2016 Global Alliance Summit - Association of Strategic Alliance

Transcription

2016 onsite program v5.qxd
2/12/16
8:57 AM
Page 1
2016
Global Alliance Summit
March 1– 4, 2016 Washington, D.C.
Platinum Sponsor
Partnering Everywhere:
Onsite Program
Gold Sponsors
Expert Leadership for the Ecosystem
Gaylord National Resort & Convention Center | National Harbor, Maryland
Silver Sponsor
Lunch Sponsor
@asap_Global #ASAPSummit
http://tinyurl.com/ASAPLinkedIn
www.facebook.com/#!/ASAPGlobal
2/12/16
8:57 AM
Page 2
Table of Contents
Welcome to the 2016 ASAP Global Alliance Summit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3
ASAP Executive Management Committee & ASAP Program Committee . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4
Social Media Outlets & ASAP Global Staff . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .5
Conference Agenda . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .6
Summit Sponsor Recognition . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .10
ASAP Executive, Management & Advisory Board of Directors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11
ASAP Corporate Members . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13
Overview of Sessions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14
Pre-Conference Professional Development Workshops . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .16
Tuesday Session Descriptions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .18
Wednesday Session Descriptions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .20
Thursday Session Descriptions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .29
Alliance Management Resource Center . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .34
Conference Speakers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .36
Floor Plan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .52
2016 ASAP BioPharma Conference Call For Topics . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .54
2
Updates at www.asapweb.org/summit March 1 – 4, 2016 National Harbor, Maryland, USA
2/12/16
8:57 AM
Page 3
Welcome to the 2016 ASAP Global Alliance Summit
On behalf of the Board of Directors and staff of the Association of Strategic Alliance Professionals, welcome to our 2016 Global Alliance
Summit. We invite you to take the next three days to learn, engage, and experience the best the profession has to offer! We invite you to
fully participate in this highly interactive experience where the learning comes as much from those assembled as from the many topflight speakers and discussion leaders. Connect with your peers, partners, and industry executives to learn how others are confronting
the challenges and opportunities of collaborating with new partners, new models—and realizing new sources of value. The brave new
world of customer-centric, ecosystem-based partnering requires new skills, even for the masters of alliance management.
We extend a gracious thank you to the ASAP Program Committee and Summit Task Force for their hard work and effort in putting
together this stellar program. We also thank our speakers for sharing their expertise and experience. Most importantly, we thank all
participants for contributing their insights and knowledge to the discussion.
The Summit is by far the world’s largest annual gathering of our profession’s leading individuals and organizations. Each year, alliance
management and partnering practitioners, thought leaders, academics and consultants gather to discuss the state of the profession,
how to evolve the discipline, and advance their understanding of partnering and collaboration strategy development and execution.
No other event delivers as much immediately actionable and relevant information, connects you to more of the profession’s thought
leaders, or does more to advance your career than the ASAP Global Alliance Summit.
The theme of this year’s Summit is “Partnering Everywhere: Expert Leadership for the Ecosystem.” While the fundamentals remain,
alliance management skills of even five years ago are insufficient for the context and content of today’s Partnering Everywhere world.
Enrich your knowledge, strengthen your foundation, and augment your skills to create the expert leadership capabilities you need to
partner everywhere—and thrive in the ecosystem. More than 30 keynotes, “Quick Takes,” workshops, expert exchanges, panels,
interactive discussions and participant-led roundtables delivered by presenters from a wide variety of industries tackle how to:
Manage partnering strategically across the enterprise—yet with a relentless focus on execution
Act boldly amidst uncertainty—and know with whom to partner now
Drive exponential value from partnering, in whatever forms that partnering and value take
Develop your expertise and gain insights into the most pressing strategic issues facing the senior level partnering executive and the
biggest challenges encountered by the individual practitioners responsible for the day-to-day management of business collaborations.
The Summit is also a celebration of the community’s crème de la crème. Our Alliance Excellence Awards recognizing the companies
and executives behind the previous year’s most successful alliance initiatives are handed out at the annual Alliance Excellence Awards
Recognition program. Learn what separates the winners from everyone else—and plot your strategy to be counted among the best.
Immerse yourself in the Partnering Everywhere world—from fundamentals to advanced practices. Meet and learn from other
practitioners, their success, and their challenges—in your industry and others. Discover new models for partnering and business
collaboration—and how to build world-class capabilities at the core of your organization.
Only at the 2016 ASAP Global Alliance Summit.
Sincerely,
Michael Leonetti, CSAP
President & CEO
Association of Strategic
Alliance Professionals
Christine Carberry, CSAP
Chairman, ASAP
SVP, Quality, Technical Operations,
Program & Alliance Management,
FORUM Pharmaceuticals
http://www.facebook.com/#!/ASAPGlobal
3
2/12/16
8:57 AM
Page 4
ASAP Executive Management Committee
Chairman
Christine Carberry, CSAP | SVP Quality, Technical Operations; Program & Alliance Management | FORUM
Pharmaceuticals
Vice Chairman
Donna Peek, CSAP | Director, Partner Enablement & Operations Global Alliances & Channels | SAS
Treasurer
Brooke Paige, CSAP | Staff Vice President, Strategic Initiatives and Chief of Staff | HealthCore
Secretary
R. Lynn Richard, CSAP | Director, Strategic Alliances | GE Healthcare IT
Chairman, Chapter Development
Becky Lockwood, CSAP | Principal | RSL Associates
Chairman, Programming
Jan Twombly, CSAP | President | The Rhythm of Business, Inc.
Chairman, Membership
Erna Arnesen, CSAP | Senior Alliance Executive
Russ Buchanan, CSAP | Head of Corporate Alliances | Xerox Corporation | ASAP Chairman Emeritus
David Thompson, CA-AM | Chief Alliance Officer | Eli Lilly and Company
Steve Twait, CSAP | VP, Alliance and Integration Management | AstraZeneca
2016 ASAP Global Alliance Summit Planning Committee
Programs Committee:
Chairman: Jan Twombly, CSAP | President | The Rhythm of Business
Vice Chairman: Annlouise Goodermuth, CSAP | Senior Director, Alliance Management, Strategy, Science Policy and
External Innovation | Sanofi
Summit Content Task Force:
Anny Bedard, CA-AM | Principal | ABio Consulting, LLC
Jeffrey L. Cummings, CSAP, PhD | Chair, Dept. of Mgmt. & Int’l Business, Associate Professor, Int’l Business Strategy |
Loyola University Maryland
Susan Hed, CSAP | Senior Alliance Executive
Patrick Julius, CA-AM | Senior Business Analyst | Favor TechConsulting
R. Lynn Richard, CSAP | Director, Global and Strategic Alliances | GE Healthcare IT
Philip Sack, CSAP | President | ASAP Asia Pacific Business Community
Nellie Scott, CA-AM | Channel Enablement Manager | SAS
4
2/12/16
8:57 AM
Page 5
Be Social!
Stay Connected with ASAP & Your Colleagues Throughout the Year…
Extend the education and networking value of the 2016 ASAP Global Alliance Summit.
Let your colleagues who were unable to attend know what they are missing.
Share your experiences and insights from the conference after the last session ends with fellow attendees.
Follow Us on Twitter: @asap_Global
#ASAPSummit
Like Us on Facebook: http://www.facebook.com/#!/ASAPGlobal
Join Our Group LinkedIn: http://tinyurl.com/ASAPLinkedIn
ASAP Global Staff
Michael Leonetti, CSAP | President & CEO | [email protected] | +1-781-562-1630 ext.201
Megan Campbell | Event Coordinator | [email protected] | +1-774-256-1401
Lori Gold | Director of Membership Services | [email protected] | +1-781-562-1630 ext. 203
Ann Johnson | Content Manager | [email protected] | +1-312-613-3043
Diane Lemkin | Director of Office Administration | [email protected] | +1-781-562-1630 ext. 206
Kimberly T. Miller | Marketing Director | [email protected] | +1-781-562-1630 ext. 208
Michele Shannon, CA-AM, CMP | Meeting & Event Manager | [email protected] | +1-774-256-1401
Jennifer Silver | Certification Coordinator | [email protected] | +1-781-562-1630 ext. 205
Brendan Ward | Database and IT Coordinator | [email protected] | +1-781-562-1630 ext. 200
Michele Yudysky | Membership Coordinator | [email protected] | +1-781-562-1630 ext. 209
5
2/12/16
8:57 AM
Page 6
Agenda—Tuesday, March 1, 2016
Time
Session Code | Session Title
7:00 a.m. – 6:00 p.m.
8:00 a.m. – 2:00 p.m.
Speaker
Conference Registration
Location
Cherry Blossom Lobby
Session 101 | CA-AM Certification Exam
Prep Workshop
Ann Trampas, CSAP | Phoenix Consulting Group
Magnolia 1
Session 102 | CSAP Certification Exam Prep
Workshop
Dave Luvison, CSAP, DBA | Loyola University
Magnolia 3
Maryland
Session 103 | Alliance Management Workshop: Jeff Hurley, CA-AM | Eli Lilly and Company
National Harbor 12
Tools and Techniques
David Thompson, CA-AM | Eli Lilly and Company
Steve Twait, CSAP | AstraZeneca
Session 104 | Designing a Partnership that
Works: Onboarding Your Partner
Candido Arreche, CA-AM | Xerox Worldwide
National Harbor 13
Alliances
8:30 a.m. – 11:45 a.m.
ASAP Advisory Board Meeting (Invitation Only)
National Harbor 10
11:45 a.m. – 1:15 p.m.
ASAP Board of Directors Luncheon (Invitation Only)
National Harbor 11
1:00 p.m. – 7:00 p.m.
Alliance Management Resource Center (AMRC)
1:20 p.m. – 2:50 p.m.
Leadership Forum (Invitation Only)
3:00 p.m. – 3:45 p.m.
Welcome Meet-up
4:00 p.m. – 4:30 p.m.
Michael Leonetti, CSAP | ASAP
Christine Carberry, CSAP | FORUM
Conference Opener
National Harbor 10
Cherry Blossom Ballroom
Pharmaceuticals
4:30 p.m. – 5:15 p.m
Session 105 | Conference Keynote — Partnering: Jonathan Ballon | Intel
The Connective Tissue of the Internet of Things
5:15 p.m. – 6:00 p.m.
Session 106 | 2016 Alliance Excellence
Awards Ceremony
6:00 p.m. – 7:00 p.m.
Christopher DelGiudice, CA-AM | Becton
Dickinson & Company
Annlouise Goodermuth, CSAP | Sanofi
Michael Leonetti, CSAP | ASAP
Becky Lockwood, CSAP | RSL Associates
Welcome Reception
Agenda—Wednesday, March 2, 2016
Time
6
Speaker
6:30 a.m. – 7:15 a.m.
Potomac River Walk (weather permitting)
7:00 a.m. – 6:00 p.m.
Conference Registration
7:00 a.m. – 6:00 p.m.
Speaker Ready Room
7:00 a.m. – 8:15 a.m.
Networking Breakfast & Chapter Tables
Location
Meet in the Cherry
Blossom Lobby
Magnolia 3
2/12/16
8:57 AM
Page 7
Agenda—Wednesday, March 2, 2016 (continued)
Time
8:00 a.m. – 5:00 p.m.
8:15 a.m. – 9:45 a.m.
Speaker
Location
Session 201 | ASAP Quick Takes Plenary:
Partnering Everywhere: Expert Leadership
for the Ecosystem
Moderators:
Christine Carberry, CSAP | FORUM Pharmaceuticals
Jan Twombly, CSAP | The Rhythm of Business
#1: What Watson is Teaching Us About Building Jodie L. Sasse | IBM Watson Group
a Partner Ecosystem
#2: The Alliance Professional as Intrapreneur
Marcus Wilson, PharmD | HealthCore, Inc.
#3: Creating Partnering Opportunities through
Open Innovation
John Bell, PhD | Johnson & Johnson Consumer
#4: Seeing Around Corners is a Masterful Move
on the Partnering Chessboard
Lawrence M. Walsh | The 2112 Group
9:45 a.m. – 10:15 a.m.
Health
Networking Break
10:15 a.m. – 11:15 a.m.
Session 202 | ASAP Quick Take Roundtables
11:30 a.m. – 12:15 p.m.
Session 203 | Meet the 2016 ASAP Alliance
Excellence Award Winners
National Harbor 10/11
Co-Moderators:
Anthony DeSpirito, CSAP | Schneider Electric
Norma Watenpaugh, CSAP | Phoenix Consulting
Group
12:15 p.m. – 1:30 p.m.
1:30 p.m. – 2:15 p.m.
2:30 p.m. – 3:15 p.m.
Networking Lunch | sponsored by JDA
Session 301 | Five Future Channel Trends
That You Need To Be Planning For Today
Jay McBain | ChannelEyes
Session 401 | Building Commitment,
Competencies and Connections in a
Distributed Partnering Capability
John Bell, PhD | Johnson & Johnson Consumer
Session 501 | Capturing the Value of the
Internet of Things
Anthony DeSpirito, CSAP | Schneider Electric
Mary Beth Hall | Verizon
Joan Meltzer, CSAP | IBM Corporation
Moderator:
Session 302 | The Channel Panel
Health
Lawrence M. Walsh | The 2112 Group
Panelists:
Erna Arnesen, CSAP
Sheryl Chamberlain | Capgemini Group
Jay Coblentz | Verizon Enterprise Solutions
Session 402 | Re-Engineer, Re-Use and
Capture New Value through Innovative
Public-Private Partnerships
Christine Colvis, PhD | National Center for
Session 502 | How to Play in the
Partnering Everywhere World
Fred Azar, CA-AM, PhD | Philips HealthTech
Jeff Shuman, CSAP, PhD | The Rhythm of
Advancing Translational Sciences
Julia Gershkovich | Sanofi
Business | Bentley University
7
2/12/16
8:57 AM
Page 8
Agenda—Wednesday, March 2, 2016 (continued)
Time
Speaker
3:15 p.m. – 3:45 p.m.
3:45 p.m. – 4:30 p.m.
Networking Break
Session 303 | Actions Speak Louder Than
Words: Becoming a Trusted Advisor to your
Channel Partners
Moderator:
Location
Cherry Blossom Lobby/
National Harbor Hall
Dede Haas, CA-AM | DLH Services, LLC
Panelists:
Don Britton | Network Alliance
Laura McCluer, CSAP
Karen Robinson, CSAP | Verizon Enterprise Solutions
4:45 p.m. – 5:30 p.m.
Session 403 | It Takes an Ecosystem to Improve
the Quality and Affordability of Healthcare
Marcus Wilson, PharmD | HealthCore, Inc.
Session 503 | Not Your Grandfather’s Partner
Program: Modernizing the Framework for
Alliance Success
Tim Lowe | Partner Perspectives
Donna Peek, CSAP | SAS
Session 304 | Partner Enablement: Driving
Sales and Building Pipeline
Stuart Wasilowski | Cornerstone OnDemand
Session 404 | Creating Value in the
Connected Healthcare Ecosystem
Colette Goderstad | Medtronic
Brenda Schultz, CSAP, RN, MBA |
Medtronic Inc., Neuromodulation
Session 504 | Master a Portfolio of Tactics to
Animate the Partner Ecosystem
5:30 p.m. – 6:30 p.m.
Michael Moser, CSAP | Dassault Systèmes
Networking Reception
Agenda—Thursday, March 3, 2016
Time
Speaker
7:00 a.m. – 6:00 p.m.
