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2016Global Alliance Summit

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Platinum Sponsor

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn www.facebook.com/#!/ASAPGlobal

Gold Sponsors Silver Sponsor

Lunch Sponsor

Onsite Program

March 1 – 4, 2016 Washington, D.C.Gaylord National Resort & Convention Center | National Harbor, Maryland

2016 onsite program v5.qxd 2/12/16 8:57 AM

2 Updates at www.asapweb.org/summit � March 1 – 4, 2016 � National Harbor, Maryland, USA

Table of ContentsWelcome 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


3@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal

Welcome to the 2016 ASAP Global Alliance Summit

Christine Carberry, CSAP

Chairman, ASAPSVP, Quality, Technical Operations,Program & Alliance Management,

FORUM Pharmaceuticals

Michael Leonetti, CSAP

President & CEOAssociation of StrategicAlliance Professionals

On behalf of the Board of Directors and staff of the Association of Strategic Alliance Professionals, welcome to our 2016 Global AllianceSummit. We invite you to take the next three days to learn, engage, and experience the best the profession has to offer! We invite you tofully participate in this highly interactive experience where the learning comes as much from those assembled as from the many top-flight speakers and discussion leaders. Connect with your peers, partners, and industry executives to learn how others are confrontingthe challenges and opportunities of collaborating with new partners, new models—and realizing new sources of value. The brave newworld 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 puttingtogether this stellar program. We also thank our speakers for sharing their expertise and experience. Most importantly, we thank allparticipants 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, alliancemanagement 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 thoughtleaders, 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 topartner 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 thebiggest 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 companiesand executives behind the previous year’s most successful alliance initiatives are handed out at the annual Alliance Excellence AwardsRecognition 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 otherpractitioners, their success, and their challenges—in your industry and others. Discover new models for partnering and businesscollaboration—and how to build world-class capabilities at the core of your organization.

Only at the 2016 ASAP Global Alliance Summit.

Sincerely,



ASAP Executive Management CommitteeChairman

� Christine Carberry, CSAP | SVP Quality, Technical Operations; Program & Alliance Management | FORUMPharmaceuticals

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 CommitteePrograms Committee:

� Chairman: Jan Twombly, CSAP | President | The Rhythm of Business

� Vice Chairman: Annlouise Goodermuth, CSAP | Senior Director, Alliance Management, Strategy, Science Policy andExternal 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



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



Time Session Code | Session Title Speaker Location

7:00 a.m. – 6:00 p.m. Conference Registration Cherry Blossom Lobby

8:00 a.m. – 2:00 p.m. Session 101 | CA-AM Certification Exam � Ann Trampas, CSAP | Phoenix Consulting Group Magnolia 1Prep Workshop

Session 102 | CSAP Certification Exam Prep � Dave Luvison, CSAP, DBA | Loyola University Magnolia 3Workshop Maryland

Session 103 | Alliance Management Workshop: � Jeff Hurley, CA-AM | Eli Lilly and Company National Harbor 12Tools and Techniques � David Thompson, CA-AM | Eli Lilly and Company

� Steve Twait, CSAP | AstraZeneca

Session 104 | Designing a Partnership that � Candido Arreche, CA-AM | Xerox Worldwide National Harbor 13Works: Onboarding Your Partner 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) Cherry Blossom Lobby

1:20 p.m. – 2:50 p.m. Leadership Forum (Invitation Only) National Harbor 10

3:00 p.m. – 3:45 p.m. Welcome Meet-up Cherry Blossom Lobby

4:00 p.m. – 4:30 p.m. Conference Opener � Michael Leonetti, CSAP | ASAP Cherry Blossom Ballroom� Christine Carberry, CSAP | FORUM

Pharmaceuticals

4:30 p.m. – 5:15 p.m Session 105 | Conference Keynote — Partnering: � Jonathan Ballon | Intel Cherry Blossom BallroomThe Connective Tissue of the Internet of Things

5:15 p.m. – 6:00 p.m. Session 106 | 2016 Alliance Excellence � Christopher DelGiudice, CA-AM | Becton Cherry Blossom BallroomAwards Ceremony Dickinson & Company

� Annlouise Goodermuth, CSAP | Sanofi� Michael Leonetti, CSAP | ASAP� Becky Lockwood, CSAP | RSL Associates

