Thought Leadership

It Takes an Ecosystem to Improve the Quality and Affordability of Healthcare


  • Marcus Wilson
    President & Co–Founder
    HealthCore, Inc.

ASAP Quick Take speaker Dr. Marcus Wilson returns for a deeper dive into his message about outside–in thinking to drive innovation and the alliance manager's role in seeing possibilities and recognizing value where none may have seemed possible before.

An important current example within the U.S. drug development process helps to frame the story and demonstrate how alliance professionals with a patient–centric, outside–in perspective can make a real difference to the health care landscape. Collaboration and effective alliance management are what's needed to repair — and re–envision — a broken infrastructure with fragmented pieces of information across the health care ecosystem. Attend this session to learn:

  • Successful strategies for working with multiple types of partners including biopharma, payers, providers, government and academia toward a common objective
  • What's being done to provide clarity for decision–makers to improve the safety, quality and affordability of health care
  • How alliance managers can connect the dots between seeing possibilities and implementing change

Building Commitment, Competencies and Connections in a Distributed Partnering Capability


  • John Bell
    VP New Business, Alliances and Open Innovation
    Johnson & Johnson Consumer Health

As partnering capabilities become mission critical throughout the enterprise, it is no longer possible or desirable to have only a centralized alliance function. Alliance skills and alliance management expertise must be more broadly distributed so that alliance activities are consistently delivered across the business by all who interface with partners. ASAP Quick Take Speaker John Bell shares with us the journey the alliance professionals of the and Johnson & Johnson companies are pursuing to:

  • Support strategy development at an enterprise's boundaries by harnessing market and competitive insights
  • Demonstrating to external parties the commitment of the enterprise to effective alliance management
  • Building differentiated capabilities and competencies and sourcing talent (hard/soft skills)
  • Delivering and measuring improved performance and value of important business relationships

Five Future Channel Trends That You Need To Be Planning For Today


  • Jay McBain

The pace of change in the indirect sales world has been mind–numbing over the past few years. There are new business models and partner types popping up seemingly every day – driven by technology, economic challenges and customer behavior.

Combine this with an unprecedented shift in the makeup of the IT channel and the relationship between vendor and partner coming in the next few years, and the role of an alliance or channel professional responsible for maximizing this relationship will radically shift — both inside the organization and out.

Our presenter, a well–known thought leader and IT futurist, explores what this shift means for partner managers and predicts what Channel Management will look like when there are more vendors in the world than partners. Gain insights to:

  • Evaluate who your partners should be as the shift takes hold
  • Adapt your program to the new reality of the shifting relationship between vendor and partner
  • Grow your abilities to take on the brave new world of channel management

Leveraging Differences: Creating Commercial and Societal Outcomes in Cross-Sector Networks


  • Ben Gomes-Cassares, CSAP
    Professor, Author, Consultant
    Brandeis University
    Alliance Strategy
  • Kolleen Bouchane
    Director, Policy and Research
    Global Business Coalition for Education
  • Rubén Garcia Santos, CSAP
    Programme Manager, Strategic Partnerships
    NovoNordisk Haemophilia Foundation

Creating a network to achieve a specific objective often involves many types of entities and different types of relationships. Some are tight alliances while others are much looser. The challenge is to ensure that all partners are enabled and empowered to carry on the work and achieve the overarching purpose — and that they receive the value they need to continue to provide value. Our plenary session features three experts on working in networks — often with both commercial and societal benefits. Join us as they share their experiences working with diverse partners to:

  • Ensure that 59 million children around the world attend primary school — and the future work force is educated to meet the needs of business partners
  • • Provide sustainable access to care in developing countries, by building strategic partnerships focused on local needs, empowerment and strengthening of the healthcare system

The techniques you'll learn to identify and leverage the unique strengths of different partners toward a unifying purpose will serve you well in the ecosystems of the Partnering Everywhere World!

Hands-on Workshops

Leading Critical Conversations for Alliance Success


  • J'Lein Liese
    Equanimity Leadership Solutions, LLC
  • Saundra Schrock
    Equanimity Leadership Solutions, LLC

When we dig below the surface to identify why some partnerships and alliances get stuck, the underlying issue often comes down to interpersonal conflicts. A partnership or alliance is a living system and reliant on the interactions and relationships within the system to succeed. Improve your partnerships by improving your relationships — and the conversation is the relationship.