Information Desk
7:00 a.m. – 6:00 p.m.
Speaker Ready Room
Magnolia 3
7:00 a.m. – 8:15 a.m.
Networking Breakfast
8:00 a.m. – 5:00 p.m.
8:15 a.m. – 10:15 a.m.
Session 601 | Leading Critical Conversations
for Alliance Success
Session 602 | Alliances around the
World: Cultural Roundtables
Carole Eisner | Equanimity Leadership
Solutions, LLC
J’Lein Liese, PhD | Equanimity Leadership
Solution, LLC
Saundra Schrock | Equanimity Leadership
Solutions, LLC
Facilitator:
Philip Sack, CSAP | ASAP Asia Collaborative
Business Community
Co-Presenters:
Guarino Gentil Jr., CA-AM | Merck-Serono
Subhojit Roye, CSAP | Tradeshift
Andrew Yeomans, CSAP, M.R.Pharm.S, MBA |
Merck-Serono
8
Location
2/12/16
8:57 AM
Page 9
Agenda—Thursday, March 3, 2016 (continued)
Time
Speaker
10:15 a.m. – 10:45 a.m.
10:45 a.m. – 11:30 a.m.
Networking Break
Session 701 | Leveraging Differences:
Creating Commercial and Societal Outcomes
in Cross-Sector Networks
11:30 a.m. – 12:45 p.m.
1:00 p.m. – 1:40 p.m.
1:50 p.m. – 2:30 p.m.
2:40 p.m. – 3:20 p.m.
Location
Moderator:
Ben Gomes-Casseres, CSAP | Brandeis
University | Alliance Strategy Consulting
Panelists:
Kolleen Bouchane | Global Business Coalition
for Education
Rubén García-Santos, CSAP | NovoNordisk
Haemophilia Foundation
Networking Lunch | sponsored by JDA
Session 801 | Diagnose Internal Misalignment
and Fine-Tune Your Partnership’s Value
Creation Engine
LaVon Koerner | Revenue Storm
Session 901 | How to Win Through Partnering
Today and Tomorrow
Stuart Kliman, CA-AM | Vantage Partners
Session 802 | People, Process, Culture:
Building a Winning Alliance Program
Gerald Dehkes, CSAP | Booz Allen Hamilton
David Erlenborn, CSAP | KPMG
Joseph Havrilla | Bayer Pharmaceuticals
Session 902 | Partner Selection with a
Government Contracting Twist
Jeffrey L. Cummings, CSAP, PhD | Loyola
Session 803 | From Publishing Content to
Managing Performance – Selecting the Right
Tools for the Job
Erna Arnesen, CSAP
Norma Watenpaugh, CSAP | Phoenix
University Maryland
Pamela Duchars, CA-AM, PMP | Emergent
BioSolutions
Earl Holland | Growth Strategy Consultants LLC
Consulting Group
John Maltby | Control Risks
Sally Wang | International SOS
Session 903 | Executing in the Field:
The Key to a Sustainable Alliance
3:20 p.m. – 3:40 p.m.
3:40 p.m. – 4:20 p.m.
4:30 p.m. – 5:10 p.m.
Networking Break
National Harbor Hall
Session 804 | Navigating the Speed Bumps
and Driving Decisions: A Roadmap for
Integrating Acquired Alliances
Katherine Kendrick, CA-AM | Elanco, Eli Lilly
Session 904 | Next Gen PRM
Mike Maturo | Relayware
Joan Morales | Nutanix
Session 805 | Going Global: When the Whole
is Greater than the Sum of the Parts
John-Marc Clark, CA-AM | Citrix Systems, Inc.
and Company
Session 905 | Implementing a Metrics Program Dennis Chapman Sr. | The Chapman Group
that Promotes Accountability and Drives Results
5:15 p.m. – 5:30 p.m.
Conference Close/Final Remarks
6:00 p.m. – 7:30 p.m.
Networking Celebration
Pienza
9
2/12/16
8:57 AM
Page 10
Thank You to our Sponsors!
ASAP would like to thank the following companies for their commitment and support of our organization.
We greatly appreciate their investment in making the 2016 ASAP Global Alliance Summit a huge success.
Platinum Sponsor
MARCH 1 – 4, 2016
NATIONAL HARBOR, MARYLAND
Vantage Partners is the world’s leader in helping companies achieve breakthrough business results by transforming the
way they negotiate, and manage relationships with, key business partners. With a direct heritage from the Harvard
Negotiation Project, Vantage provides both capability building services-helping client implement the processes, tools,
and approaches necessary to implement organizational strategies that rely on external collaboration to succeed and
direct support services-both launching new alliances and intervening in and enhancing those alliances that are failing to
achieve all that they might.
To learn more about Vantage Partners or to access our online library of research and white papers, please visit
www.vantagepartners.com
Gold Sponsors
The Chapman Group (TCG) helps organizations to identify and solve sales and account
management challenges resulting in stronger relationships and greater revenues /
margins. TCG’s metric-based approach to managing strategic relationships integrates
the artistry of relationship building with proven processes, methodologies, and analytics, enabling our clients to be more
knowledgeable, effective, collaborative, and ultimately, more successful.
For the alliance and partnership community TCG has developed a specific solution called Business Outcome Planning that
integrates leading alliance/partnership management best practices with key performance measurements that drive a
collaborative process for creating mutual success.
For more information on how TCG’s programs and metrics can benefit your organization please call 443.743.3212 or visit
us on the web at www.Ch0HQ.com
Innovate customer experience. Accelerate growth—with the right partners, business models, and
ecosystem orchestration. Tame complexity and risk of partnering with strategy, governance, and
capability. When you Partner By Design™ with The Rhythm of Business, you bring your executive
suite The Power to Partner Everywhere. You embed partnering mindset, skillset, and toolset
throughout your organization. Harnessing our proven strategies, frameworks, and tools, you
unleash the innovation, collaboration, effectiveness, and performance of your people and partnerships.
Lift your partnering practice far above the “best practices” baseline. Partner with new players, new models, and myriad
forms of value to achieve your objectives in the ecosystem. Take your partnering and management capabilities to new
heights with The Rhythm of Business. Learn more at rhythmofbusiness.com and on Twitter @RhythmofBiz.
Silver Sponsor
10
Lunch Sponsor
Keynote Summary Sponsor
2/12/16
8:57 AM
Page 11
ASAP Executive, Management & Advisory Board of Directors
Erna Arnesen, CSAP*
Senior Alliance Executive
John Barry
Head, Vendor Strategy and Relationship Management
Merck & Co
Nancy Breiman, CSAP
Manager, Innovation Solutions & Business Development
IBM Corporation
Russ Buchanan, CSAP*
Head of Corporate Alliances
Xerox Corporation
Christine Carberry, CSAP*
SVP, Quality, Technical Operations, Program & Alliance
Management
Becky Lockwood, CSAP*
Principal
RSL Associates
Ron Long
CTO Global Alliances
NetApp
Brooke Paige, CSAP*
Staff Vice President, Strategic Initiatives and Chief of Staff
HealthCore
Donna Peek, CSAP*
Director, Partner Enablement & Operations Global Alliances & Channels
SAS
Sean Phelan
Executive Director, Global Strategic Alliances
Dell, Inc.
Anthony DeSpirito, CSAP
Managing Director – Strategic Accounts
Schneider Electric
Robert Porter Lynch, CA-AM
President
The Warren Company
Samm DiStasio, CA-AM
Vice President, Global Software Alliances
Citrix Systems, Inc.
R. Lynn Richard, CSAP*
Director, Strategic Alliances
GE Healthcare IT
Andy Eibling, CSAP
Vice President, Alliance Management
Covance
Mary Jo Struttmann, CA-AM
Executive Director, Alliance Management
Astellas
David Erlenborn, CSAP
Director of Alliance Strategy and Operations
KPMG
Judy Swilley, PhD
Executive Vice President and General Manager
Global Clinical Operations and Alliance Management
INC Research
Frank Grams, PhD
Vice President, Head Alliance Management & Transactions
Sanofi R&D
Nancy Griffin, CA-AM
VP, Strategic Alliances
Novartis Pharmaceuticals Corporation
Joseph Havrilla
Senior Vice President and Global Head of Business
Development & Licensing
Bayer Pharmaceuticals
David Thompson, CA-AM*
Chief Alliance Officer
Eli Lilly and Company
Steve Twait, CSAP*
VP, Alliance and Integration Management (AIM)
AstraZeneca
Jan Twombly, CSAP*
President
The Rhythm of Business
Terry Herring
President Commercial Operations
Mission Pharmacal
Cindy Warren
Vice President Alliance Management
Janssen Global Services
Andy Hull
Vice President, Global Alliance Management
Takeda Pharmaceuticals
Norma Watenpaugh, CSAP
Principal
Phoenix Consulting Group
Kerri Lampard, CSAP
Director, Global Technology and Software Alliances
Cisco Systems, Inc.
Sheila Westmoreland, PMP
Sr. Director, Alliance Project Leader
AbbVie
Pete Leuzzi
Managing Director, Global Channels
Verizon
Renqing Zhang
VP, Corporate Partner and Alliances Group
Huawei Technology, Ltd.
Charlie Li
Senior Vice President- Head of Global Channels and Alliances
Capgemini
* Executive / Management Board
11
2/12/16
8:57 AM
Page 12
Community
is not a Short-Term Endeavor…It’s a Long-Term
Investment
Our Global Members are among the most influential organizations
in the business world and stand out as some of the greatest innovators
in the discipline of alliance management and collaboration.
As global members, we now have access to various ASAP tools for our alliance
professionals across the company. Our team can utilize these tools to ensure we are
continuing to build on our best-practice approach across our alliances globally.
—Andy Hull
Vice President, Alliance Management
Takeda Pharmaceuticals
For more information on how your company can become part of this influential group, contact Lori Gold,
Director of Membership Services at +1-781-562-1630 ext 203 or visit www.strategic-alliances.org.
tinyurl.com/ASAPLinkedIn
www.facebook.com/#!/ASAPGlobal
@asap_Global
2/12/16
8:57 AM
Page 13
ASAP Corporate Members
The 2112 Group
Enbridge Pipelines Inc.
Polycom, Inc.
Alliancesphere, LLC
Equifax
PricewaterhouseCoopers
Amgen, Inc.
F. Hoffmann-La Roche Ltd
PwC UK
Baxalta US Inc
Florida Hospital Strategic
Venture Group
Qlik
Becton Dickinson
BeyondTrust, Inc.
Border States Electric
Celgene
The Chapman Group
Chimerix, Inc.
ClickSoftware
Colgate Palmolive
College of American Pathologists
Cornerstone OnDemand
Daiicho Sankyo
Dassault Systemes
DaVita Healthcare Partners
Emergent BioSolutions
GlaxoSmithKline (GSK)
Grunenthal Ltd.
Halozyme Therapeutics, Inc.
HealthCore
Illumina, Inc.
Ipsen
JDA Software
Mead Johnson Nutrition
National Grid
National Instruments
Panduit
Quintiles
Relayware
Revenue Storm
Ricoh Americas Corporation
Royal Philips Electronics
Servier
Telstra
Teva Pharmaceuticals
Thomson Reuters Elite
Vantage Partners
Vetoquinol
Zealand Pharma
Pfizer
13
2/12/16
8:57 AM
Page 14
Overview of Sessions
Tuesday, March 1, 2016
Track 100: Conference Keynote/Alliance Excellence Awards
4:30 p.m. - 5:15 p.m.
5:15 p.m. - 6:00 p.m.
Session 105
Conference Keynote:
Partnering: The Connective Tissue of the Internet of Things
Session 106
2016 Alliance Excellence Awards Ceremony
Wednesday, March 2, 2016 | Morning Sessions
Track 200: Conference Plenary
8:15 a.m. - 9:45 a.m.
10:15 a.m. - 11:15 a.m.
11:30 a.m. - 12:15 a.m.
Session 201
ASAP Quick Takes Plenary:
Partnering Everywhere: Expert Leadership
for the Ecosystem
Cherry Blossom Ballroom, National Harbor
10/11, and National Harbor 12/13
Session 202
ASAP Quick Take Roundtables
Session 203
Meet the 2016 Alliance Excellence Award
Winners
Wednesday, March 2, 2016 | Afternoon Sessions
Track 300: Innovating the IT Channel
1:30 p.m. - 2:15 p.m.
2:30 p.m. - 3:15 p.m.
3:45 p.m. - 4:30 p.m.
4:45 p.m. - 5:30 p.m.
Session 301
Five Future Channel Trends
That You Need To Be Planning
For Today
Session 302
The Channel Panel
Session 303
Actions Speak Louder Than
Words: Becoming a Trusted
Advisor to your Channel Partners
Session 304
Partner Enablement: Driving
Sales and Building Pipeline
Track 400: Expertise for the Lifesciences Partnering Ecosystem
Session 401
Building Commitment,
Competencies and
Connections in a Distributed
Partnering Capability
Session 402
Re-Engineer, Re-Use and Capture
New Value through Innovative
Public-Private Partnerships
Session 403
It Takes an Ecosystem to Improve
the Quality and Affordability of
Healthcare
Session 404
Creating Value in the Connected
Healthcare Ecosystem
Track 500: Driving Revenue in a Partnering Everywhere World
Session 501
Capturing the Value of the
Internet of Things
14
Session 502
How to Play in the Partnering
Everywhere World
Session 503
Not Your Grandfather’s Partner
Program: Modernizing the
Framework for Alliance Success
Session 504
Master a Portfolio of Tactics to
Animate the Partner Ecosystem
2/12/16
8:57 AM
Page 15
Overview of Sessions
Thursday, March 3, 2016 | Morning Sessions
Track 600: Skill Building Workshops | Track 700: Conference Plenary
8:15 a.m. - 10:15 a.m.
8:15 a.m. - 10:15 a.m.
10:45 a.m. - 11:30 a.m.
Session 601
Leading Critical Conversations for Alliance
Success
Session 602
Alliances around the World: Cultural
Roundtables
Session 701
Leveraging Differences: Creating
Commercial and Societal Outcomes in
Cross-Sector Networks
Thursday, March 3, 2016 | Afternoon Sessions
Track 800: Creating Scale
1:00 p.m. - 1:40 p.m.
1:50 p.m. - 2:30 p.m.
2:40 p.m. - 3:20 p.m.
3:40 p.m. - 4:20 p.m.
4:30 p.m. - 5:10 p.m.
Session 801
Diagnose Internal
Misalignment and FineTune Your Partnership’s
Value Creation Engine
Session 802
People, Process, Culture:
Building a Winning
Alliance Program
Session 803
From Publishing
Content to Managing
Performance – Selecting
the Right Tools for the Job
Session 804
Navigating the Speed
Bumps and Driving
Decisions: A Roadmap
for Integrating Acquired
Alliances
Session 805
Going Global: When
the Whole is Greater
than the Sum of the Parts
Session 904
Next Gen PRM
Session 905
Implementing a Metrics
Program that Promotes
Accountability and
Drives Results
Track 900: Winning Through Successful Execution
Session 901
How to Win Through
Partnering Today and
Tomorrow
Session 902
Partner Selection with a
Government Contracting
Twist
Session 903
Executing in the Field:
The Key to a Sustainable
Alliance
15
2/12/16
8:57 AM
Page 16
Pre-Conference Professional Development Workshops
Additional fee is associated with workshops; they are not included in the Full Conference Pass.