6:00 p.m. – 7:00 p.m. Welcome Reception Cherry Blossom Lobby

Agenda—Tuesday, March 1, 2016

Agenda—Wednesday, March 2, 2016Time Session Code | Session Title Speaker Location

6:30 a.m. – 7:15 a.m. Potomac River Walk (weather permitting) Meet in the Cherry Blossom Lobby

7:00 a.m. – 6:00 p.m. Conference Registration Cherry Blossom Lobby

7:00 a.m. – 6:00 p.m. Speaker Ready Room Magnolia 3

7:00 a.m. – 8:15 a.m. Networking Breakfast & Chapter Tables Cherry Blossom Lobby



8:00 a.m. – 5:00 p.m. Alliance Management Resource Center (AMRC) Cherry Blossom Lobby

8:15 a.m. – 9:45 a.m. Session 201 | ASAP Quick Takes Plenary: Moderators: Cherry Blossom Ballroom Partnering Everywhere: Expert Leadership � Christine Carberry, CSAP | FORUM Pharmaceuticalsfor the Ecosystem � Jan Twombly, CSAP | The Rhythm of Business

#1: What Watson is Teaching Us About Building � Jodie L. Sasse | IBM Watson Groupa Partner Ecosystem

#2: The Alliance Professional as Intrapreneur � Marcus Wilson, PharmD | HealthCore, Inc.

#3: Creating Partnering Opportunities through � John Bell, PhD | Johnson & Johnson ConsumerOpen Innovation Health

#4: Seeing Around Corners is a Masterful Move � Lawrence M. Walsh | The 2112 Groupon the Partnering Chessboard

9:45 a.m. – 10:15 a.m. Networking Break Cherry Blossom Lobby

10:15 a.m. – 11:15 a.m. Session 202 | ASAP Quick Take Roundtables Cherry Blossom BallroomNational Harbor 10/11 National Harbor 12/13

11:30 a.m. – 12:15 p.m. Session 203 | Meet the 2016 ASAP Alliance Co-Moderators: Cherry Blossom BallroomExcellence Award Winners � Anthony DeSpirito, CSAP | Schneider Electric

� Norma Watenpaugh, CSAP | Phoenix Consulting Group

12:15 p.m. – 1:30 p.m. Networking Lunch | sponsored by JDA Cherry Blossom Lobby

1:30 p.m. – 2:15 p.m. Session 301 | Five Future Channel Trends � Jay McBain | ChannelEyes National Harbor 12/13That You Need To Be Planning For Today

Session 401 | Building Commitment, � John Bell, PhD | Johnson & Johnson Consumer Cherry Blossom BallroomCompetencies and Connections in a Health Distributed Partnering Capability

Session 501 | Capturing the Value of the � Anthony DeSpirito, CSAP | Schneider Electric National Harbor 10/11Internet of Things � Mary Beth Hall | Verizon

� Joan Meltzer, CSAP | IBM Corporation

2:30 p.m. – 3:15 p.m. Session 302 | The Channel Panel Moderator: National Harbor 12/13� Lawrence M. Walsh | The 2112 GroupPanelists:

� Erna Arnesen, CSAP � Sheryl Chamberlain | Capgemini Group� Jay Coblentz | Verizon Enterprise Solutions

Session 402 | Re-Engineer, Re-Use and � Christine Colvis, PhD | National Center for Cherry Blossom BallroomCapture New Value through Innovative Advancing Translational SciencesPublic-Private Partnerships � Julia Gershkovich | Sanofi

Session 502 | How to Play in the � Fred Azar, CA-AM, PhD | Philips HealthTech National Harbor 10/11Partnering Everywhere World � Jeff Shuman, CSAP, PhD | The Rhythm of

Business | Bentley University


Agenda—Wednesday, March 2, 2016 (continued)




3:15 p.m. – 3:45 p.m. Networking Break Cherry Blossom Lobby/ National Harbor Hall

3:45 p.m. – 4:30 p.m. Session 303 | Actions Speak Louder Than Moderator: National Harbor 12/13Words: Becoming a Trusted Advisor to your � Dede Haas, CA-AM | DLH Services, LLCChannel Partners Panelists:

� Don Britton | Network Alliance� Laura McCluer, CSAP� Karen Robinson, CSAP | Verizon Enterprise Solutions

Session 403 | It Takes an Ecosystem to Improve � Marcus Wilson, PharmD | HealthCore, Inc. Cherry Blossom Ballroomthe Quality and Affordability of Healthcare

Session 503 | Not Your Grandfather’s Partner � Tim Lowe | Partner Perspectives National Harbor 10/11Program: Modernizing the Framework for � Donna Peek, CSAP | SASAlliance Success

4:45 p.m. – 5:30 p.m. Session 304 | Partner Enablement: Driving � Stuart Wasilowski | Cornerstone OnDemand National Harbor 12/13Sales and Building Pipeline

Session 404 | Creating Value in the � Colette Goderstad | Medtronic Cherry Blossom BallroomConnected Healthcare Ecosystem � Brenda Schultz, CSAP, RN, MBA |

Medtronic Inc., Neuromodulation

Session 504 | Master a Portfolio of Tactics to � Michael Moser, CSAP | Dassault Systèmes National Harbor 10/11Animate the Partner Ecosystem

5:30 p.m. – 6:30 p.m. Networking Reception Cherry Blossom Lobby

Agenda—Wednesday, March 2, 2016 (continued)


7:00 a.m. – 6:00 p.m. Information Desk Cherry Blossom Lobby

7:00 a.m. – 6:00 p.m. Speaker Ready Room Magnolia 3

7:00 a.m. – 8:15 a.m. Networking Breakfast Cherry Blossom Lobby

8:00 a.m. – 5:00 p.m. Alliance Management Resource Center (AMRC) Cherry Blossom Lobby

8:15 a.m. – 10:15 a.m. Session 601 | Leading Critical Conversations � Carole Eisner | Equanimity Leadership National Harbor 10/11for Alliance Success Solutions, LLC

� J’Lein Liese, PhD | Equanimity Leadership Solution, LLC� Saundra Schrock | Equanimity Leadership

Solutions, LLC

Session 602 | Alliances around the Facilitator: Cherry Blossom BallroomWorld: Cultural Roundtables � Philip Sack, CSAP | ASAP Asia Collaborative

Business CommunityCo-Presenters:

� Guarino Gentil Jr., CA-AM | Merck-Serono� Subhojit Roye, CSAP | Tradeshift� Andrew Yeomans, CSAP, M.R.Pharm.S, MBA |

Merck-Serono

Agenda—Thursday, March 3, 2016



Agenda—Thursday, March 3, 2016 (continued)


10:15 a.m. – 10:45 a.m. Networking Break Cherry Blossom Lobby

10:45 a.m. – 11:30 a.m. Session 701 | Leveraging Differences: Moderator: Cherry Blossom BallroomCreating Commercial and Societal Outcomes � Ben Gomes-Casseres, CSAP | Brandeisin Cross-Sector Networks University | Alliance Strategy Consulting

Panelists:

� Kolleen Bouchane | Global Business Coalition for Education� Rubén García-Santos, CSAP | NovoNordisk

Haemophilia Foundation

11:30 a.m. – 12:45 p.m. Networking Lunch | sponsored by JDA Cherry Blossom Lobby

1:00 p.m. – 1:40 p.m. Session 801 | Diagnose Internal Misalignment � LaVon Koerner | Revenue Storm National Harbor 10/11and Fine-Tune Your Partnership’s Value

Creation Engine

Session 901 | How to Win Through Partnering � Stuart Kliman, CA-AM | Vantage Partners National Harbor 12/13Today and Tomorrow

1:50 p.m. – 2:30 p.m. Session 802 | People, Process, Culture: � Gerald Dehkes, CSAP | Booz Allen Hamilton National Harbor 10/11Building a Winning Alliance Program � David Erlenborn, CSAP | KPMG

� Joseph Havrilla | Bayer Pharmaceuticals

Session 902 | Partner Selection with a � Jeffrey L. Cummings, CSAP, PhD | Loyola National Harbor 12/13Government Contracting Twist University Maryland

� Pamela Duchars, CA-AM, PMP | Emergent BioSolutions� Earl Holland | Growth Strategy Consultants LLC