This hands–on, highly interactive workshop will provide a "toolbox" of brain–friendly techniques to direct sometimes sensitive or loaded conversations to a place where rational thought and conversation can occur. Attendees will practice critical conversation skills to help deal with any situation and with all personality types. This is especially relevant in today's many–to–many partnership models and in situations where the alliance professional has to communicate up and across to achieve the collaboration goals.

Appropriate for all levels and all types of alliances, participants in this session will gain:

  • Insights about the short path from casual discussion to critical conversations
  • Practice in a neuroscience–based process for managing difficult conversations and guiding them to a place where rational decisions can be made
  • Facilitation techniques for conversations large and small, across all levels of the organization and the alliance

Alliances around the World: Cultural Roundtables


  • Philip Sack, CSAP
    Asia Pacific Collaborative Business Community


  • Guarino Gentil Junior, CA–AM
    Regional Alliance Management Head — LATAM
    EMS Serono
  • Subhojit Roye, CSAP
    Principal, Strategic Alliances
  • Andrew Yeomans, CSAP
    Director – Alliance Management

Is your passport up to date? This lively session will take attendees on a cultural field trip around the world, exploring not just what it takes to do business globally but specifically what you need to know in order to manage successful alliances in designated locations. Strategic insights as well as practical information about business, culture and alliances in China, Latin America and another essential market for global growth TBD will be shared by alliance professionals who have ample experience partnering in these regions.

The workshop will include mini–presentations and roundtable discussions where participants can engage in candid dialogue with subject matter experts and professional colleagues alike, sharing solutions and resources that are grounded in real alliance–based experiences, not merely culled from a generic business etiquette book.

Bring your questions and be prepared to share your own experiences as you travel "around the world" to three important global markets during this fast–paced session that is guaranteed to provide plentiful takeaways.

  • Gain insight into how to hone your alliance management toolbox for international markets
  • Prepare for alliance success by identifying and sidestepping cultural roadblocks that may slow or halt your partnership's progress
  • Understand business, legal, and compliance aspects of partnering in these dynamic markets

Panel Discussions

Meet the 2016 Alliance Excellence Award Winners


  • Anthony DeSpirito, CSAP
    Managing Director, Strategic Accounts
    Schneider Electric
  • Norma Watenpaugh. CSAP
    Phoenix Consulting

What differentiates our award winners from the rest? How have they overcome some of the common obstacles to alliance success and demonstrated impressive results? Join our interactive discussion with the 2016 ASAP Alliance Excellence Award Winners—and start planning for your submission to next year's nominations!

Capturing the Value of the Internet of Things


  • Anthony DeSpirito, CSAP
    Managing Director, Strategic Accounts
    Schneider Electric
  • Mary Beth Hall
    Director of Global IoT Product and Development
  • Joan Meltzer, CSAP
    Smarter Cities Go To Market Leader – IBM Analytics
    IBM Corporation

Join our Expert Exchange of ASAP Global Members who are on the front lines of generating revenue from the complex partnering and business models driven by IoT. When three or four or more partners are needed to deliver a solution, how is value shared? How is conflict avoided? Our experts are in the thick of "things" and will help you take back learnings your company can put to use.

How to Play in the Partnering Everywhere World


  • Fred S. Azar, PhD, CA-AM
    Head of Health Systems Strategic Alliances
  • Jeff Shuman, CSAP, PhD
    Co-founder and Principal, The Rhythm of Business
    Professor of Management, Bentley University

In the ecosystem, positions in the value chain can be fluid. The roles a company takes on can be very different and aren't always as consistent as they once were. Ecosystems require an orchestrator, but that essential role is not yet well understood or easily implemented.

This session offers a framework for the role of the orchestrator, and presents the journey of discovery of one of the leading companies at the intersection of healthcare and technology about how it plays in ecosystem partnering. Explore:

  • Why the question of the roles companies play in the ecosystem has become so strategic
  • The ways in which differing partnering models necessitate different roles
  • How to know when your company should take on the role of orchestrator, when it should not—and the implications for the alliance professional.