CA-AM (Certificate of Achievement – Alliance
Management) Certification Exam Prep Workshop
Session 101
8:00 a.m. – 2:00 p.m. | Magnolia 1
Facilitator: Ann Trampas, CSAP | Practice Lead | Phoenix
Consulting Group
Do you want to validate and strengthen your alliance management
expertise? Increase your alliance IQ and plan to attend this workshop as
it explores and reinforces key alliance concepts that are covered in the
CA-AM exam.
The knowledge exchange in this interactive professional development
workshop will be strengthened by robust group discussion and case
scenario analyses. The workshop will provide access to models, tools, and
proven best practices that can be rapidly applied into your daily
activities creating operating efficiencies that aim to improve results. This
course will address the following topics: Alliance Life Cycle Framework,
Strategic Rationale and Readiness, Alliance Selection, Alliance Execution,
Planning and Organizing Skills, and Management and Leadership Skills.
Each participant will receive The ASAP Handbook of Alliance Management:
A Practitioner’s Guide—considered “the bible of partnering practice.” Also
included in the workshop fee is the online exam. The CA-AM prep
workshop is a requirement for becoming certified.
knowledge-building to include vigorous discussion about key senior
leadership attributes such as alliance management judgment. Modules
begin with a brief case scenario designed to spark conversation around
key alliance management themes, reviews related concepts, and
concludes with a summary of key takeaways.
This course will address the following areas which are covered in the
CSAP exam: Alliance Strategy and Partner Selection; Alliance Formation
Processes; Managing Alliances; Developing Organizational Alliance
Skillsets; and Fostering Collaborative Organizational Mindsets. The CSAP
Workshop bundle includes the workshop, exam, and complimentary
copy of The ASAP Handbook of Alliance Management: A Practitioner’s
Guide. The CSAP prep workshop is a requirement for becoming CSAP
certified.
“Because of these credentials, colleagues seek my guidance and
counsel on alliance matters as a recognized expert within our
company.” — Anthony DeSpirito, CSAP, Schneider Electric
Alliance Management Workshop: Tools and
Techniques
Session 103
8:00 a.m. – 2:00 p.m. | National Harbor 12
Facilitators: Jeff Hurley, CA-AM | Alliance Management
“CA-AM training and certification provides a common language
and a common set of processes and tools.” — Mary Jo Struttmann,
CA-AM, Astellas
Director | Eli Lilly and Company
David Thompson, CA-AM | Chief Alliance Officer | Eli Lilly and
Company
CSAP (Certified Strategic Alliance Professional)
Certification Exam Prep Workshop
Steve Twait, CSAP | VP, Alliance and Integration Management
| AstraZeneca
Session 102
8:00 a.m. – 2:00 p.m. | Magnolia 3
Eli Lilly and Company is offering a training course for alliance managers.
The course is a distillation of Lilly’s century of business alliance
experience led by three of the most skilled alliance managers in the
field—David S. Thompson, Chief Alliance Officer, Eli Lilly and Company,
Jeff Hurley, Director, Alliance Management, Eli Lilly & Company and Steve
Twait, VP, Alliance and Integration Management AstraZeneca. The course
will provide case studies, tools, and techniques used to train alliance
managers at Lilly.
Facilitator: Dave Luvison, CSAP, DBA | Affiliate Assistant
Professor | Loyola University Maryland
Are you ready to take your career to the next level through CSAP
certification? Position yourself as an expert in your field by attending this
workshop to advance your knowledge and skills not just as an alliance
management professional but as an alliance leader.
Led by Dave Luvison, an experienced CSAP-certified member and one of
the lead curriculum developers, the workshop will go beyond
16
Upon completion of this non-industry specific course, students will have
working knowledge of alliance management including the start-up,
maintenance, and winding down of alliances as well as an understanding
of how to get the most value from an alliance.
2/12/16
8:57 AM
Page 17
Pre-Conference Professional Development Workshops
Additional fee is associated with workshops; they are not included in the Full Conference Pass.
Students who attend the course will have the opportunity to participate
in a pre-session discussion and survey and will receive a set of
battletested alliance management tools and a post-session follow-up
with the instructors.
ASAP would like to thank Eli Lilly and Company and the volunteer instructors
for this workshop.
Designing a Partnership that Works: Onboarding Your
Partner
Session 104
8:00 a.m. – 2:00 p.m. | National Harbor 13
Facilitator: Candido Arreche, CA-AM | Global Director of
Portfolio & Partner Management, Six Sigma Black Belt | Xerox
Worldwide Alliances
One of the most critical steps in developing a successful alliance is how
to help the partner create value and rapidly generate business from it.
This experiential and interactive workshop was designed by Xerox for
use in creating a framework for its partnership success. Used numerous
times for many of its partnerships, the Xerox program reinforces the
process and opportunities for partners to quickly work and adapt to an
alliance. Furthermore, it helps the alliance become more effective and
efficient in managing the relationship. This workshop also provides
organizations with the knowledge, direction, steps and timeline needed
to effectively market, sell, close, and deliver alliance opportunities by
leveraging a joint strategy approach.
Testimonials from past attendees:
“One of the best and most detailed workshops I’ve attended
packed with techniques and tools that I have not had the pleasure
of using before.”
The workshop includes case studies designed to enhance a hands-on
learning approach and focuses on four planks or sections of successful
partnership requirements:
Strategy
Go to market / Selling together
Coaching and mentoring
Governance
Participants will learn:
How to quickly develop an alliance relationship by
leveraging a “five step” process
Techniques and tools to quickly enable joint strategies
with your alliances partner
Ways to agree and leverage a business plan that makes
sense and works!
How to accelerate the creation of an alliance partner’s
pipeline, deal conversion and margin potential
How to help the partner quickly close alliance deals and
reduce their time to revenue (TTR).
Objectives during the session include:
Be able to illustrate the processes and tools designed to
manage a partner programs
Techniques on how to build joint strategy with you
partner
Be precise and effective in each of the following tasks
Selecting partners and managing the alliance mix
Connecting to partners at a strategic business level
Successfully on-boarding partners
Reviewing alliance performance and facilitating growth
Executing under pressure
ASAP would like to thank Xerox for donating all materials, IP and instructors
for this workshop.
“For me the workshop was so great because you shared your
experience. So it was not a theory of alliance management, it was
the reality, and showed what works and how to do it! That’s what
we need: to learn from experience. Your tools are an inspiration for
all of us, because we can use them right away, but also we have
ideas how to evolve them.“
“Although I have several years’ experience as an Alliance Manager
I learned so much, and was able in the very next week to make use
of insights and information from your course. Your engaging and
energetic style made the whole event gripping.”
17
2/12/16
8:57 AM
Page 18
Tuesday Session Description | Track 100
Conference Keynote
Partnering: The Connective Tissue of the Internet of Things
Session 105
4:30 p.m. – 5:15 p.m. | Cherry Blossom Ballroom
Speaker: Jonathan Ballon | Vice President, Internet of Things Group | Intel
The promise of the Internet of Things (IoT) is massive—and it is real and it is here. In industrial companies, it is
delivering higher availability of manufacturing lines, improving quality and supporting the shift to
consumption based models for what were once capital expenditures. In healthcare, not only is it improving the
economics, it is helping to create better outcomes for patients. It is allowing building owners to deliver a better
experience to tenants, while reducing utility costs. In every industry IoT is combining the power of machines
with the power of computing, creating a platform for significant economic growth and societal benefits.
Yet no one company can do it alone and everything you know about partnering is essential—but insufficient.
Our keynote speaker, Jonathan Ballon, Vice President of Intel’s Internet of Things Group and General Manager,
Markets and Channels Acceleration Division, will help us understand the challenges of partnering in this new
environment, where the hub and spoke model is obsolete and many-to-many is the norm. He’ll share examples
of new value propositions and business models and shed light on the tremendous opportunity for partnering
professionals in every industry.
A frequent keynote speaker at IoT conferences globally, Ballon is responsible for managing and driving
revenue across a portfolio of growth segments, while also incubating new sectors and business models. In
addition, he is responsible for driving scale across all IoT segments through various channels and routes to
market. Prior to joining Intel, Ballon served as chief strategy officer and chief operations officer for General
Electric’s Industrial Internet business, and served as corporate vice president at Cisco leading the office of
strategy and planning. He presently also serves as an advisor and board member to several Silicon Valley based
startups and accelerators.
18
2/12/16
8:57 AM
Page 19
Tuesday Session Description | Track 100
Session 106
Presenters: Christopher DelGiudice, CA-AM | Director, Global Strategic Alliance Management
| Becton Dickinson & Company
Annlouise Goodermuth, CSAP | Senior Director, Alliance Management, Strategy, Science
Policy and External Innovation | Sanofi
Michael Leonetti, CSAP | President & CEO | ASAP
Becky Lockwood, CSAP | Principal | RSL Associates
One of the highlights of the ASAP Global Alliance Summit is the announcement of the ASAP Alliance
Excellence Award winners. Learning from one’s peers about innovative, creative partnering and exceptional
practices is one of the key benefits of the annual awards program. This year will be no exception, with a diverse
line-up of nine finalists in three categories: Individual Alliance Excellence, Innovative Best Alliance Practice, and
Alliance Program Excellence. This presentation will shine the spotlight on those exemplars of business
collaboration-organizations that are forging the future of partnering. Join us as we recognize the people and
teams, relationships, and approaches that foster collaborative culture and nurture collaborative engagements,
for years or even decades.
The celebration will continue on Wednesday morning as we find out what differentiates our award winners
from the rest during the “Meet the 2016 Alliance Excellence Award Winners” session.
The finalists are...
Individual Alliance Excellence
AbbVie | Genentech Roche
Cisco | Dimension Data
International SOS | Control Risks
Panduit | General Cable
Innovative Best Alliance Practice
Takeda Russia
Alliance Program Excellence
Bayer
Huawei Technologies
19
2/12/16
8:57 AM
Page 20
Wednesday Session Description | Track 200
ASAP Quick Takes Plenary:
Partnering Everywhere: Expert Leadership for the Ecosystem
Session 201
8:15 a.m. – 9:45 a.m. | Cherry Blossom Ballroom
Today we work in a brave new world of customer-centric partnering. There is unrelenting competition across industries, sectors, and ecosystems. New
partners. New models. New value sources. And new skills required even for the masters of alliance management.
In a short and sweet presentation format similar to the well-known TED Talks, each ASAP Quick Take speaker brings a fresh perspective on the
Partnering Everywhere theme and a compelling story drawn from their professional experiences and thought leadership. The plenary concludes with
a moderated panel that brings together all Quick Take speakers for a lively group discussion.
Bonus: Most Quick Take speakers are also participating in a breakout session on Wednesday afternoon giving attendees even more opportunities to
gain valuable insights from these thought leaders.
ASAP Quick Take #1: What Watson is Teaching Us About Building a Partner Ecosystem
Jodie L. Sasse | Director, Strategy & Recruitment, Watson Ecosystem | IBM Watson Group
Imagine the future where you have access to an ecosystem of partners who together comprise nearly all that is known
about the problem your company and its customers need solved—and the cognitive power to access this community’s
collective knowledge for guidance and expertise. This is the power of the IBM Watson Ecosystem program. How would you
bring these partners together? Could you replicate the program for film, healthcare, banks, and educational toys? What
does the Watson experience tell us about building a powerful partner ecosystem?
Jodie Sasse is responsible for Strategy and Recruitment for the Watson Ecosystem. She leads a global business development
team in their efforts to recruit partners to participate in the Ecosystem and to ensure that these partners are successful in
leveraging Watson’s cognitive capabilities and bringing new disruptive applications to market. She will share her insights
and perspective on creating and navigating ecosystems in the Partnering Everywhere world.
ASAP Quick Take #2: The Alliance Professional as Intrapreneur
Marcus Wilson, PharmD | President & Co-Founder | HealthCore, Inc.
Seeing possibilities and recognizing value before others share your vision is an apt description of how an entrepreneur is
wired. It is also a trait of a forward-thinking alliance professional. Alliance managers with a keen eye on the future of the
profession are thinking now about how they can identify new areas of innovation and apply “outside-in thinking” to help
advance their company’s core business—or take their alliances to new levels of value creation. Learn why it is essential in
our brave, new, customer-centric world.
Dr. Marcus Wilson, Co-founder and President of HealthCore, is uniquely qualified to deliver this message, having been
extensively involved in efforts to utilize electronic healthcare data for evidence development and clinical decision support
for innovators, regulators and payers for more than 20 years. His experience as an entrepreneur has informed and guided
his current mission to improve the safety, quality, and affordability of healthcare through data and research.
20
2/12/16
8:57 AM
Page 21
ASAP Quick Take #3: Creating Partnering Opportunities through Open Innovation
John Bell, PhD | VP New Business, Alliances and Open Innovation | Johnson & Johnson Consumer Health
Innovation-centric companies across industries are creating fluid ecosystems that fill the “wide end of the funnel.” Open
innovation works, as evidenced by recent data that finds openly sourced molecules are three times as likely to have filing
success than if traditionally sourced. There are many different open innovation partnering models—from pre-competitive
consortia and standards bodies to asset swaps and crowd sourcing. Which models to use when and what alliance
professionals should focus on to mitigate risks and ensure value creation are the focus of this Quick Take from a veteran
alliance executive and thought leader.
Prior to taking on his current leadership position at J&J Consumer Health, John served as the Head of Strategy and
Business Development at Philips Research where he contributed to the strategic direction of the research portfolio and
the role of strategic partners via public funding and Open Innovation. His involvement in accelerating end-to-end
innovation and new business creation makes him uniquely qualified to address this important topic. Since 2013, John is
Professor of Alliance Strategy at Tilburg University, a comparable chair to one he holds since 2003 at Radboud University
of Nijmegen.
ASAP Quick Take #4: Seeing Around Corners is a Masterful Move on the Partnering Chessboard
Lawrence M. Walsh | Chief Analyst & CEO | The 2112 Group
Chess isn’t a game of reaction, but anticipation. By seeing several moves ahead, players are able to strategically place their
assets where needed to seize competitive advantage, while minimizing their own risk of defeat. Business is no different. To
effectively manage risk, create value, and capitalize on opportunities, alliance professionals and strategists need greater
situational market awareness to craft plans that have higher probabilities of success.
Larry Walsh, Chief Analyst and CEO of The 2112 Group, is one of the most recognizable figures in the IT channel and
security communities, and is considered one of the more forward-thinking leaders in the industry. A seasoned journalist,
analyst, author, and industry commentator, Walsh is also the founder of Channelnomics, which is a leading provider of IT
channel news and analysis. An expert in a broad array of topics—cloud computing, security, analytics, the Internet of
Things (IoT), and more—Larry will provide a compelling and provocative perspective on how emerging technologies
should be leveraged as next-generation business drivers by alliance professionals anticipating the next move on the
partnering chessboard.
21
2/12/16
8:57 AM
Page 22
ASAP Quick Take Roundtables
Session 202
10:15 a.m. – 11:15 a.m. | Cherry Blossom Ballroom, National Harbor 10/11, and National Harbor 12/13
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.