2:40 p.m. – 3:20 p.m. Session 803 | From Publishing Content to � Erna Arnesen, CSAP National Harbor 10/11Managing Performance – Selecting the Right � Donna Peek, CSAP | SASTools for the Job � Norma Watenpaugh, CSAP | Phoenix

Consulting Group

Session 903 | Executing in the Field: � John Maltby | Control Risks National Harbor 12/13The Key to a Sustainable Alliance � Sally Wang | International SOS

3:20 p.m. – 3:40 p.m. Networking Break National Harbor Hall

3:40 p.m. – 4:20 p.m. Session 804 | Navigating the Speed Bumps � Katherine Kendrick, CA-AM | Elanco, Eli Lilly National Harbor 10/11and Driving Decisions: A Roadmap for and Company Integrating Acquired Alliances

Session 904 | Next Gen PRM � Mike Maturo | Relayware National Harbor 12/13� Joan Morales | Nutanix

4:30 p.m. – 5:10 p.m. Session 805 | Going Global: When the Whole � John-Marc Clark, CA-AM | Citrix Systems, Inc. National Harbor 10/11is Greater than the Sum of the Parts

Session 905 | Implementing a Metrics Program � Dennis Chapman Sr. | The Chapman Group National Harbor 12/13that Promotes Accountability and Drives Results

5:15 p.m. – 5:30 p.m. Conference Close/Final Remarks National Harbor 10/11

6:00 p.m. – 7:30 p.m. Networking Celebration Pienza



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.

MARCH 1 – 4, 2016NATIONAL HARBOR, MARYLAND

Lunch SponsorSilver Sponsor

Platinum Sponsor

Gold Sponsors

The Chapman Group (TCG) helps organizations to identify and solve sales and accountmanagement 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 moreknowledgeable, effective, collaborative, and ultimately, more successful.

For the alliance and partnership community TCG has developed a specific solution called Business Outcome Planning thatintegrates leading alliance/partnership management best practices with key performance measurements that drive acollaborative 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 visitus on the web at www.Ch0HQ.com

Innovate customer experience. Accelerate growth—with the right partners, business models, andecosystem orchestration. Tame complexity and risk of partnering with strategy, governance, andcapability. When you Partner By Design™ with The Rhythm of Business, you bring your executivesuite The Power to Partner Everywhere. You embed partnering mindset, skillset, and toolsetthroughout 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 myriadforms of value to achieve your objectives in the ecosystem. Take your partnering and management capabilities to newheights with The Rhythm of Business. Learn more at rhythmofbusiness.com and on Twitter @RhythmofBiz.

Thank You to our Sponsors!

Vantage Partners is the world’s leader in helping companies achieve breakthrough business results by transforming theway they negotiate, and manage relationships with, key business partners. With a direct heritage from the HarvardNegotiation 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 anddirect support services-both launching new alliances and intervening in and enhancing those alliances that are failing toachieve all that they might.

To learn more about Vantage Partners or to access our online library of research and white papers, please visitwww.vantagepartners.com

Keynote Summary Sponsor



ASAP Executive, Management & Advisory Board of Directors Erna Arnesen, CSAP*

Senior Alliance Executive

John Barry

Head, Vendor Strategy and Relationship ManagementMerck & Co

Nancy Breiman, CSAP

Manager, Innovation Solutions & Business DevelopmentIBM Corporation

Russ Buchanan, CSAP*

Head of Corporate AlliancesXerox Corporation

Christine Carberry, CSAP*

SVP, Quality, Technical Operations, Program & AllianceManagement


Anthony DeSpirito, CSAP

Managing Director – Strategic AccountsSchneider Electric

Samm DiStasio, CA-AM

Vice President, Global Software AlliancesCitrix Systems, Inc.

Andy Eibling, CSAP

Vice President, Alliance ManagementCovance

David Erlenborn, CSAP

Director of Alliance Strategy and OperationsKPMG

Frank Grams, PhD

Vice President, Head Alliance Management & TransactionsSanofi R&D

Nancy Griffin, CA-AM

VP, Strategic AlliancesNovartis Pharmaceuticals Corporation

Joseph Havrilla

Senior Vice President and Global Head of Business Development & Licensing

Bayer Pharmaceuticals

Terry Herring

President Commercial OperationsMission Pharmacal

Andy Hull

Vice President, Global Alliance ManagementTakeda Pharmaceuticals

Kerri Lampard, CSAP

Director, Global Technology and Software AlliancesCisco Systems, Inc.