Partner Selection with a Government Contracting Twist


  • Jeffrey L. Cummings, PhD, CSAP
    Chair, Dept of Mgt & Int'l Business, Associate Professor, Int'l Business Strategy
    Loyola University Maryland
  • Pamela Duchars, CA–AM, PMP
    Director, External Development
    Emergent BioSolutions
  • Earl S. Holland III
    President & CEO
    Growth Strategy Consultants LLC

Once the strategic choice to partner is made, the question becomes who to partner with. While ASAP's research-supported framework lays out the key steps in the partner selection process, our panel will challenge how well this approach works in the government contracting space. Indeed, from a small business perspective, many of the elements are more basic. And for some players, frankly, there really isn't a partner selection decision at all—the government is the only partner available. As such, it's as much as learning how to cope with rather than pick a partner that matters. We expect a lively discussion on how these and other nuances to the partner selection process.

Actions Speak Louder Than Words: Becoming a Trusted Advisor to your Channel Partners


  • Dede Haas, CA–AM
    Channel Sales Strategist & Practitioner
    DLH Services, LLC
  • Don Britton
    Founder & CEO
    Network Alliance
  • Laura McCluer, CSAP
    Director, Global Partnerships and Alliances
    ANCILE Solutions, Inc.
  • Karen Robinson, CSAP
    Global Channel Strategy and Integration
    Verizon Enterprise Solutions

Given the shifting nature of the channel, it is now more important than ever for vendors to earn the trust of their channel partners, helping them adapt to near–constant change in the marketplace. The need to navigate this transformation – business models in flux and new imperatives to grow the business leading the charge — provides a distinct and valuable opportunity for vendors to demonstrate their commitment to the partnership by always keeping the channel partners' needs front and center.

In this session, vendor–side partnering professionals relay the strategies they employ to provide their channel account managers and teams with the highest levels of support and guidance needed to help and manage their partners to success. They'll be joined by a channel partner to highlight what works and doesn't work from the partner's perspective. Attendees will learn:

  • Why the partner ALWAYS comes first for channel managers
  • How to help channel partners drive growth in their businesses, knowing that benefits the vendor as well
  • What actions to take to build strong relationships and secure Trusted Advisor status with channel partners

The Channel Panel


  • Lawrence M. Walsh
    Chief Analyst & CEO
    The 2112 Group


  • Erna Arnesen, CSAP
    VP, Global Channel & Field Marketing
  • Sheryl Chamberlain
    VP Global Partner Executive — Global Partners & Channels
    Capgemini Group
  • Pete Leuzzi
    o Managing Director, Global Channels

Anticipate an insightful discussion between top channel executives and Quick Take thought leader Larry Walsh, sharing their views on the shifting dynamics of business in the channel. Opportunities and challenges for partnering professionals will be a major focus of this forum.

People, Process, Culture: Building a Winning Alliance Program


  • Gerald J. Dehkes, CSAP
    Booz Allen Hamilton


  • David Erlenborn, CSAP
    Director of Strategic Alliances
  • Joe Havrilla
    VP & Head of Alliance Management
    Bayer HealthCare

Partnering creates scale in companies by adding capacity for innovation while spreading the capital investment and risk. It allows companies to bring complete solutions to customers not otherwise feasible and to cover segments of the market that wouldn't be economically viable any other way. Companies seeking to consistently achieve these objectives start by looking inside—to ensure they have the necessary people, processes and culture to succeed in their alliances. Join an interactive discussion with three individuals who have built programs from scratch and focused efforts on making an existing program part of the vanguard of building a more collaborative culture.