Roundtable Topics & Facilitators
#1
Strategic Alliance Management across the Enterprise
Nancy Griffin, CA-AM | Novartis
#2
Steve Twait, CSAP | AstraZeneca
#3
Scott Bartos, CA-AM | Xerox
#4
The First 100 Days of an Alliance
Judy Swilley | INC Research
#5
#6
Thad Zylka | JDA Software
#7
Succession Planning for Long-term Alliances
Christine Carberry, CSAP | FORUM Pharmaceuticals
#8
Succession Planning for Long-term Alliances
Ron McRae, CSAP | Janssen Pharmaceutical Companies of Johnson &
Johnson
#9
Knowing with Whom to Partner Now
Becky Lockwood, CSAP | RSL Associates
#10 Knowing with Whom to Partner Now
Geoffrey Keith Wright, CA-AM | Xerox Corporation
#15 Vendor or Channel Partner—Who is responsible for the
success of the channel sales relationship?
Dede Haas, CA-AM | DLH Services
#16 Buyer-Supplier Relationship—What changes as companies
transition from a cost focus to a value focus?
Subhojit Roye, CSAP | Tradeshift
#17 Shameless Self-Promotion for Alliance Professionals
Sheila Westmoreland | Abbvie
#18 Legal and Regulatory Aspects of Alliances You Really
Should Know
Parth Amin, CSAP | Vision RT
#19 Tools for Alliance Management Success
José Carreira, CA-AM | Sanofi
#20 Managing Conflicts and Dealing with Differences
Candido Arreche, CA-AM | Xerox
#21 Can a Company’s Strategic Alliance and Channel
Organizations Easily Co-Exist?
Russ Buchanan, CSAP | Xerox
#22 True or False? A Vendor Channel Account Manager’s #1
priority is to help their partners build their businesses
Leona Kral, Client Partner, Global Channels | Verizon Wireless
#11 How Do You Define Alliance Leadership?
Cindy Warren | Janssen Global Services
#23 Keynote “Hot Takes”: The IoT Brings Challenges and
Opportunities for Partnering Professionals
Jeff Shuman, CSAP, PhD | The Rhythm of Business | Bentley University
#12 How Do You Define Alliance Leadership?
Joseph Havrilla | Bayer Pharmaceuticals
#24 Quick Take “Hot Takes”: Seeing Around Corners
Diana Mirakaj | The 2112 Group
#13 Delivering Differentiated Value—What’s needed to set you
and your company apart today and in the future?
Jeffrey L. Cummings, CSAP, PhD | Loyola University Maryland
#25 Quick Take “Hot Takes”: Alliance Professional as
Intrapreneur
Brooke Paige, CSAP | HealthCore, Inc.
#14 Delivering Differentiated Value—What’s needed to set you
and your company apart today and in the future?
Karen Denton, CA-AM | Bayer HealthCare
22
2/12/16
8:57 AM
Page 23
Meet the 2016 Alliance Excellence Award Winners
Session 203
11:30 a.m. - 12:15 p.m. | Cherry Blossom Ballroom
Co-Moderators: Anthony DeSpirito, CSAP | Managing
Director, Strategic Accounts | Schneider Electric
Norma Watenpaugh, CSAP | Founding Principal | Phoenix
Consulting Group
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!
2/12/16
8:57 AM
Page 24
Join the ASAP Community!
It is important to know when to partner, whom
to partner with, and how
to do it right!
Knowledge and Resources
ASAP Member Directory ASAP Member Resource Library
Strategic Alliance Magazine ASAP eNews
ASAP Handbook of Alliance Management
Events and Community
ASAP Global Alliance Summit
ASAP BioPharma Conference
ASAP European Alliance Summit
ASAP Netcast Webinars ASAP Online Communities
ASAP Chapter Events ASAP Alliance Excellence Awards
Education & Professional Development
Certification Exam Prep Workshops
Professional Development Workshops
Education Provider Partner Program (EPPP)
ASAP Simulations ASAP Job Board
ASAP Professional Development Guide
“…ASAP membership and certification
provide us and our partners with a
common language and a common set
of processes and tools-as well as the
ability to learn from the experiences
and best practices of other members
within and outside of the
pharmaceutical industry...”
– Mary Jo Struttmann
Executive Director,
Alliance Management
Astellas
ASAP...helping you become a PARTNER OF CHOICE
and achieve greater RESULTS.
We are here to help you make the most of your ASAP experience.
Contact the membership team at +1-781-562-1630 or visit www.strategic-alliances.org.
2/12/16
8:58 AM
Page 25
Wednesday Session Descriptions | Track 300
Track 300: Innovating the IT Channel
Five Future Channel Trends That You Need To Be
Planning For Today
Actions Speak Louder Than Words: Becoming a
Trusted Advisor to your Channel Partners
Session 301
1:30 p.m. – 2:15 p.m. | National Harbor 12/13
Session 303
Speaker: Jay McBain | CEO | ChannelEyes
Moderator: Dede Haas, CA-AM | Channel Sales Strategist &
Practitioner | DLH Services, LLC
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
Panelists: Don Britton | Founder & CEO | Network Alliance
Laura McCluer, CSAP
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
The Channel Panel
Session 302
Moderator: Lawrence M. Walsh | Chief Analyst & CEO |
The 2112 Group
Panelists: Erna Arnesen, CSAP | Senior Alliance Executive
Sheryl Chamberlain | VP Global Partner Executive – Global
Partners & Channels | Capgemini Group
Jay Coblentz | Executive Director, Segment & Channel
Marketing | Verizon Enterprise Solutions
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.
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
Partner Enablement: Driving Sales and Building Pipeline
Session 304
Speaker: Stuart Wasilowski | Channel Manager – Higher
Education & Public Sector | Cornerstone OnDemand
Enabling and supporting partners is a critical element in monetizing new
partners and creating strong leads. A robust program of easy to access
training coupled with the right level of service for technical, integration and
customer service issues prepares partners to be a key component of your
go-to-market strategy. Learn from this case study how to establish and
develop a partner enablement program that results in sales that close
quickly and for higher volumes than internally generated sales. Understand:
The components of program design that will drive results
The importance of aligning with the sales teams
How to provide partners with the reasons to work with you
and not your competition
25
2/12/16
8:58 AM
Page 26
Track 400: Expertise for the Lifesciences Partnering Ecosystem
Building Commitment, Competencies and
Connections in a Distributed Partnering Capability
It Takes an Ecosystem to Improve the Quality and
Affordability of Healthcare
Session 401
Session 403
Speaker: John Bell, PhD | VP New Business, Alliances and
Open Innovation | Johnson & Johnson Consumer Health
Speaker: Marcus Wilson, PharmD | President & Co-Founder |
HealthCore, Inc.
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 Johnson & Johnson companies are pursuing to:
Support strategy development at an enterprise’s boundaries
by harnessing market and competitive insights
Demonstrate to external parties the commitment of the
enterprise to effective alliance management
Build differentiated capabilities and competencies and
sourcing talent (hard/soft skills)
Deliver and measure improved performance and value of
important business relationships
Re-Engineer, Re-Use and Capture New Value through
Innovative Public-Private Partnerships
Session 402
Speakers: Christine Colvis, PhD | Director, Drug
Development Partnership Programs | National Center for
Advancing Translational Sciences
Julia Gershkovich | Head R&D Alliance Management, US | Sanofi
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
26
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 healthcare 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
healthcare ecosystem. Attend this session to learn:
Successful strategies for working with multiple types of
partners toward a common objective
What’s being done to provide clarity for decision-makers to
improve the safety, quality and affordability of healthcare
How alliance managers can connect the dots between seeing
possibilities and implementing change
Creating Value in the Connected Healthcare Ecosystem
Session 404
Speakers: Colette Goderstad | Program Director: Alliances,
Integrations and Divestitures | Medtronic
Brenda Schultz, CSAP, RN, MBA | Sr. Principal, Strategic
Alliance Management | Medtronic Inc., Neuromodulation
As the healthcare evolution unfolds, care is shifiting 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 across care pathways through connected care. New and novel
alliances between medical device companies, pharma, communication
experts, and the government can to create systems that provide better
healthcare 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
2/12/16
8:58 AM
Page 27
Track 500: Driving Revenue in a Partnering Everywhere World
Capturing the Value of the Internet of Things
Session 501
Speakers: Anthony DeSpirito, CSAP | Managing Director,
Strategic Accounts | Schneider Electric
Mary Beth Hall | Director of Global IoT Product and
Development | Verizon
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
Session 502
Speakers: Fred Azar, CA-AM, PhD | Head of Health Systems
Strategic Alliances | Philips HealthTech
Jeff Shuman, CSAP, PhD | Professor of Management, Bentley
University | Principal, The Rhythm of Business
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
Not Your Grandfather’s Partner Program:
Modernizing the Framework for Alliance Success
Session 503
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
Master a Portfolio of Tactics to Animate the Partner
Ecosystem
Session 504
Speaker: Michael Moser, CSAP | Alliances Network
Collaboration Manager | Dassault Systèmes
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
Speakers: Tim Lowe | CEO | Partner Perspective
Donna Peek, CSAP | Director, Partner Enablement &
Operations Global Alliances & Channels | SAS
In today’s competitive environment alliance professionals must take a hard
27
2/12/16
8:58 AM
Page 28
Options
are always good…
Taking a CA-AM Exam Prep Workshop just got a whole lot easier!
There are now three options to participate in this workshop
and get one step closer to your CA-AM Certification.
1
2
3
Face-to-Face
Face-to-Face at ASAP’s Conferences
* Includes CA-AM Exam Fee and a hard copy of the The ASAP Handbook of Alliance
Management: A Practitioner’s Guide
Webinars
ASAP’s Virtual CA-AM Exam
Prep Webinar customized for
your alliance team
eLearning
Self-Paced eLearning CA-AM Exam Prep Workshop
* Bundle includes: Self-Paced eLearning CA-AM Exam Prep Workshop, 8-week
subscription to The ASAP Handbook of Alliance Management (eBook), and the
CA-AM Exam.
Visit www.asapweb.org/cert-prep to find out more.
For more information about these professional development opportunities please
contact Jennifer Silver at +1 781.562.1630 x 205 or email [email protected]
2/12/16
8:58 AM
Page 29
Thursday Session Descriptions | Track 600 | Track 700
Track 600: Skill Building Workshops | Track 700: Conference Plenary
Leading Critical Conversations for Alliance Success
Session 601
8:15 a.m. – 10:15 a.m. | National Harbor 10/11
Speakers: Carole Eisner | Director, Global Business
Development | Equanimity Leadership Solutions, LLC
J’Lein Liese, PhD | Partner | Equanimity Leadership Solutions, LLC
Saundra Schrock | Managing Partner | 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
Session 602
Facilitator: Philip Sack, CSAP | President | ASAP Asia
Collaborative Business Community
manage successful alliances in designated locations. Strategic insights as
well as practical information about business, culture and alliances in
China, Latin America, and India 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
Leveraging Differences: Creating Commercial and
Societal Outcomes in Cross-Sector Networks
Session 701
Moderator: Ben Gomes-Casseres, CSAP | Professor, Brandeis
University | Consultant, Alliance Strategy Consulting
Panelists: Kolleen Bouchane | Director, Policy and Research |
Global Business Coalition for Education
Rubén García-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:
Co-Presenters: Guarino Gentil Jr., CA-AM | Director, Alliance
Management | Merck-Serono
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
Subhojit Roye, CSAP | Principal, Strategic Alliances | Tradeshift
Provide sustainable access to care in developing countries, by
building strategic partnerships focused on local needs,
empowerment and strengthening of the healthcare system
Andrew Yeomans, CSAP, MRPharmS, MBA | Director –
Alliance Management | Merck-Serono
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
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!
29
2/12/16
8:58 AM
Page 30
Thursday Session Descriptions | Track 800
Track 800: Creating Scale
Diagnose Internal Misalignment and Fine-Tune Your
Partnership’s Value Creation Engine
Session 801
Speaker: 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
People, Process, Culture: Building a Winning Alliance
Program
Session 802
Gerald Dehkes, CSAP | Principal | Booz Allen Hamilton
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
Session 803
Speakers: Erna Arnesen, CSAP | Senior Alliance Executive
Donna Peek, CSAP | Director, Partner Enablement &
Operations Global Alliances & Channels | SAS
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 cloudenabled 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
Navigating the Speed Bumps and Driving Decisions:
A Roadmap for Integrating Acquired Alliances
David Erlenborn, CSAP | Director of Strategic Alliances | KPMG
Session 804
Joseph Havrilla | Senior Vice-President and Global Head of
Business Development & Licensing | Bayer Pharmaceuticals
Speaker: Katherine Kendrick, CA-AM | Director Alliance
Management | Elanco, Eli Lilly and Company
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
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.
30
2/12/16
8:58 AM
Page 31
Thursday Session Descriptions | Track 800 | Track 900
Track 800: Creating Scale | Track 900: Winning Through Successful Execution
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 that can cause blips in reporting and cash flow
Going Global: When the Whole is Greater than the
Sum of the Parts
Session 805
Speaker: John-Marc Clark, CA-AM | Managing Director,
Strategic SI Development | Citrix Systems, Inc.
Often a global alliance is managed region-by-region or country-bycountry 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 multilingual/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-toface 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
How to Win Through Partnering Today and Tomorrow
Session 901
Speaker: 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
Partner Selection with a Government Contracting
Twist
Session 902
Speakers: Jeffrey L. Cummings, CSAP, PhD | 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 Holland | 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 experts 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 about learning how to cope with a partner—rather than simply
picking one—that matters. We expect a lively discussion on this and
other nuances to the partner selection process.
31
2/12/16
8:58 AM
Page 32
Thursday Session Descriptions | Track 900
Track 900: Winning Through Successful Execution
Executing in the Field: The Key to a Sustainable
Alliance
Session 903
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
Speakers: John Maltby | Director, Group Strategy and
Alliances | Control Risks
Highlight the features that deepen the partner relationship
Sally Wang | VP Global Alliances and Partnerships |
International SOS
Personalize the partner portal for each individual partner
professional
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.
Measure the ROI of your channel program
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 tenet 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
Next Gen PRM
Session 904
Speakers: Mike Maturo | Pre-Sales Engineer | Relayware
Create compelling style and design that motivates channel
partners
Implementing a Metrics Program that Promotes
Accountability and Drives Results
Session 905
Speaker: Dennis 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. A successful metrics
program promotes accountability and allows a common understanding
to facilitate decision making.
This session introduces alliance professionals to techniques for
developing a metrics program that is fit for purpose - and doesn’t require
a small army of people to implement it. Our presenter highlights the dos
and don’ts of building a credible program including:
Selecting the few key metrics that should guide decision
making
Gaining buy-in to the credibility and relevance of reported
metrics
Balancing jointly reported measures with internal only
reporting
Joan Morales | Sr. Channel Marketing Manager | Nutanix
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.
32
2/12/16
8:58 AM
Page 33
Alliance Management Tools
Every Professional Should Have
“Organizations of all sizes and across a variety
of industries recognize the growing
importance of business collaborations to their
company strategy, yet they are not equipping
their key personnel with the tools and skills
needed to see alliances to fruition. These
companies need The ASAP Handbook of
Alliance Management to ensure their alliance
personnel—as well as the key stakeholders in
senior management, sales, marketing, legal,
regulatory affairs, and other parts of the
organization that touch alliances—are
applying the most current principles in
executing partnerships that are increasingly
determining their overall success.”
Ard-Pieter de Man, CSAP
Professor, Strategy and Organization
VU University Amsterdam
ASAP Alliance Managment Simulations
Nine real world case studies and simulated training exercises,
set in a fictitious pharmaceutical organization, each within a
key alliance management competency.
