My Profile   |   Print Page   |   Contact Us   |   Sign In   |   Register
Managing the Transition from Partner to Competitor
Tell a Friend About This EventTell a Friend
Managing the Transition from Partner to Competitor

When: Thursday, September 12, 2019
12:00 PM – 1:00 PM EDT
Where: Online Webinar
United States
Contact: Brendan Ward

Online registration is closed.
« Go to Upcoming Event List  


Evidence of co-opetition is seen more than ever in today's market environment. The rapid pace of innovation, coupled with mergers and acquisitions (M&A's), can quickly turn companies with longstanding, strong alliances into competitors, seemingly overnight. Some respond by moving on and developing new partnerships while others work to evolve the alliance into one that finds win-win scenarios to pursue. Whether to remain partners and agree to cooperate in some areas while competing in others or to walk away altogether is a crucial step in the evolution of nearly any strategic alliance. In this session, participants will gain insight into how to approach the process of determining the best option by conducting a competitive strategy assessment using real-world examples. The assessment will include creating a "war room", conducting a SWOT (strengths, weaknesses, opportunities and threats) analysis, and utilizing a blueprint for creating and executing a strategy to transition from partner to competitor.

Participant takeaways:

  • Two real-world examples of alliances that transitioned from partner to competitor and how the scenarios have played themselves out
  • Understand how to use competitive assessment tools and processes to develop a response strategy
  • Learn how to put a strategy into action, including gaining consensus, overcoming internal and external obstacles, and assessing and responding to outcome scenarios as they occur

About the Speakers

Jim Luna, CA-AM
Managing Director, Alliances & Business Development

Jim currently leads the market ecosystem alliances team spanning computer, networking, and ISV partnerships at Citrix. He is responsible for defining, incubating and accelerating partner strategies and initiatives leading to incremental revenue growth through complementary hardware, software and services to scale and drive market adoption. His partner portfolio includes some bellweather accounts such as Cisco, HPE, Intel, Nvidia, RedHat, AWS, Samsung, and several others.

Prior to Citrix, Jim led business development at Joyent, a cloud infrastructure-as-a-service provider, where he established key partnerships including the development of Dell's Web Applications Cloud based on Joyent. He also led mid-market channel sales at Ariba leading their partner engagement model during a transition to a SaaS company. He also spent over 12 years at Intel in various business development roles including Intel Solutions Services where he led the Microsoft relationship and Intel Media Services.

Bernie Hannon, CSAP
Senior Director Strategic Alliances

Bernie is a veteran of Citrix for the past eleven years. For the past five years, he worked with Citrix global strategic alliance partners, most recently as the global alliance partner manager for Citrix' strategic alliance with Cisco Systems. Previously at Citrix, Bernie managed a portfolio of engineering partner alliances. Prior to Citrix, Bernie has held leadership roles in technology sales, services and channel management for companies including AT&T Lucent and Avaya. Bernie is a Certified Strategic Alliance Professional (CSAP) and a member of the Association of Strategic Alliance Professionals.

For more information email us at or call +1-781-562-1630