From Publishing Content to Managing Performance — Selecting the Right Tools for the Job


  • Erna Arnesen, CSAP
    VP, Global Channel & Field Marketing
  • Sandy Boklund
    Senior Manager, Partner Programs
  • Donna Peek, CSAP
    Director Worldwide Partner Enablement & Operations
    SAS Institute
  • Norma Watenpaugh, CSAP
    Founding Principal
    Phoenix Consulting Group

Managing partner ecosystems is evolving from posting content to the portal—and hoping if you build it, they will come—to enabling key business processes and managing business impact. The next generation of technology, including portals, CRM, and PRM among other cloud-enabled applications promise better partner engagement, revenue growth, and channel transformation. Properly qualifying vendors and selecting the right system is a prerequisite for success. Our presenters discuss key challenges and lessons learned in their journey to selecting the right tools for the job—and will provide participants with a selection process roadmap, requirements checklist, and list of partner tools vendors. Understand how to:

  • Identify the needs of the business and future proof your technology choices
  • Align key stakeholders on requirements and the solution
  • Evaluate whether packaged systems, custom built, or something in between is right for your business
  • Quantify the benefit to the business

Re–engineer, Re–Use and Capture New Value through Innovative Public Private Partnerships


  • Christine Colvis
    NCATS Program Director
  • Julia Gershkovich
    Head R&D Alliance Management, US

Every pharmaceutical company has assets "sitting on the shelf" that aren't generating value for the company nor benefiting patients. Discovering New Therapeutic Uses for Existing Molecules (New Therapeutic Uses) is a collaborative program sponsored by the National Center for Advancing Translational Sciences (NCATS) under the auspices of the US National Institutes of Health (NIH) that is funding efforts between the biomedical research community and the pharmaceutical companies who own the assets to enable partnerships that advance innovative development of these molecules.

In this presentation, you will hear from Sanofi and NCATS about early successes, challenges, and lessons learned in these three–way public private partnerships. Session participants will gain insights into:

  • The challenges involved in pioneering a new type of relationship within the ecosystem that extends and expands value for all concerned
  • How standard tools and templates can streamline negotiations and facilitate decision making in multi–party relationships
  • Lessons learned by alliance professionals pioneering this type of partnership within their company

Not Your Grandfather's Partner Program: Modernizing the Framework for Alliance Success


  • Tim Lowe
    Partner Perspectives
  • Donna Peek, CSAP
    Director Worldwide Partner Enablement & Operations

In today's competitive environment alliance professionals must take a hard look at their partner programs to ensure that they are driving partner ROI like never before. A readiness to assess and refresh the existing program is critical and requires commitment from all stakeholders and organizational entities to socialize change throughout the enterprise.

In this session a SAS case study will provide the backdrop for a robust discussion about transforming your alliance program to fully support the goals of the partners. Key success factors will be addressed as well as challenges and strategies for overcoming them. This session will provide a model for alliance professionals to become more effective change agents by:

  • Making Partner ROI central to program design, which helps increase mindshare and attract new partners
  • Understanding that structured investment in enablement is key to streamlining partner investment
  • Achieving organizational commitment to partner program changes not only from the executive sponsors but also from the rank and file

Going Global: When the Whole is Greater than the Sum of the Parts


  • John–Marc Clark, CA–AM
    Managing Director, Strategic SI Development
    Citrix Systems, Inc.

Often, a global alliance is managed region–by–region or country–by–country with little coordination or integration among the geographies. Building a truly globally–balanced partnership ensures diversification against risk should any one region's growth decelerate — and it requires a sophisticated level of skills to seamlessly operate amidst multi–lingual/multi–cultural/multi–currency/multi–regional and many other country–specific dynamics that are simultaneously fascinating and highly complex.

Our presenter will share his five year journey building the highest revenue–generating partnership in the world for Citrix Systems with Fujitsu. He'll introduce the strategic framework that integrates all the components into one unified alliance that has been instrumental in scaling it. Learn the secrets that have set this alliance apart including:

  • Optimizing engagement in–country and supporting face–to–face planning and QBRs in the execution of a global alliance strategy
  • Implementing a robust and multi–modal global communication framework
  • Structuring contracts with the right incentives to promote alignment and a desire to win

Navigating the Speed Bumps and Driving Decisions: A Roadmap for Integrating Acquired Alliances


  • Katherine Kendrick
    Director Alliance Management
    Eli Lilly & Co, Elanco

When a company is acquired, so too are its alliances. Often, there is little insight into the acquired company's portfolio; not even into its alliance contracts. So once the deal closes, it becomes the alliance professional's responsibility to guide, inform, and manage the decision–making of the integration team and executive leadership — sometimes including decisions or requirements to divest, while establishing new alliance relationships and maintaining contractual obligations.