Visit www.asapweb.org/simulations to learn more and
purchase today.
ASAP Handbook of Alliance Management:
A Practitioner’s Guide
This compendium of alliance management practices, principles,
and current professional standards puts all the information you
need in one unique, indispensable resource that exists
nowhere else.
Visit www.asapweb.org/handbook to learn more and
purchase today.
ASAP Handbook of Alliance Management:
A Practitioner’s Guide | e-Handbook
This one-year subscription provides you access to the
streaming e-Handbook that enables easy access from any
computer or tablet with an online connection.
Visit www.asapweb.org/handbook to learn more and
purchase today.
Maximize the tools ASAP has to offer.
Visit www.strategic-alliances.org to find out more today.
2/12/16
8:58 AM
Page 34
Alliance Management Resource Center
The following organizations tailor their services to support the alliance management community. We encourage you to take
time to find out more about them during the conference. The Alliance Management Resource Center is within the Great Hall
Foyer along with the Registration Area.
Alliancesphere
Alliancesphere empowers collaborative execution to drive innovation, transformation, and
growth. Our collaborative business services create mutual stakeholder value while
maximizing the potential of strategic relationships. www.alliancesphere.com
Alliance Strategy
Custom training and consulting based on frontier research. Ben Gomes-Casseres has been a
leader in the field for three decades. His new book is “REMIX STRATEGY: The Three Laws of
Business Combinations.” It offers a complete toolkit for creating value and earning a return on
your alliance investments.
ASAP
ASAP is the community of choice for alliance, collaboration, and partnering professionals
because of the tools and resources, education and professional development, and the
community for networking offered to its members. Membership represents a number of
industries including high tech, biopharma, finance, oil and energy, non profit and academia,
and consumer services to name a few. ASAP is governed by an Executive Management Board
and Advisory Board which is comprised of Sr. Executives from Global Member organizations.
ASAP Professional Development
PROFESSIONAL
DEVELOPMENT
The ASAP Professional Development Program offers individuals the opportunity to demonstrate
a mastery of alliance management skills and the ability to manage collaborative business
relationships. There are two levels of certification the Certification of Achievement-Alliance
Management (CA-AM) and Certified Strategic Alliance Professional (CSAP). Both exam prep
workshops are offered as face-2-face at ASAP conferences, in addition the CA-AM exam prep
workshop has both a virtual training option and a customized webinar option for your company’s
alliance management team.
The Chapman Group
The Chapman Group (TCG) helps organizations to identify and solve sales and account
management challenges resulting in stronger relationships and greater revenues / margins.
TCG’s metric-based approach to managing strategic relationships integrates the artistry of
relationship building with proven processes, methodologies, and analytics, enabling our
clients to be more knowledgeable, effective, collaborative, and ultimately, more successful.
Find a treasure trove of free publications and invaluable insights from The Rhythm of Business.
Learn about comprehensive consulting services and training—including SMART Partnering™, the
transformational solution for leadership from The Rhythm of Business and Alliancesphere. Visit us
in the Alliance Management Resource Center—or online anytime at rhythmofbusiness.com.
Vantage Partners
Vantage Partners—helping clients negotiate and manage key alliance relationships. Ask us
about our new alliance launch, and organizational capability building, intervention and
training services. www.vantagepartners.com
34
2/12/16
8:58 AM
Page 35
Celebrating Innovative
Teams at the 2016 ASAP
Global Alliance Summit
Thank you to all the companies who submitted their entries
to be considered for the 2016 Alliance Excellence Awards.
Congratulations to our Finalists!
Individual Alliance Excellence
AbbVie | Genentech Roche
Cisco | Dimension Data
International SOS | Control Risks
Panduit | General Cable
Innovative Best Alliance Practice
Takeda Russia
Alliance Program Excellence
Bayer
Huawei Technologies
And the winners are…find out on Tuesday, March 1!
2/12/16
8:58 AM
Page 36
Conference Speakers
Erna Arnesen, CSAP
Fred Azar, CA-AM, PhD
Senior Alliance Executive
Head of Health Systems Strategic Alliances |
Philips HealthTech
Session 302
The Channel Panel
Session 502
How to Play in the Partnering Everywhere World
Session 803
From Publishing Content to Managing
Performance – Selecting the Right Tools for the Job
Most recently, Erna Arnesen was responsible for developing Plantronics’
global channel, field and partner marketing programs, channel strategies
and go-to-market models. Within this role, she and her team focused on
creating tools and programs to help the extended Plantronics sales team
execute effectively in markets around the world. She and her team worked
with strategic partners on developing customized marketing strategies
and programs for key partners such as Avaya, Cisco, and Microsoft. Prior to
Plantronics, Erna was VP Global Services Partners at Cisco, and prior to that
VP of Global SMB and Industry Solutions at Symantec. Before joining
Symantec, she worked at other leading organizations, including Fujitsu
Softek, Cybersource, SGI, NeXT and Apple.
Candido Arreche, CA-AM
Global Director of Portfolio & Partner
Management, Six Sigma Black Belt | Xerox
Worldwide Alliances
Session 104
Fred S. Azar, CA-AM, PhD, has 15+ years of industry
experience in medical device innovation, strategic marketing and
business development, and worked for leading corporations such as GE,
Siemens, BD, and Philips. Fred Azar is Head of Health Systems Strategic
Alliances at Philips HealthTech. Fred is responsible for alliance strategy
and governance, leads the creation and supports management of
strategic alliances. Fred has 11 granted patents, and co-authored 45+
publications and a book on translational multimodality medical imaging.
Fred Azar has a PhD in BioEngineering from the U. of Pennsylvania, and
an MBA from the Wharton School of Business.
Jonathan Ballon
Vice President, Internet of Things Group | Intel
Session 105
Partnering: The Connective Tissue of the
Internet of Things
Jonathan is a vice president of Internet of Things at
Intel. He is responsible for managing and driving revenue across a
portfolio of growth segments that represent over a third of Intel’s IoT
Designing a Partnership that Works:
Onboarding Your Partner
Candido is responsible for the strategic interface between Xerox
solutions and services and our global alliance partners. His
responsibilities include growing and retaining the relationship with a
strategic business partner(s) including the beginning ownership of that
partnership. He developments effective implementation of consistent
processes to identify, validate, plan and launch new business initiatives
with the strategic partner that may have multi-regional, global, or
national potential for Xerox.
Mr. Arreche has been in the IT field for over 25 years. He has vast
experience in many facets of infrastructure technologies such as
document management, networking, telecommunications, application
development, and server architecture. Mr. Arreche has spent the last
seven years as a Global Director for Worldwide Alliances responsible for
partner on-boarding, portfolio management and MPS training. Prior to
Worldwide Alliances, Mr. Arreche has held various assignments including
new branch start-ups, solution development and launches.
Previous to Xerox, Mr. Arreche owned a successful computer and
networking consulting business for over 10 years. Mr. Arreche was also
part owner of one of the largest privately held Internet Service Providers
in the Orlando, Florida area before going public. As recently as six years
ago, Mr. Arreche also consulted a start-up company on tablet
technologies for restaurants and digital advertising. Called the myPAD,
the tablet was the predecessor to the iPad and was featured in the
Orlando Business Journal.
He is a certified Lean Six Sigma Black Belt. He has a bachelor degree in
Business and Technology and is working on his MBA at Rollins College.
He also holds a CA-AM certification from the Association of Strategic
Alliance Professionals.
36
2/12/16
8:58 AM
Page 37
Conference Speakers
revenue. In his role, Jonathan incubates new sectors and business
models. In addition, he is responsible for driving scale across all IoT
segments by leading the various channels and routes to market. Prior to
Intel, Jonathan served as chief strategy officer and chief operations
officer for General Electric’s Industrial Internet business, and served as
corporate vice president at Cisco leading the office of strategy and
planning. He presently also serves as an advisor and board member to
several Silicon Valley based startups and accelerators that focus on IoT.
John Bell, PhD
VP New Business, Alliances and Open
Innovation | Johnson & Johnson Consumer
Health
Session 201
ASAP Quick Take: Creating Partnering
Opportunities through Open Innovation
Board President, of the Global Campaign for Education United States.
Previously Ms. Bouchane served as the Director of ACTION a global
partnership of advocacy organizations working to influence policy and
mobilize resources to fight diseases of poverty and improve equitable
access to health services based at RESULTS Educational Fund. During her
tenure, ACTION played a key role in mobilizing billions for the Global
Fund to Fight AIDS, Tuberculosis and Malaria and the Nutrition for
Growth summit. In her role at Freshwater Action Network, then based at
WaterAid UK, Ms. Bouchane supported partners from around the world
to achieve the recognition of the rights to water and sanitation at the
U.N. Human Rights Council. Ms. Bouchane served with the U.S. Army
from 1993-1997 in Somalia and South Korea. She has a BA in
International Studies from the Jackson School at the University of
Washington and an MA in War Studies with a focus on Conflict, Security
and Development from Kings College London.
Don Britton
Session 401
Founder & CEO | Network Alliance
Building Commitment, Competencies and Connections in a
Distributed Partnering Capability
Session 303
Dr. John Bell is Vice President External Innovation and New Business
Models for Johnson & Johnson Consumer. In this role, he is responsible
for driving the cooperation with entrepreneurs, strategic suppliers,
partner companies and universities to create game-changing
innovations. His team represents the J&J Consumer Business in the
Johnson & Johnson Innovation Centers.
Sixteen years ago, Don Britton had a vision—make
technology simple. He realized that for most people, doing their jobs was
complicated enough, and their technology often made things more
difficult. He set out to prove that it doesn’t have to be that way.
Most recently, John was VP of Strategy and New Business Development
at Philips Research. Prior to that, he was responsible for Strategic
Alliances in Philips and also worked as Strategy Consultant at
PricewaterhouseCoopers. John has a strong background in open
innovation, new business creation, partnerships and strategy. John has a
track record of creating new emerging businesses, setting up an internal
Incubator, driving the cultural change towards Open Innovation and
managing alliances.
John has a degree in business economics and a Ph.D. on Joint Ventures
from Tilburg University. Currently, he is part-time professor at Tilburg
University.
He and his core team set up shop and developed what is now known as
Cloud Computing in the industry. eCAP is Network Alliance’s answer to a
better way of providing technology solutions for small businesses.
Previously only available to companies with large budgets and staff,
Network Alliance made it possible for small businesses to benefit from
technology that is simple, reliable and affordable. Simply stated, worryfree technology.
Today, Network Alliance’s customer base expands to many parts of the
world. In addition, Network Alliance received the Gold Stevie award
three years in a row for Customer Service Department of the Year which
is recognized in over 60 countries around the world.
Prior to founding Network Alliance, Don was the Controller and Director
of Operations for Mario Morino, where he successfully managed the
accounting and operational services, as well as developed and
implemented managerial applications for use throughout the Morino
Group, the Morino Institute and its affiliated partners.
Kolleen Bouchane
Director, Policy and Research | Global Business
Coalition for Education
Session 701
Leveraging Differences: Creating Commercial
and Societal Outcomes in Cross-Sector
Networks
Kolleen Bouchane has been working for more than a decade with
advocates in the U.S. and around the world coordinating legislative
actions and campaigns at the national and international level to achieve
universal access to education, essential medicine, water, sanitation and
other services necessary for the realization of economic and human
rights. Ms. Bouchane is currently the Director of Policy and Advocacy for
the A World At School campaign and Director of Policy and Research for
the Global Business Coalition for Education. Ms. Bouchane is also the
Actions Speak Louder Than Words: Becoming
a Trusted Advisor to your Channel Partners
Don believes strongly in giving back to the community and donates his
time to various non-profit organizations, including the Fairfax County
Office of Partnership’s Computer Learning Centers Partnership (CLCP),
Earth Conservation Corp, Horton’s Kids, and Venture Philanthropy
Partners. He served on the Executive Committee and Board of Directors
of Fairfax County Chamber of Commerce. He created and manages the
Network Alliance Foundation Fund.
37
2/12/16
8:58 AM
Page 38
Conference Speakers
Sheryl Chamberlain
John-Marc Clark, CA-AM
VP Global Partner Executive – Global Partners &
Channels | Capgemini Group
Managing Director, Strategic SI Development |
Citrix Systems, Inc.
Session 302
Session 805
The Channel Panel
Going Global: When the Whole is Greater than
the Sum of the Parts
At Capgemini Sheryl is responsible for alliance strategy,
partner growth initiatives, and associated go to market activities. Sheryl
began her career in Finance with a succession of increasingly higher level
positions at Deloitte, Norton Simon and PepsiCo. After serving as CFO in
the commercial construction industry she transitioned into the
technology industry, working with IBM in a variety of sales &
implementation roles and subsequently founding and leading LSE Ltd, a
startup business/technology consulting organization. Prior to joining
Capgemini Sheryl worked at EMC in a variety of roles culminating in
Senior Director, Strategic Initiatives in the Corporate Office of the CTO.
Sheryl is a member of the Alliance of Chief Executives, and Advisor to the
Dallas Entrepreneur Center. She is on the Board of the Association for
Corporate Growth, the Diversity Advisory Board for the Cloud Foundry
Foundation, and head of Clinton Global Initiative (CGI) Hult Prize
international innovation competition Council of Judges. Her leadership
has been recognized in winning EMC Global Innovation Partner of the
Year, the YWCA Tribute to Women, and the Diversity Council’s Leadership
& Diversity Awards.
Dennis Chapman Sr.
President and CEO | The Chapman Group
Session 905
Implementing a Metrics Program that
Promotes Accountability and Drives Results
Dennis J. Chapman Sr. is the Founder and
President/CEO of The Chapman Group. Prior to establishing The
Chapman Group in 1988, Dennis’ career included sales and management
positions with Xerox, ROLM/IBM and as Vice President of Sales and
Marketing in the high-tech reseller industry.
Dennis brings 25+ years of executive level experience in sales,
marketing, and business management. He speaks regularly on sales and
account management processes and best practices to major
corporations across the globe. His innovative methods and practices for
sales, strategic account management, calculating an economic value
proposition and measuring customer feedback have been published for
many years. He is a dynamic, enthusiastic speaker whose ideas and vision
consistently inspire and motivate his audiences.
Dennis is a graduate of the University of Massachusetts School of
Business and is a long-standing member of the Board of Directors for
SAMA (Strategic Account Management Association). He has served as a
panelist for the Johns Hopkins School of Business MBA program and as a
guest speaker at the School of Marketing, Loyola University, Baltimore,
Maryland.
John-Marc manages the global partnership between Citrix and Fujitsu,
directing all alliance efforts across 30+ countries. For the past 25 years,
Mr. Clark has held senior sales, marketing, research and strategic alliance
roles at leading software and market research companies. He has a BA in
American History from Georgetown, an MBA from The University of
Miami and an MA in International Relations from La Universidad de
Belgrano in Argentina. He received a Rotary Ambassadorial Scholarship
and lived in Buenos Aires for one year and is trilingual.
Jay Coblentz
Executive Director, Segment & Channel
Marketing | Verizon Enterprise Solutions
Session 302
The Channel Panel
Jay launched the Verizon Partner Program three
years ago, creating new business models and partnership opportunities
globally for Verizon Enterprise Solutions and our sales partners. This
collaborative model has led to remarkable growth of the indirect
channel for Verizon, including the US launch of a reseller program,
agent expansion in the public sector and globally, and continued
success with strategic integration partners. Jay has led the development
of innovative sales strategies to expand business in underserved
markets as well as the integration of partner relationships throughout
Verizon Enterprise Solutions.
