicle? Align to a common strategy, he divulged. “Once you are aligned to a specific strategy, you are aligned to each other. “

Here’s a tip from Koerner’s “Blue Book” of value. There are four strategies you can align to:

  • Transactional approach to market
  • Process approach to market
  • Business-oriented company
  • Partnering relationship to customers

Pick one of the four from which to operate, he advised. But that’s a huge topic for another day, one he promised to probe at length in his Summit session. 

To learn more about Koerner’s session and others on a diversity of topics critical to partnering and alliance practice—and to register for the March 1-4, 2016 ASAP Global Alliance Summit before Early Bird Rates end—Click here  

Tags:  2016 ASAP Global Alliance Summit  align  alliances  business-oriented  LaVon Koerner  misalignment  partnering relationship  partners  process approach  Revenue Storm  strategy  Transactional approach 

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Partnering Goes Interplanetary—in the Pages of Strategic Alliance Magazine and onstage at the 2015 ASAP Global Alliance Summit

Posted By John W. DeWitt, Wednesday, February 18, 2015

[Excerpted from the forthcoming Q1 2015 Strategic Alliance Magazine]

 

What I enjoy most about the ASAP community is its raw intellectual rigor. It’s a real-life university on the leading edge of business practice—where the average grade is just 53%, based on success rates. It takes big thinking, by big thinkers—as well as professorial attention to the minutest detail—to succeed in the world of partnering, alliance management, and business collaboration.

 

Big ideas and the brains behind them converge in the pages of Strategic Alliance Magazine, at ASAP’s chapter and online events, and most powerfully at the annual ASAP Global Alliance Summit. As magazine publisher, moderator of many online events for ASAP, and frequent blogger on this site, I’ve gotten a good preview of what our community’s leading thinkers and practitioners will be talking about March 2-5 in Orlando. Two key discussion threads:

 

1. Strategy, sales, and revenue. Now partnering often gets its full due in “build, buy, or ally?” strategic decisions. But that puts alliance and partnering executives (many who also work in merger integration) on the spot: partnerships must deliver the goods and much more consistently fulfill their strategic intent. Yes, our well-developed alliance management practices and toolkits still matter, say Jan Twombly, CSAP, and Jeff Shuman, CSAP, Ph.D., in their January ASAP webinar and forthcoming summit session. But, they argue, our minds, skills, and tools must be leveraged much more strategically to improve our success managing mission-critical alliances, partner portfolios, and ecosystems. And what they say can be done. In one real-life case study about pushing alliance practice to that strategic level, Mission Pharmacal President Terry Herring will talk about restructuring a family-owned pharma company into a partnering—and sales—powerhouse.

 

Indeed, sales and revenue matter more than ever to alliance executives—and conversely, business development and sales are rapidly morphing into highly collaborative functions that require business skills long since honed by the alliance management profession. In recent ASAP webinars and Strategic Alliance Magazine articles, Norma Watenpaugh, CSAP, and Dede Haas, CSAP, have honed in on the rapid convergence of practice between alliance and channel sales management—and Haas will join Ann Trampas, CSAP, to share their latest findings during a special 90-minute workshop at the summit.  

 

2. Entrepreneurial business models and complex collaborations. Multiparty and coopetition alliances, cross-sector partnering, ecosystem management, and other sorts of complex, multiplayer collaborative models come to the fore at this year’s summit. These aren’t just big concepts—we’re now in the thick of actually managing (with increasing sophistication) these highly complex and chaotic types of partnering models. Two keynotes and multiple summit sessions delve deeply into cutting-edge models and how they play out in practice. Talk about big thinking: How about multi-party, multi-sector, coopetition partnerships tackling global health challenges—and government partnering with entrepreneurs to send tourists and asteroid miners into space?

 

Partnering and alliance management are truly in the thick of the fray in business—and the prominence of our role continues to grow in our companies and organizations. That’s why learning and events in the ASAP community remain so vital and relevant to our daily work. We, the professors and student-practitioners of partnering and alliance management, must keep on our toes—with one eye on the big picture and one focused on each pixel. Or you can bet some really smart millennial or entrepreneur will be stomping our toes and filling our shoes.

 

About the 2015 ASAP Global Alliance Summit

Held this year on March 2-5 at Hyatt Regency Orlando, the annual ASAP Global Alliance Summit is the world’s largest gathering of alliance, partnering, and business collaboration professionals. For more information or to register for this year’s summit, visit www.asapweb.org/summit. And be sure to visit this blog frequently during and after the Summit for the ASAP Media team’s live blog coverage of many event sessions.

Tags:  alliance management  ASAP Global Alliance Summit  collaboration  Dede Haas  Entrepreneurial  Jan Twombly  Jeff Shuman  Norma Watenpaugh  partnering  Strategic Alliance Magazine  Strategy 

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