This highly participatory session takes a deep dive into how to order the process of investigation, inquiry, and engagement of key stakeholders when alliances are acquired rather than chosen. Learn the speed bumps to expect and tips for navigating:

  • Communicating internally and with partners to build alliances teams, establish governance, and drive value
  • Divestiture and termination decisions that respect the partner and individuals involved
  • The not glamorous, but oh–so–real business challenges of integration than can cause blips in reporting and cash flow

Implementing a Metrics Program that Promotes Accountability and Drives Results


  • Dennis J. Chapman, Sr.
    President and CEO
    The Chapman Group

Effectively managing alliances requires having reliable data to track certain key leading and lagging measures. They serve as guideposts and beacons to engage and align a single alliance team or the staff of an overarching alliance program around shared strategic intent, what will be done to achieve it and how to get there. This session highlights the dos and don'ts of building a credible program to promote accountability and facilitate decision making.

Executing in the Field: The Key to a Sustainable Alliance


  • John Maltby
    Director of Strategy and Alliances
    Control Risks
  • Sally Wang
    VP Strategic Alliances and Partnerships
    International SOS Assistance

The strength of any long–lived alliance is in its ability to execute in the field — in front of customers who purchase and consume services and amongst the sales teams that must implement initiatives and follow the established rules of the road. Maintaining alignment from corporate to field and between the partners requires alliance professionals to be proactive to ensure that the parties don't drift apart — or take each other for granted.

Our presenters will engage the audience, sharing and discussing how they have employed the fundamental tools and techniques of alliance management to create a strong and successful collaboration, binding together two companies with evident complementarities but fundamentally different business models and cultures. Learn how and why:

  • Measure, measure, and measure has become a central tenant of the alliance — and a powerful means of establishing common understanding
  • Tools for empowering the field to act provide clarity, minimize conflict, and keep the teams aligned

Governance must be a forum for new ideas and bringing key corporate stakeholders together to keep the alliance innovating and growing

Creating Value in the Connected Healthcare Ecosystem


  • Colette Goderstad
    Director, Alliances Integrations and Divestitures
    Medtronic, Inc.
  • Brenda Schultz, RN MBA CSAP
    Sr. Principal, Strategic Alliance Management
    Medtronic, Inc.

Health care systems are undergoing a sea change. As this evolution unfolds, care will be shifted out of hospitals and towards ambulatory centers, the physician's office, or even the patient's home. With enhanced data availability and remote access, end–to end solutions are needed that go beyond any one component alone and expand solutions across care pathways through connected care. In today's Partnering Everywhere environment, new and novel alliances between medical device companies, pharma, communication experts, and the government have the opportunity to create systems that provide better health care at lower costs.

Are you prepared to meet the challenge of working between differently regulated industries with a completely different pace of product development? With different business models and time horizons to revenue? How will you keep the partners aligned and moving forward? This session offers:

  • Insight into the future of connected care where revenue becomes increasingly tied to measuring and reporting outcomes
  • Frank discussion about the cultural and real business challenges of creating and managing cross–industry and cross–sector alliances
  • Key learnings and tools for working with internal stakeholders to navigate the brave new world of the patient–centric, connected healthcare ecosystem

How to Win Through Partnering Today and Tomorrow


  • Stuart Kliman, CA–AM
    Partner, Alliances Practice Leader
    Vantage Partners

The advent of the Partnering Everywhere world challenges organizations' fundamental assumptions about how they win. Winning through strong internal efforts is no longer sufficient. Organizations must abandon the "Not Invented Here Syndrome" and win through accessing innovation wherever it exists, refocusing their internal operating model to embrace the external, across the enterprise and many different types of partnering models. For the Alliance Management function this reality implies leading change initiatives to:

  • Explore what is meant by a "strategic assumption about how we win" and the implications on organizational behavior and results
  • Determine how to align the organization around a strong "we win by partnering" assumption
  • Define the role of the Alliance Management function in raising up the need for, and then driving, the change

Master a Portfolio of Tactics to Animate the Partner Ecosystem


  • Michael Moser, CSAP
    Alliances Network Collaboration Manager
    Dassault Systemes

The value in an integrated portfolio of software partners is often unlocked when a company's solutions enable more complex partnering solutions than one–to–one hub and spoke models. After the ink dries on a new contract, the work starts for savvy alliance managers to achieve the next level of connection –– fostering community, building trust, achieving the elusive "win–win–win" scenario for greatest value.