Jay leads Segment and Channel marketing across Verizon Enterprise
Solution’s global portfolio. His team drives marketing strategy, channel
growth, demand generation and sales enablement for vertical segments
in the US, EMEA and APAC. In addition, he is responsible for the overall
segment and indirect channel strategy for Verizon Enterprise Solutions.
Jay’s background includes a unique combination of over 18 years of
extensive management and consulting experience developing and
executing strategic initiatives for Fortune 500 companies in the
technology, consumer goods and manufacturing industries. He is a
recognized strategic problem solver adept at navigating complex
business issues to maximize shareholder value.
Jay holds an MBA in Finance and Strategic Management from the Wharton
School and a BS in Industrial Engineering from Lehigh University.
http://www.verizonenterprise.com/partnerprogram | Follow Jay on
Twitter @strategyJC
Fun Fact: Dennis claims to have played a significant role in enabling
Julius Erving (NBA basketball player) to be nominated for and enter the
basketball hall of fame. Ask him about it—he is not shy!
38
2/12/16
8:58 AM
Page 39
Conference Speakers
Christine Colvis, PhD
Gerald Dehkes, CSAP
Director, Drug Development Partnership
Programs | National Center for Advancing
Translational Sciences
Principal | Booz Allen Hamilton
Session 802
People, Process, Culture: Building a Winning
Alliance Program
Session 402
Re-Engineer, Re-Use and Capture New Value
through Innovative Public-Private Partnerships
Christine Colvis joined NCATS in June 2012 to lead the “NIH-Industry Pilot
Program: Discovering New Therapeutic Uses for Existing Molecules” that
tests a new model for public-private partnership collaborations
including template agreements to shorten the time it takes to establish
collaborations between an academic institution and a pharmaceutical
company and move more rapidly into the actual research. Collaborations
established between academic institutions and the company will test
ideas for new therapeutic uses, with the ultimate goal of identifying
promising new treatments for patients. A high level of interest in the
program led to the availability of additional pharmaceutical company
assets and NCATS funding opportunities.
Gerry Dehkes is a Principal with Booz Allen
Hamilton responsible for helping the firm solve problems for
Commercial clients by collaborating with other leading organizations.
Prior to joining BAH, he was Executive Director, Alliances for KPMG LLP,
where he started the alliance program from scratch. Before joining
KPMG, Gerry developed and led Strategic Alliances programs and
organizations in the US and Europe as Senior VP of Alliances and
Channels for Telcordia Technologies, as VP of Strategic Alliances for
Lucent Technologies, as AVP of Alliance Programs and Services Alliances
for NCR and as Principal of ProPartnering LLC. His teams have managed
alliances with over two hundred companies.
Anthony DeSpirito, CSAP
Managing Director, Strategic Accounts |
Schneider Electric
Jeffrey L. Cummings, CSAP, PhD
Chair, Dept of Mgt & Int’l Business, Associate
Professor, Int’l Business Strategy | Loyola
University Maryland
Session 501
Session 902
Session 203
Partner Selection with a Government
Contracting Twist
After receiving an M.B.A. in finance in 1986, Jeff began his career as an
investment banker and then management consultant delivering stateof-the-art knowledge, advisory services and training on strategic issues
and practices to management teams and boards seeking to improve
their value adding activities.
His advisory work, management seminars, off-sites, and research focus
on strategic alignment, implementing strategic-analysis and playermapping frameworks, and selecting appropriate strategic alliance and
R&D partners. Some of his advisory clients have included major financial
institutions, software development companies, pharmaceutical
companies, SMEs, not-for-profits, the World Bank and the U.S. Navy.
Since 2002, Jeff has been an Professor of Strategy and International
Business in the Sellinger School of Business at Loyola University
Maryland where he is Department Chair and teaches in the B.B.A., M.B.A.
and Executive M.B.A. programs. He earned his Ph.D. in international
business strategy in 2002 from George Washington University.
Tony DeSpirito is Schneider Electric’s Managing Director, Strategic
Accounts. His primary responsibilities include relationship management,
solution development and global sales execution for Schneider Electric’s
global relationship with IBM.
Previously, Tony was Schneider Electric’s Vice President of Global
Alliances for the IT partners, responsible for relationship development
and execution for Schneider’s global IT alliance business.
Tony is a seasoned high-technology marketing and sales executive with
deep domain expertise in enterprise software and managed services. A
veteran of entrepreneurial startups and large, global companies, Tony’s
skills range from C-Level selling, relationships and solution development
to operational management of both channel and direct sales teams.
Tony received his Bachelor of Science Degree, with Distinction, in Applied
Mathematics and from Worcester Polytechnic Institute in Worcester,
Massachusetts in 1987. He continued his graduate studies at the
University of Rhode Island and was awarded his M.B.A. in May of 1997.
Jeff has recently been published in Long Range Planning, International
Journal of Strategic Business Alliances, California Management Review,
and Journal of Engineering & Technology Management.
Jeff is also a certified alliance manager, having earned the CSAP designation
from the Association of Strategic Alliance Professionals in 2013.
39
2/12/16
8:58 AM
Page 40
Conference Speakers
Pamela Duchars, CA-AM, PMP
Carole Eisner
Director, External Development | Emergent BioSolutions
Director, Global Business Development |
Equanimity Leadership Solutions, LLC
Session 902
Partner Selection with a Government Contracting Twist
Ms. Duchars has more than 20 years of experience in the pharmaceutical
industry, with the majority of that time focused on government funded
development programs. She began her career in R&D, moved on to
project management, and finally on to alliance management and
business development. She has been in Emergent’s External
Development Department since 2013, where she focuses on capture
management, proposal management and relationship management
including the successful establishment, management, and support of
Emergent’s collaborations. Parts of Ms. Duchars’ responsibilities are to
help guide alliance strategy, planning, alignment, transparency and
open communication.
Prior to working with Emergent, Ms. Duchars was a Relationship
Manager at Battelle Memorial Institute, a Program Manager at DynPort
Vaccine Company, and a Senior Research Assistant at Guilford
Pharmaceuticals. Ms. Duchars has been a certified Project Management
Professional (PMP) since 2005, and a Certified Alliance Manager (CA-AM)
since 2012. Ms. Duchars is a graduate of Dickinson College.
Session 601
Success
Carole is well known for helping leaders drive results through strategic
vision, sales team execution, personal accountability and team
development.
While working for 28 years in the biotech and pharmaceutical industry,
Carole created and led high performing teams as well as developed
management practices for dealing with the internal chaos that comes
with corporate mergers. Most recently, Carole has focused on the
business development side - creating and maintaining strong customer
relationships needed to ensure cooperative contract negotiations and a
winning outcome for all sides.
Carole joined Equanimity Leadership Solutions following 17 years with
Takeda Pharmaceuticals. During her time with Takeda, Carole won
numerous leadership awards including the President Club and Cresset
Guild awards for top performance and leadership.
2/12/16
8:58 AM
Page 41
Conference Speakers
of Science degree from COPPEAD/UFRJ (Brazil) with an MBA extension
from UCLA Anderson School of Management (USA).
David Erlenborn, CSAP
Director of Strategic Alliances | KPMG
Session 802
Julia Gershkovich
Alliance Progra
Head R&D Alliance Management, US | Sanofi
David is responsible for KPMG’s alliance strategy
and portfolio. Prior to KPMG he was Managing Partner in Professional
Partnering Services, LLC a professional services firm providing advisory
services to alliance organizations. David has over 15 years of experience
in channels and alliances including VP, North American Alliances for
Telcordia Technologies and Director, Alliance Operations for Lucent
Technologies. He also held positions in Product Management, Sales,
International Consulting, Corporate Strategy, Human Resources, and
Program Management.
Rubén García-Santos, CSAP
Programme Manager, Strategic Partnerships |
NovoNordisk Haemophilia Foundation
Session 402
Re-Engineer, Re-Use and Capture New Value
through Innovative Public-Private Partnerships
Julia Gershkovich is the Head of US, R&D Alliance
Management for Sanofi managing the portfolio of
early stage to proof of concept strategic alliances. Prior to joining Sanofi
in 2012, Julia spent 20 years with Genzyme holding a variety of positions
in R&D, alliance management, and general management. She built a
profitable Aesthetics and Biomaterials Business by securing strategic
alliances with commercial and development partners: Alcon, Allergan,
Davol and J&J and by creating a competitive product portfolio.
Julia received an MS in polymer science from Chemical Technological
University of Russia and did a doctorate study in polymer chemistry at
GIPI LPC / Instititute of Physical Chemistry, Academy of Sciences in
Moscow, Russia
Session 701
Networks
Colette Goderstad
Rubén García-Santos, CSAP, has extensive experience in public health,
life science industry and international affairs. He has worked for the UK’s
National Health Service, Hoffman-La Roche and United Nations
Children’s Fund. He currently works at the Novo Nordisk Haemophilia
Foundation focusing on improving access to healthcare in collaboration
with multiple partners.
Specializing in business development, strategic alliances and
international development, Rubén has driven and supported multiple
large-scale business initiatives and partnerships (B2B, B2C, PPP)
throughout his career.
Rubén holds a joint BSc in Business Management and Public Health, an
MSc in International Health Care Management, Economics and Policy
from SDA Bocconi and completed further post-graduate education on
medical marketing and strategic negotiations from UCLA and Harvard
Business School.
Program Director: Alliances, Integrations and
Divestitures | Medtronic
Session 404
Creating Value in the Connected Healthcare
Ecosystem
Colette Goderstad is responsible for developing
and driving the strategy and negotiations related to strategic alliances,
integrations and divestitures. She manages the medical device-related
strategic alliances. Colette has also served in the Integration
Management Office for both the Sapiens and Advanced Uro-Solutions
(AUS) integrations. Prior to joining Medtronic, Colette worked for 3M
Drug Delivery systems in Program Management, Business Development
and Alliance Management. During her career, she has worked in various
roles in drug development for 3M Pharmaceuticals and Orphan Medical.
Colette received a B.S. in Medical Technology from the University of
North Dakota and an M.S. in Chemistry from the University of Minnesota.
Guarino Gentil Jr., CA-AM
Director, Alliance Management | Merck-Serono
Session 602
Roundtables
Guarino is Director, Alliance Management at MerckSerono, being responsible for several development and commercial
collaborations. He joined the company in 2007, started his work in BI
Department, and later, he worked in BD Department. Before joining the
pharmaceutical industry, Guarino worked in the Rio de Janeiro
Municipality, in the Federal University of Rio de Janeiro and in Gevaerd &
Advogados Associados, a law firm. Guarino has a bachelor degree in
Economic Science from Instituto de Economia/UFRJ (Brazil) and a Master
41
2/12/16
8:58 AM
Page 42
2/12/16
8:58 AM
Page 43
Conference Speakers
and bring to market new applications, with the goal of simplification and
rapid time to market. Prior to this role, she was responsible for promoting
the strategic path forward for M2M core products; as well as the
negotiations with worldwide suppliers to deliver competitively priced
modules and devices that run on the network.
Ben Gomes-Casseres, CSAP
Professor | Brandeis University
Consultant | Alliance Strategy Consulting
Session 701
Networks
Ben is an authority on business combinations and strategy. He has
researched, taught, and consulted on alliance strategy and management
for three decades, and has worked with global companies in
pharmaceuticals, computers, industrial products, and services.
His newest book is “Remix Strategy: The Three Laws of Business
Combinations” published by Harvard Business Review Press. His earlier
book “The Alliance Revolution” pioneered the concept of multi-partner
alliance constellations, and his book “Mastering Alliance Strategy” gave
advice on all aspects of alliance management. He has also published
scholarly articles in numerous journals. Many of his articles and videos
are at www.alliancestrategy.com.
Ben is currently a full professor at Brandeis University in Boston, where
he directs the MBA Program and a center on global entrepreneurship.
Before that, he was a professor at the Harvard Business School, and
before that, an economist at the World Bank. He holds academic degrees
from Brandeis, Princeton, and Harvard. He was born and raised in
Curacao, a Dutch island in the Caribbean.
Dede Haas, CA-AM
Channel Sales Strategist & Practitioner | DLH
Services, LLC
Session 303
Ms. Haas creates innovative and successful channel program and sales
solutions. She has developed and managed channel programs for
enterprise and cloud based products and services for SMB and industry
leaders, such as Intel Corp, as well as recruit and manage channel
partners throughout the US, Europe, India, Australia and Asia. Ms. Haas is
the author of The Channel Sales Guide, written for Virginia’s Center for
Innovative Technology, and a series of articles focused on
Vendor/Partner channel relationships for Strategic Alliance Magazine,
Channel Partners Online, and Business Solutions Magazine. She is the
team lead for ASAP’s Channel Initiative Task Force.
Mary Beth Hall
Director of Global IoT Product and
Development | Verizon
During her twenty plus career, she had a leading role in growing the
Northeast Area channel distribution. She led the alternative distribution
market, vertical marketing strategy and the core data products. As an
experienced product marketer, she managed Global and Push to Talk for
the Northeast Area. During her management, the Northeast Area was
number one in sales for Global and Push to Talk for Verizon Wireless.
After receiving her Master in Business from Fairleigh Dickinson
University, she worked in training and development for seven years. As a
training manager, she was influential in launching the e-learning tool for
employees.
Joseph Havrilla
Senior Vice President and Global Head of Business
Development & Licensing | Bayer Pharmaceuticals
Session 802
Alliance Program
Joseph Havrilla is Senior Vice President and Global Head of Business
Development & Licensing for Bayer Pharmaceuticals.
In this role Joe is responsible for building the pharmaceutical business
development organization responsible for identifying and executing
licensing opportunities, deal execution and activation, partner strategy
development, relationship management, and innovation of new
partnership structures. Key objectives are to identify and maintain a
pipeline of new partnership opportunities designed to drive revenue
and business expansion, and to maintain active relationships with key
partners to proactively address business issues and identify ways to
maximize value for both parties.
Prior to taking on this role he was Vice President & Global Head of
Alliance Management for Bayer HealthCare LLC.
Before moving to Bayer Healthcare Joe was Chief Technology and
Strategy Officer for MEDRAD, a medical device subsidiary of Bayer
Medical Care. His responsibilities included corporate research, innovation,
business development, strategic planning and Intellectual Property
management. As head of MEDRAD’s product development organization,
Joe’s leadership helped the company launch numerous pioneering new
products leading to a sustained 15 percent annual growth rate. He
personally holds over 20 United States and foreign patents.
Before joining MEDRAD, Joe held technical and engineering
management positions at Xerox, Inc., Rockwell International, Inc. and
Recognition Equipment Corporation. He received an MBA from Southern
Methodist University, Dallas, Texas and a B.S. in Electrical Engineering
from Carnegie Mellon University in Pittsburgh, Pa.
