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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 

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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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Exemplary Alliance Management Practices Receive Accolades and Honors at ASAP’s 2017 Alliance Excellence Awards Ceremony

Posted By Cynthia B. Hanson, Wednesday, March 1, 2017

The ASAP Alliance Excellence Awards ceremony is a much-awaited event at the annual ASAP Global Alliance Summit, and the 2017 gathering was no exception this year at “Profit, Innovation, and Value for the Part­nering Enterprise,” Feb. 28–March 2, at the San Diego Marriott Mission Valley, San Diego, Calif. USA. Awards were presented in four categories: Individual Alliance Excellence, Innovative Best Alliance Practice, Alliance Program Excellence, and Alliance for Corporate Social Responsibility. Two ASAP Chapter awards were also presented for Excellence in Chapter Innovation and Excellence in Chapter Programs.

 

 “It’s an important part of what we do, and this community should celebrate its successes in the alliance world,” said Michael Leonetti, president & CEO of ASAP, when introducing the finalists.

 

“Every year we get better and better nominations. This year was a really tough judging process,” explains Norma Watenpaugh, CSAP, chair of the 2017 Alliance Excellence Awards committee and founder/CEO of Phoenix Consulting Group, when discussing the selections. A member of the awards committee for 14 years, Watenpaugh led the committee through this year’s selection process.

 

Over the years, “we’ve seen the adoption of best practices, and the quality of alliance management has steadily improved and is reflected in the nominations and submissions we have seen. This year in particular, many of the nominations and key award winners looked at alliances as going beyond simple company-to-company connections. They are networks of stakeholders, customers, industry colleagues, and other industry players. It has become a very complex network of alliances, which is how alliances are evolving. They are becoming more ecosystem-centric.”

 

Of significance this year were the three strong finalists in the corporate responsibility category, whereas last year there were none. “It’s always great to see the contributions companies are making to make the world a better place,” says Watenpaugh.

 

The Individual Alliance Excellence Award is given to a company 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 winner is Loonaangifteketen-UWV-CBS-Belastingdienst. After this partnership of three government agencies began applying alliance management best practices, it became highly effective in the management of tax revenues in The Netherlands. Belastingdienst (Dutch IRA), UWV (Dutch National Social Security Administration), and CBS (Statistics Netherlands) applied a governance model that emphasized cross-agency collaboration versus agency competition. It resulted in a collaboration that generates 60 percent of the Dutch government’s revenue in an easy-to-use system for pensions and social security benefits. The alliance lowered costs while increasing convenience to the citizenry with 96 percent accuracy. The incorporation of ecosystem thinking helped the collaboration maintain a focus on important initiatives while building relationships across the separate departments.

 

The Innovative Best Alliance Practice Award highlights the use of new, individual 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 portfolios 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 winner is 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. They also provide detailed reports on joint co-selling activities. The company is being recognized for the dedicated resources and governance invested in the change.

 

The Alliance Program Excellence Award is presented to a single, specific company and its partnering capability, not an alliance. The company exceeds expectations with its scalable practices, tools, and methodologies to support successful formation and management of alliance portfolios over time. They are able to be applied to multiple alliances, as needed, 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 winner is Equifax. In an industry where partnerships and alliances as a business model are in the beginning stages, Equifax has created internal governance structures that enable management across a highly matrixed enterprise. The program resulted in significant growth in 2015 and 2016, access to new markets, innovation, cost savings by eliminated legal expenses associated with partner disputes, and a change in culture. Equifax now views partnering as critical to success versus a resource of last resort.

 

The Alliances for Corporate Social Responsibility Award is for partnerships that make 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 winner is The Synergist-Sanofi. This multiparty alliance comprised of the general public, government and health agencies, industry, and academics and healthcare professionals aims to co-creating solutions to “Break Dengue.” The ecosystem platform, information sharing, and crowd sourcing, with over 1200 member and 2200 Twitter followers, incorporates online chat, worldwide tracking of cases, and toolkits for the public that reduce the risk of infection. The Synergist framework and governance facilitates a neutral platform that encourages participation and enables partners to overcome structural or perceived ethical barriers to collaboration. The platform can be used for other diseases, such as Zika.

 

Two ASAP chapters also received awards. The Excellence in Chapter Innovation award was presented to the RTP Chapter with honorable mention for the Silicon Valley Chapter; the Excellence in Chapter Programs award was presented to the ASAP New England Chapter.

 

See the official ASAP press release announcing the winners at http://www.prweb.com/releases/2017/03/prweb14113139.htm.

Tags:  alliance  alliance management  alliance professional certification  Belastingdienst  best practices  Break Dengue  CBS  Equifax  governance  Loonaangifteketen  NetApp  Sanofi  The Synergist  UWV 

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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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Relationships: Currency of the Channel

Posted By Diana L. Mirakaj | President and Chief Operating Officer of The 2112 Group, Thursday, April 28, 2016

Of all the things the channel brings to technology vendors’ table, including market reach and vertical expertise, among them, perhaps the most valuable is partners' longstanding relationships with end-user customers. 

Built on trust and knowledge, those relationships are worth their weight in gold. If there's one person on a vendor's team who can safeguard all parties involved receive maximum benefit throughout the sales process, it's the channel account manager (CAM). As the chief liaison between a vendor and its channel partners, a CAM can nurture and enable solution providers, help them gain clarity on the value proposition of a vendor's product or service and guide them in areas like marketing, where they may not be as strong as they would like. 

To bring out the best in partners and maximize their ability to leverage customer relationships, vendors and their CAMs should set measurable goals; provide constant feedback and review partner performance and channel-program reward structures periodically. 

Read the full 2112 Group article, Relationships: Currency of the Channel.

ASAP Corporate Member, EPPP and guest blogger, Diana L. Mirakaj is president and chief operating officer of The 2112 Group.

Tags:  best practices  CAM  Channel  channel business  customer relationships  Diana L. Mirakaj  end-user customers  IT Channel  partners  solution providers  The 2112 Group  vendors 

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