Alliance professionals need a well–stocked toolkit of practices, tactics and even psychology to animate these ecosystems of independent partners, making them successful and sustainable on their own as well as part of the greater collaboration. Our presenter shares the experience of a 10 year journey to build an ecosystem of technology partners, offering his learning about what doesn't work, as well as the tools and practices regularly employed to:

  • Engage in the planning and strategic positioning required to keep partners aligned, yet support their independence
  • Manage the inevitable business conflicts among partners
  • Enable partners' engagement in their promotion within the community ensuring they get the value they seek

Diagnose Internal Misalignment and Fine–Tune Your Partnership's Value Creation Engine


  • LaVon Koerner
    President and Chief Revenue Officer
    Revenue Storm

Your external partnership is supported by an internal engine; if all the pieces are working together properly your partnership can be very successful. But if misalignment creeps in, (meaning the lack of internal support for the partnership) the external partnership is likely to face limited effectiveness in your marketplace.

This session opens the hood on the engine and allows alliance professionals to apply a diagnostic on all the essential functions where misalignment frequently occurs. By assessing the health and alignment of each component, participants will better understand which areas of their partnership are strong and which parts might require a tune–up in order to evolve to the next level of performance.

Participants will explore the causes and potential cures for common misalignments and will be provided a tool for diagnosing the current performance level of their partnerships.

  • Uncover areas of misalignment that are creating organizational drag to the generation and delivery of value within the partnership
  • Develop recommendations for achieving an integrated infrastructure to better focus on the partnership's performance
  • Derive greater insight into what it takes for the partnership to evolve to the next level of performance

Are you considering attending this session? If so, we have a valuable opportunity for you.

In order to make the session content highly relevant and immediately applicable for participants, we invite you to complete an assessment tool in advance that was developed by the session presenter, Revenue Storm – The Alignment Visibility Index (AVI). Not only will this sampling of statistical data help shape session content but you'll also receive a report outlining what it will take for your organization to experience the rapid growth you desire. Click here to download the AVI.

The AVI will take just 15 minutes to complete. Open the attached file, enable macros and complete by following the instructions at the top. Once completed please email it to LaVon Koerner ( no later than February 29.

Next Gen PRM


  • Mike Maturo
    Pre–Sales Engineer
  • Joan Morales
    Sr. Channel Marketing Manager

A critical component in the savvy channel professional's toolkit for success is a robust partner portal—the front door to driving higher revenue for companies relying on channel partners. It is essential that the portal propels partners to success quickly and effectively.

As important as it is to select the right PRM for your enterprise, perhaps the bigger task is implementing, managing, and enriching the system to become the heart and central nervous system of your partner program—and executing seamlessly.

This session's case study presentation will illuminate the business and stakeholder benefits of developing a truly effective partner portal. Learn how to:

  • Stimulate partner engagement through fast and easy onboarding
  • Highlight the features that deepen the partner relationship
  • Create compelling style and design that motivates channel partners
  • Personalize the partner portal for each individual partner professional
  • Measure the ROI of your channel program

ASAP Quick Take Roundtables: Partnering Everywhere: Expert Leadership for the Ecosystem

The Big Picture concepts raised by our plenary speakers will no doubt pique your interest for more engagement with the new ideas, new models and new skill sets required to be successful in a Partnering Everywhere world. Join the conversation at roundtable discussions with your peers and colleagues and explore the alliance leadership topics that matter most to you. Discussions will be facilitated by distinguished ASAP members and industry thought leaders. Key takeaways will be shared post–conference through various ASAP media outlets. A wide range of discussion topics include the following to name but a few:

  • Strategic Alliance Management across the Enterprise
  • The First 100 Days of an Alliance
  • Incorporating Social Media into Your Alliance Program
  • Millennials: Do Generational Differences Matter in Partnering?
  • Knowing with Whom to Partner Now
  • Succession Planning for Long–term Alliances
  • Shameless Self–Promotion for Alliance Professionals
  • Legal and Regulatory Aspects of Alliances You Really Should Know