Session 501
Mary Beth Hall is the Director of Global IoT Product
and Development at Verizon with responsibility for developing new
products. In her recent role she manages the ThingSpace Platform, a web
portal that brings together tools for developers/customers to build, test
43
2/12/16
8:58 AM
Page 44
Conference Speakers
Earl Holland
Katherine Kendrick, CA-AM
President & CEO | Growth Strategy Consultants
LLC
Director Alliance Management | Elanco, Eli Lilly
and Company
Session 902
Session 804
Partner Selection with a Government
Contracting Twist
Navigating the Speed Bumps and Driving
Decisions: A Roadmap for Integrating
Acquired Alliances
Mr. Holland, Founder, President and CEO of Growth Strategy Consultants
LLC, has a strong background in corporate and government business
development and marketing and strategic alliance development. He has
held positions as a senior executive with fortune 1000 companies,
midsize companies and small businesses in the information technology
industry. He has in-depth knowledge of diversity and minority-preferred
vendor programs in the private and public sector as well as mentor
protégé programs.
Mr. Holland has presented at the 2013 Mid Atlantic Proposal Conference
and Expo “Strategic Alliance through Collaboration”, The 2013
Government Technology Services Coalition “Collaboration and
Succeeding in the Federal Market through Strategic Alliances”, The 2014
US Small Business Outreach Forum “How to Compete in the Federal
Market through Strategic Alliances”, M&T Bank Breakfast Seminar
“Collaboration through Strategic Alliances” (2014) and the 2015 National
HubZone Council Conference, “How to Collaborate and Succeed in the
Federal Market Using Strategic Alliance Best Practices.”
Jeff Hurley, CA-AM
Alliance Management Director | Eli Lilly and
Company
Session 103
Techniques
A long-time member of Lilly’s alliance management group, Jeff is
responsible for delivering value for several commercial alliances,
including partnerships with Sanofi, GSK, Kowa Company Ltd., United
Therapeutics, and Janssen Biotech. Jeff is also responsible for the
operational infrastructure in Lilly’s Office of Alliance Management.
Prior to his role in alliance management, Jeff held several leadership
roles in operations, sales, marketing, disease management, and new
product planning.
Jeff earned a bachelor’s degree in Government from Dartmouth College,
and an MBA from the University of Michigan.
Katherine Kendrick is Elanco’s Director of Alliance Management for
Research and Development managing the strategic alliance portfolio of
external innovation and mergers and acquisitions. Katherine joined
Elanco in 2015 and is leading the establishment of alliance management
capabilities within this rapidly growing division of Eli Lilly. As a member
of the Eli Lilly and Company Office of Alliance of Management, Katherine
ensured the delivery of Diabetes pharmaceutical and device
development partnerships and commercial relationships.
In addition to Katherine’s more than 15 years of pharmaceutical
experience and emerging market expertise her leadership in the animal
health space at Elanco is an exciting application of her B.S. in Biomedical
Science from Texas A&M University.
Stuart Kliman, CA-AM
Partner, Alliances Practice Leader | Vantage
Partners
Session 901
How to Win Through Partnering Today and
Tomorrow
Stuart Kliman is a founding partner of Vantage Partners LLC, and heads
up Vantage’s Alliance Practice Area. As such, he has worked to help
clients build and implement the processes, tools, skills and structures
necessary to more effectively manage key alliance relationships. In
addition to the alliance space, Mr. Kliman has also worked extensively
with organizations looking to engage in more value maximizing and
integrated ways with key suppliers and customers.
Mr. Kliman is a regular speaker and writer on issues of alliance and key
supplier relationship management.
LaVon Koerner
President and Chief Revenue Officer | Revenue
Storm
Session 801
Diagnose Internal Misalignment and FineTune Your Partnership’s Value Creation Engine
LaVon Koerner is a seasoned executive with nearly three decades of
international consulting experience in sales and marketing effectiveness.
He passionately believes that companies and people can tap systematic
disciplines and rigorous analysis to unleash profitable revenues and
professionalize the business of sales. In 2001, he co-founded Revenue
Storm to offer companies worldwide a suite of comprehensive, proven
tools and techniques for profitable revenue growth. LaVon has been
privileged to help many of today’s Fortune 500 companies achieve sales
excellence and is sincerely committed to bringing thought leadership
and support to the sales community.
44
2/12/16
8:58 AM
Page 45
Conference Speakers
J’Lein Liese, PhD
Partner | Equanimity Leadership Solutions, LLC
Session 601
Success
An international expert in leadership, strategy
execution, organizational transformation, change management, and
conflict resolution and works extensively throughout the United States,
Europe, Africa, and the Middle East. Recent global and U.S. corporate
clients include the Federal Bureau of Investigation (FBI), Helix Education,
Telefonica, Akzo Nobel, Unites States Department of State, Altera, White
Lion Tea Company, South Africa Police Service, and Robert W. Baird & Co.
A frequent keynote speaker, Dr. Liese has spoken for TEDx and several
United Nations conferences. Additionally, her work has been featured in
two documentaries, multiple publications, and university textbooks. She
is the developer of Lead with Conversations.
Tim Lowe
CEO | Partner Perspectives
Session 503
Modernizing the Framework for Alliance
Success
Management: A Practitioner’s Guide, and has written the official review
courses for both levels of the association’s certification exams. He also
serves as a faculty member for the American Management Association,
where he authored three courses on strategic alliances. His academic
research has been published in The International Journal of Strategic
Business Alliances, Management Decision, and The Journal of Applied
Management and Entrepreneurship, as well as various edited books.
John Maltby
Director, Group Strategy and Alliances | Control
Risks
Session 903
Executing in the Field: The Key to a
Sustainable Alliance
John Maltby joined Control Risks in March 2002, and is Director, Group
Strategy & Alliances. In this role, John works with Control Risks’ board
and Executive Committee to shape the development of the Control Risks
business as well as having oversight of Control Risks’ alliance
relationships. Foremost of these is the alliance with International SOS.
This strategic alliance is a major drive of the two partners to offer their
services together to the market in a unified and complementary way. It
also includes a joint venture company that they own and run together.
Tim Lowe is the principal owner of Partner Perspectives, a global
consulting corporation focused on helping companies devise a superior
channel strategy, differentiate partner programs, build winning partner
business value propositions and execute these initiatives more
effectively in field engagements. Tim has over 25 years of management
experience in identifying and executing core business strategies which
include channels as a fundamental element. He has senior executive
experience with extensive direct and channel sales management at
Apple, Compaq, InFocus, Plumtree, and Tech Data. In addition, he’s been
the general manager of $25M VAR/SI branch and principal owner of a
VAR for nine years.
Dave Luvison, CSAP, DBA
Affiliate Assistant Professor | Loyola University
Maryland
Session 102
CSAP Certification Exam Prep Workshop
Dave holds the rank of affiliate assistant professor at
the Loyola University Maryland and is a Fulbright Specialist. He earned
his doctorate of business administration from the H. Wayne Huizenga
School of Business and Entrepreneurship at Nova Southeastern
University.
His research and applied interests lie in the areas of inter – organizational
collaboration and strategic alliances. Prior to entering teaching, Dave
accumulated over 20 years of hands-on experience managing alliances,
building alliance programs and consulting to firms in the area of alliance
management. He holds a Certified Strategic Alliance Professional (CSAP)
level certification from The Association of Strategic Alliance Professionals
(ASAP), was one of the editors of The ASAP Handbook of Alliance
45
2/12/16
8:58 AM
Page 46
Conference Speakers
Mike Maturo
Pre-Sales Engineer | Relayware
of marketers responsible for developing and executing global marketing
messaging and strategy to build and sustain brand awareness for the
billion dollar NetWare software product family.
Session 904
Next Gen PRM
Mike Maturo, Relayware Pre-Sales Engineer, has
been a member of ASAP for the past year and is
currently the treasurer for the Tri-State Chapter. In his role at Relayware,
Maturo supports channel program managers by providing guidance
through rigorous RFPs, showcasing Relayware’s pace-setting PRM, and
assisting the sales team on technical issues. Armed with a computer
engineering and computer science degree from the University of
Southern California, Maturo has become intimately familiar with channel
managers’ most common needs and the best ways to measure return on
channel investment.
Jay McBain
CEO | ChannelEyes
Session 301
5 Future Channel Trends That You Need To Be
Planning For Today
Jay McBain is an accomplished speaker, author and
innovator in the IT industry. Named to the Top 40 Under Forty list by the
Business Review, Top 25 Newsmaker by CDN Magazine, Top 20 Global
Channel Visionary by ChannelPro, Top 50 Global Channel Influencer by
Penton, Top 100 Most Respected Thought Leader by Vertical Systems
Reseller Magazine, member of Global Power 150 by SMB Magazine, as
well as Top 250 Global Managed Services Executives by MSPmentor.
Laura holds an MBA from the David Eccles School of Business at the
University of Utah and a Bachelors of Business Administration from
Goizueta Business School of Emory University. Laura is a member of the
Association of Strategic Alliance Professionals (ASAP) is CA-AM and
CSAP certified.
Joan Meltzer, CSAP
Smarter Cities Go To Market Leader- IBM
Analytics | IBM Corporation
Session 501
Joan is responsible for leading the packaging, sales
and marketing of integrated Smarter Cities Solutions. She works with the
Smarter City Sales Leaders to deliver revenue and profit objectives for
key growth clients and markets as well as leads the initiatives with client
teams and partners to sell and deliver Smarter Cities Solutions. In this
role she has built the strategy and executed partnerships required to
deliver Smarter Cities Solutions to market. Prior to this Joan was the
Global Alliance Executive, Cloud and Smarter Cities Innovation Partner,
Global Alliance Solutions Sales and Distribution where she was
responsible for working with Senior Management to identify, develop
and close strategic alliances with companies focused on Cloud, Analytics
and Smarter Planet. Joan has also held multiple leadership roles across
IBM in Sales, Marketing and offering development.
Jay has spent his 21 year career in various executive sales, marketing and
strategy roles within IBM, Lenovo and Autotask. He is currently the CEO
of ChannelEyes, who are reinventing the way vendors communicate,
engage and enable their channel partners.
Joan Morales
Laura McCluer, CSAP
Joan Morales, Nutanix, Sr. Channel Marketing
Manager, is an expert at quantifying business
opportunities, identifying channel needs and delivering measurable
results that impact the bottom line. Delivering ROI and increased
revenue, Morales’ methodical planning and astute execution have driven
meaningful outcomes across both the marketing mix and the
organization as a whole to meet business needs.
Session 303
Laura’s extensive career spans roles in business
development, strategic alliances, ecosystem
creation, solution marketing and product management. Laura was most
recently director of global partnerships for ANCILE Solutions where she
led strategic business expansion through partnerships with global
software vendors that deliver exponential growth to ANCILE and its
partners. Laura’s focus while at ANCILE was to establish best practices
around business development and alliance management functions to
make successful partnering a core competency within ANCILE.
Sr. Channel Marketing Manager | Nutanix
Session 904
Next Gen PRM
Prior to ANCILE, Laura spent 15 years with CA Technologies, a multibillion dollar information technology management software company,
where she held several senior roles including vice president, Service
Provider Solutions Unit, and vice president, Cloud Community where she
held a Product management and business development role for the
business unit focused on cloud technologies. Before joining CA, Laura
was Manager of Platform Marketing for Novell where she directed a team
46
2/12/16
8:58 AM
Page 47
Conference Speakers
Michael Moser, CSAP
Alliances Network Collaboration Manager |
Dassault Systèmes
Session 504
Master a Portfolio of Tactics to Animate the
Partner Ecosystem
After a scientific education, Michael has 25 years’ experience in IT
manufacturing, project management, consulting services, and
marketing, working for large industry players such as HP, start-ups and as
a self-employed consultant. Michael’s current focus is on developing and
managing collaboration strategies within the global ecosystem of
technology alliances at Dassault Systèmes. Holistic solutions and access
to new emerging markets require a networked alliances approach
incorporating independent partners. Michael finds it most interesting to
discover how contributors can find synergy value and how they can work
together for mutual benefit.
Donna Peek, CSAP
as Hewlett Packard and Microsoft. After successfully launching Verizon’s
Partner Program in Western Europe, Karen continues to expand her
multiple disciplines and responsibilities to develop Verizon Partner
Programs in Asia Pacific , Latin America, and for the highly strategic
Systems Integrator Channel Segment. Karen has a Master’s of Business
Administration degree with an emphasis in Marketing from Loyola
University (with High Distinction), and earned her Bachelor’s Degree
from Penn State University (participating in a two semester exchange
program with Durham University, UK). Karen is Association of Strategic
Alliance Professionals (ASAP) certified, holds a leadership role in her DC
Chapter, and continues to offer relevant Strategic Alliance and Channel
presentations locally and during ASAP’s Annual Global Summits.
Subhojit Roye, CSAP
Principal, Strategic Alliances | Tradeshift
Session 602
Roundtables
Subhojit is Principal, Strategic Alliances at
Tradeshift, a company whose software platform and network of 500,000
suppliers is transforming how companies connect, interact and
collaborate with each other.
Director, Partner Enablement & Operations
Global Alliances & Channels | SAS
Session 503
Modernizing the Framework for Alliance
Success
Subhojit has spent over 20 years in alliances and business development
roles in startups as well as large global companies like Oracle, IGATE (now
Capgemini), Wipro and Infosys.
Session 803
From Publishing Content to Managing Performance – Selecting
the Right Tools for the Job
Subhojit is a BSME with an MBA, and is also a CSAP. He has been guest
lecturer at the Universities of Toronto and Pittsburgh and has spoken
twice at the ASAP Global Alliance Summit.
Donna Peek is Director, Global Partner Enablement & Operations at SAS,
where she has responsibility for the Partner Program, enablement
strategy and Program Operations. Donna is passionate about alliance
formation, management and strategy.
Philip Sack, CSAP
Donna has 32 years of experience in high tech, including 20 years
managing alliance partnerships. Donna started her career at IBM, and
managed alliance teams at Seer Technologies and several startups
before joining SAS in 2002.
Donna is a CSAP, Vice Chair of ASAP and sits on the Board of Directors,
and is a founding Board Member of the RTP/Carolinas ASAP chapter.
Follow her blog at http://peekalliance.blogspot.com
Karen Robinson, CSAP
Global Channel Strategy and Integration | Verizon
Enterprise Solutions
Session 303
Karen Robinson is a Strategic Marketing, Alliance, and Channel leader
responsible for successfully expanding and integrating Verizon’s Global
Channel Sales Programs.
Karen held leadership roles at Motorola, Sprint, and MCI. Her Alliance
success included integrating Verizon Global Solutions with partners such
President | ASAP Asia Collaborative Business
Community
Session 602
Roundtables
Philip has broad IT industry experience—Leadership, Business
transformation, Global Alliance and Partners, Sales and Business
development, and Support services roles, within organisations such as
Oracle Corporation, Siebel Systems, Sun Microsystems, Canon Computer
Systems, Harris Lanier, and Telstra. Philip has extensive experience
building successful ‘start-up’ business partner relationships and Strategic
alliances, and has received a variety of international IT Vendor and
Independent Industry awards.
Philip is President of the ASAP Asia Collaborative Business Community
which focuses on the evolvement of Collaborative business practices,
competencies, standards and professional Alliance management
certification. He is a member of the Australian Institute of Company
Directors and the Australian Institute of Management, and previously
Australian Information Industry Association’s CollabIT & Exporter
programs, and an Australian Graduate School of Management student
mentor. Philip holds an executive MBA, Bachelors degree in Business &
Computing, Associate Diploma of Engineering – Electronic Systems &
Computing, and is a Certified Strategic Alliance Professional.
47
2/12/16
8:58 AM
Page 48
Conference Speakers
Jodie L. Sasse
Saundra Schrock
Director, Strategy & Recruitment, Watson
Ecosystem | IBM Watson Group
Managing Partner | Equanimity Leadership
Solutions, LLC
Session 201
Session 601
ASAP Quick Take: What Watson is Teaching Us
About Creating a Partner Ecosystem
Success
Jodie Sasse is responsible for Strategy and Recruitment for the Watson
Ecosystem. She leads a global business development team in their
efforts to recruit Partners to participate in the Ecosystem and to ensure
that these Partners are successful in leveraging Watson’s cognitive
capabilities and bringing new disruptive applications to market.
In 2011, Saundra decided to retire from her role as Executive Vice
President of JP Morgan Chase where she successfully managed over
3000 bank branches and 30,000 employees to share her experiences
with other leaders.
Prior to Watson, Jodie created a leadership development program
focused on developing sales fundamentals, industry and buyer insight,
and solution expertise. The curriculum philosophy leveraged case
studies, team-based projects, and business rotations to reinforce
traditional classroom and e-learning methods. This program is now
leveraged as a core building block for millennial leadership development
within the Watson business.
Jodie has been with IBM for over 15 years and has held a variety of
leadership roles which has given her broad focus and knowledge into
the IBM portfolio and industries.
Prior to IBM Jodie worked in a finance capacity in at Allied Domecq and
Tucker Anthony. She has a BS in Finance / Economics from Syracuse
University and a MBA from Suffolk University.
After extensive studies in Mindfulness, Positive Psychology,
Neuroscience and Cognitive Behavior, she developed practices and tools
to assist people in effectively managing relationships and consequently,
the conversation.
Currently, Saundra is an Executive in Residence at the W.P. Carey School
of Business at Arizona State University and teaches a graduate course on
Mindful Leadership.
Saundra has a B.A. in psychology from Memphis State University and an
MBA from Arizona State University.
Brenda Schultz, CSAP, RN, MBA
Sr. Principal, Strategic Alliance Management |
Medtronic Inc., Neuromodulation
Session 404
Creating Value in the Connected Healthcare
Ecosystem
Brenda K. Schultz is responsible for managing a portfolio of
development and commercial global alliances focusing on strategic,
operational, and cultural alignment. Brenda joined Medtronic in 1990,
initially managing clinical research programs and then development
collaborations with biotechnology companies, including Neuro’s first
brain infusion programs for neurotrophic factors. She also lived and
worked in Lausanne, Switzerland for Medtronic Europe, focusing on
identifying new opportunities and implementing research programs for
the drug delivery business. Prior to joining Medtronic, Brenda worked at
teaching hospitals in Minneapolis, Boston, and Tampa, specializing in
surgical, neuro, and respiratory intensive care. Brenda received an M.B.A.
from the University of Minnesota and a B.A. in Nursing from St. Catherine
University in St. Paul, Minnesota. Brenda is licensed as a registered nurse,
certified as a strategic alliance professional (CSAP) by the ASAP, and has
been awarded patents for medical device design and decision
information.
Jeff Shuman, CSAP, PhD
Co-founder and Principal | The Rhythm of
Business
Professor of Management | Bentley University
Session 502
How to Play in the Partnering Everywhere
World
Jeff is an educator and trusted advisor to executives who are building,
48
2/12/16
8:58 AM
Page 49
Conference Speakers
leading, and managing alliances and partner networks. His mix of
operational, consulting, research and classroom experiences allow him
to blend the theoretical with the practical, providing useful, easily
implementable and repeatable advice.
At The Rhythm of Business he partners with global companies in
multiple industries to advance their alliance and collaboration
management capability. Consulting engagements focus on driving
results through enabling all functions of the business to work effectively
with their partners throughout the lifecycle. He works with senior
executive teams to shape partnering strategy, enable operational and
organization readiness, and implement overarching governance.
Partnering professionals benefit from his ability to quickly diagnose
underperforming alliances, and accelerate the path to profitability.
Customized education and training bring alliance and collaboration
skills to all who interact with partners.
Jeff has been a member of ASAP since 2002. Currently part of the ASAP’s
Strategy Team, he is actively involved on the teams that have developed the
Certificate of Achievement-Alliance Management (CA-AM) certification and
the CSAP certification.
She is President-Emeritus of the Midwest Chapter of the Association of
Strategic Alliance Professionals (ASAP) and a member of the Technical
Advisory Group for the ISO standard for Collaborative Business.
Previously Ann has held positions including ASAP Certification Program
Director ASAP and Vice President of Global Alliances for IBM-SPSS.
Steve Twait, CSAP
VP, Alliance and Integration Management |
AstraZeneca
Session 103
Techniques
Steve has responsibility to continue to shape AstraZeneca’s alliance and
integration management (AIM) strategy in line with more diverse and
varied externalisation deals and to further enhance AZ’s AIM capability.
Steve joined AZ in January 2015 from Eli Lilly and Company where he
was a founding member of Lilly’s Office of Alliance Management. Steve is
a well published author in Pharmaceutical Executive, PLG’s Business
Development & Licensing Journal, and Strategic Alliance Magazine and is a
board member of the Association of Strategic Alliance Professionals.
David Thompson, CA-AM
Chief Alliance Officer | Eli Lilly and Company
Session 103
Techniques
As the leader of Lilly’s alliance management group,
David is responsible for establishing and maintaining all major
development, commercial, and manufacturing partnerships. He also
oversees the integration of companies brought into Lilly via mergers and
acquisitions.
David has played a key role in many major alliances at Lilly, working with
Boehringer Ingelheim, Amylin, and Daiichi Sankyo. His involvement
begins during the due diligence process and continues throughout each
alliance’s lifecycle.
Prior to his role as chief alliance officer, David held leadership positions
in sales, marketing, market research, pricing, new product planning,
business development, and corporate strategy.
Ann Trampas, CSAP
Practice Lead | Phoenix Consulting Group
Session 101
CA-AM Certification Exam Prep Workshop
Ann E Trampas, CSAP, is the Professional
Development Practice Lead for Phoenix Consulting
and Lecturer at the University of Illinois – Chicago (UIC). As Practice Lead
she works with clients developing and delivering skills mastery classes in
collaborative relationship management and consulting in optimizing
their strategic alliances. At UIC she teaches Marketing, Sales
Management, Business Strategy, Channels of Distribution and
eCommerce and advises the American Marketing Association Collegiate
Chapter.
49
2/12/16
8:58 AM
Page 50
Conference Speakers
Lawrence M. Walsh
Stuart Wasilowski
Chief Analyst & CEO | The 2112 Group
Channel Manager - Higher Education & Public
Sector | Cornerstone OnDemand
Session 201
ASAP Quick Take: Seeing Around Corners is a
Masterful Move on the Partnering Chessboard
Session 302
The Channel Panel
Larry Walsh is CEO and chief analyst of The 2112 Group, a business
strategy firm focused on improving the performance of technology
companies’ direct and indirect channels. Mr. Walsh specializes in the
development and execution of channel programs, disruptive sales
models, and growth strategies for companies of all sizes, from start-ups
to Fortune 500 organizations. A seasoned journalist, analyst, author,
industry commentator, and founder of Channelnomics, Walsh previously
served as editor of Information Security, VARBusiness, and Ziff Davis
Enterprise’s Channel Insider and Baseline Magazine. Follow him on
Twitter @lmwalsh2112.
Sally Wang
VP Global Alliances and Partnerships |
International SOS
Session 903
Executing in the Field: The Key to a
Sustainable Alliance
Session 304
Partner Enablement: Driving Sales and
Building Pipeline
Stuart Wasilowski has more than 25 years of experience in business,
finance, higher education, public administration and community
development. He is currently in the role of Channel Manager serving the
public sector at Cornerstone. Over the last three years, he has been part
of the public sector team that has driving more than $20 million in new
business and adding more than 1.0 million new software users, through
partners, for Cornerstone.
Cornerstone is an industry leading, talent management software
company, based in Los Angeles. Founded in 1999, the unified talent
solution is currently deployed in 43 languages, serving more than 22
million users in 191 countries.
Wasilowski holds a post-graduate certificate from the Graduate School of
Education at Harvard University, Cambridge, MA. Wasilowski earned an
MBA from the Keller Graduate School of Management in Chicago, IL and
holds a BA from Augsburg College in Minneapolis, MN. He has
completed leadership and customer service training from the Disney
Institute and numerous local and regional leadership programs.
Norma Watenpaugh, CSAP
Sally Wang joined International SOS in 1998, and is Vice President, Global
Alliances and Partnerships. Sally works closely with various business
units globally and focuses on joint ventures and other critical business
partnerships to help International SOS expand its capability and global
footprint while meeting the changing needs of its clients that span from
Fortune 500 companies to NGOs and scholastic sectors.
Founding Principal | Phoenix Consulting Group
Specifically, Sally is instrumental with the Control Risks Alliance since its
inception in 2008. This successful venture brings together two separate
companies that together formed a special business unit to deliver best in
class travel security services. In addition, the two independent
companies work closely together to deliver value to clients to help them
achieve their business goals in global markets.
Session 203
Session 803
From Publishing Content to Managing
Performance – Selecting the Right Tools
for the Job
Norma Watenpaugh is the founding principal and CEO of Phoenix
Consulting Group (www.phoenixcg.com) which provides partnering and
collaboration consulting services with expertise in partnering strategy,
multi-channel and alliance management, and ecosystem development.
Prominent clients include Amazon.com, Adobe Systems, Cisco Systems,
Dupont, PayPal, Microsoft, SAP, and Xerox.
Norma has taught alliance seminars for Duke Corporate Education, the
Reuters Foundation, Digital Vision Fellowship Program at Stanford
University, San Jose State University Professional Development, the
American Management Association, and is a frequently requested guest
lecturer and speaker at industry events.
Norma has been a Board member of the Association of Strategic Alliance
Professionals since 2003 and former Best Practices Committee Chair. She
has led the organization in developing the CA-AM and CSAP professional
credentials and in revitalizing the ASAP Handbook of Alliance
Management: A Practitioner’s Guide. She currently leads the US
delegation to the ISO standards committee for Collaborative Business
Relationship Management.
50
2/12/16
8:59 AM
Page 51
Conference Speakers
Marcus Wilson, PharmD
President & Co-Founder | HealthCore, Inc.
Andrew Yeomans, CSAP,
M.R.Pharm.S, MBA
Session 201
Director - Alliance Management | Merck-Serono
ASAP Quick Take: The Alliance Professional as
Intrapreneur
Session 602
Session 403
It Takes an Ecosystem to Improve the Quality and Affordability of
Healthcare
Marcus Wilson is President of HealthCore, Anthem’s wholly-owned
outcomes research subsidiary. HealthCore utilizes Anthem’s rich data
and extensive provider network to meet the evidence development
needs of a broad array of healthcare stakeholders including Anthem,
State and Federal agencies and the Life Sciences industry. He has been
extensively involved in efforts to utilize electronic healthcare data
environments to accelerate healthcare evidence development and to
facilitate clinical decision support for more than 20 years. Prior to cofounding HealthCore in 1996, Dr Wilson spent seven years within an
integrated delivery system owned by BCBS of Delaware where he
oversaw the physician and patient clinical decision support, pharmacy
policy and clinical trials programs.
Roundtables
Director of Alliance Management at Merck-Serono, based since 2012 in
Germany and he has been actively involved in leading several key China
alliances for his company. He has over 22 years experience in the
Pharmaceutical Industry. His early career was within Corporate Sales and
Marketing Leadership positions, focusing on Asia and North America,
which evolved into Global Alliance Management 10 years ago. Andrew
currently manages up to 34 alliances, with a particular focus on
Commercial and Development Alliances. He is active within ASAP as a
Certified Strategic Alliance Professional and has been a member of
several Regional Chapters. Andrew is a Registered Pharmacist in the UK
and has an MBA from Henley Business School.
Dr. Wilson serves as chair of the Innovations in Medical Evidence
Development (IMEDS) Steering Committee, Reagan-Udall Foundation for
the FDA, is chair of the Research Committee for the Academy of
Managed Care Pharmacy (AMCP) & the AMCP Foundation, is a member
of the FDA Mini-Sentinel Program’s Project Operations Council, the
Brookings Active Safety Surveillance Council, the eHealth Initiative Board
of Directors, the Dean’s Roundtable, College of Science, Virginia Tech and
the Board of Visitors for the Mayes College of Healthcare Business &
Policy at the University of Sciences in Philadelphia. He is a past member
of the Board of Directors for the International Society of
Pharmacoeconomics and Outcomes Research (ISPOR) and is a reviewer
for multiple journals.
Dr. Wilson received his Bachelor of Science in Biochemistry from Virginia
Tech and his Doctor of Pharmacy degree from the Medical College of
Virginia. He completed a residency in Family Medicine at the Medical
University of South Carolina prior to joining the faculty at the
Philadelphia College of Pharmacy where he taught didactic and
experiential courses in therapeutics and clinical decision support. His
experiential site within the HMO of Delaware eventually served as the
foundational assets for HealthCore. HealthCore was eventually acquired
by WellPoint in 2003 just prior to the WellPoint-Anthem merger.
51
2/12/16
8:59 AM
Page 52
Hotel Floor Plan
52
2/12/16
8:59 AM
Page 53
Hotel Floor Plan
53
2/12/16
8:59 AM
Page 54
Call for Topics
We Want To Hear From You!
Got an alliance success story and lessons learned to share?
Ready to share your innovative practices for partnering success?
Eager to discuss the forces shaping the future of BioPharma and their impact on partnering?
ASAP’s BioPharma Conference will be here before we know it—September 7-9, 2016 in Boston, MA,
USA—and work is already underway to create a world-class professional development and community
building event!
Whether you’re a seasoned presenter or a first-timer, consider submitting a proposal to lead a session
on a topic that you’re passionate about! ASAP’s “Call for Topics” online submission site will be open
March 8. Look for an announcement with the BioPharma Conference theme to come in late March.
We’d also like to know what YOU want at YOUR conference. Please send a quick email to Ann
Johnson, ASAP’s Content Manager ([email protected]) offering your thoughts on two
questions:
1. What are the most urgent issues facing BioPharma alliance professionals today?
2. Who are the thought leaders and executives that you’d like to hear from?
Thanks for helping to make ASAP’s 2016 BioPharma Conference strong, relevant, timely and
meaningful. We look forward to seeing you in Boston this September 7-9!
2/12/16
8:59 AM
Page 55
Upcoming
Event
2/12/16
8:59 AM
Page 56
Events
2016 ASAP BioPharma
Conference
September 7 – 9, 2016
Boston, Massachusetts, USA
TM
ASAP European
Alliance Summit
November 2 – 3, 2016
United Kingdom
2017 ASAP Global
Alliance Summit
February 28 – March 2, 2017
San Diego, California, USA
www.strategic-alliances.org
Please check the website for the most up to date information.

2016 Global Alliance Summit - Association of Strategic Alliance

Transcription

Similar documents

Alliance Aluminum Extrusions

May 2011 - Village of Alliance

Winter 2015 - Alliance for Animals and the Environment

I`m helping to end MS by participating in the 2016 Jayman BUILT MS

The Board of Directors of Qatar Fuel (WOQOD) is pleased to invite

5 `S` Training Program at ABV-IIITM, Gwalior on 21.07.2016

Page 10 - Alliance Times

2006 Annual Report - America`s Promise

Eight Hannity Freedom Concerts Inspire and Honor