Pete Leuzzi

Managing Director, Global ChannelsVerizon

Charlie Li

Senior Vice President- Head of Global Channels and AlliancesCapgemini

Becky Lockwood, CSAP*

PrincipalRSL Associates

Ron Long

CTO Global AlliancesNetApp

Brooke Paige, CSAP*

Staff Vice President, Strategic Initiatives and Chief of StaffHealthCore

Donna Peek, CSAP*

Director, Partner Enablement & Operations Global Alliances & ChannelsSAS

Sean Phelan

Executive Director, Global Strategic AlliancesDell, Inc.

Robert Porter Lynch, CA-AM

PresidentThe Warren Company

R. Lynn Richard, CSAP*

Director, Strategic AlliancesGE Healthcare IT

Mary Jo Struttmann, CA-AM

Executive Director, Alliance Management Astellas

Judy Swilley, PhD

Executive Vice President and General ManagerGlobal Clinical Operations and Alliance ManagementINC Research

David Thompson, CA-AM*

Chief Alliance OfficerEli Lilly and Company

Steve Twait, CSAP*

VP, Alliance and Integration Management (AIM)AstraZeneca

Jan Twombly, CSAP*

PresidentThe Rhythm of Business

Cindy Warren

Vice President Alliance ManagementJanssen Global Services

Norma Watenpaugh, CSAP

PrincipalPhoenix Consulting Group

Sheila Westmoreland, PMP

Sr. Director, Alliance Project LeaderAbbVie

Renqing Zhang

VP, Corporate Partner and Alliances Group Huawei Technology, Ltd.

* Executive / Management Board


As global members, we now have access to various ASAP tools for our allianceprofessionals 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 HullVice President, Alliance Management

Takeda Pharmaceuticals

tinyurl.com/ASAPLinkedIn www.facebook.com/#!/ASAPGlobal @asap_Global

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.

Communityis not a Short-Term Endeavor…It’s a Long-Term

InvestmentOur 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.



ASAP Corporate Members The 2112 Group

Alliancesphere, LLC

Amgen, Inc.

Baxalta US Inc

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

Enbridge Pipelines Inc.

Equifax

F. Hoffmann-La Roche Ltd

Florida Hospital Strategic Venture Group


GlaxoSmithKline (GSK)

Grunenthal Ltd.

Halozyme Therapeutics, Inc.

HealthCore

Illumina, Inc.

Ipsen

JDA Software

Mead Johnson Nutrition

National Grid

National Instruments

Panduit

Pfizer

Polycom, Inc.

PricewaterhouseCoopers

PwC UK

Qlik

Quintiles

Relayware

Revenue Storm

The Rhythm of Business

Ricoh Americas Corporation

Royal Philips Electronics

Servier

Telstra

Teva Pharmaceuticals

Thomson Reuters Elite

Vantage Partners

Vetoquinol

Zealand Pharma



Overview of Sessions

Cherry Blossom Ballroom Session 201

ASAP Quick Takes Plenary:

Partnering Everywhere: Expert Leadershipfor the Ecosystem

Cherry Blossom BallroomSession 105

Conference Keynote:

Partnering: The Connective Tissue of the Internet of Things


2016 Alliance Excellence Awards Ceremony

4:30 p.m. - 5:15 p.m. 5:15 p.m. - 6:00 p.m.

Track 100: Conference Keynote/Alliance Excellence Awards

Cherry Blossom Ballroom, National Harbor10/11, and National Harbor 12/13Session 202

ASAP Quick Take Roundtables


Meet the 2016 Alliance Excellence AwardWinners

8:15 a.m. - 9:45 a.m. 10:15 a.m. - 11:15 a.m. 11:30 a.m. - 12:15 a.m.

Wednesday, March 2, 2016 | Morning Sessions

Track 200: Conference Plenary

National Harbor 12/13Session 301

Five Future Channel TrendsThat You Need To Be PlanningFor Today


The Channel Panel


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


Partner Enablement: DrivingSales and Building Pipeline

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.

Wednesday, March 2, 2016 | Afternoon Sessions

Track 300: Innovating the IT Channel


Building Commitment,Competencies andConnections in a DistributedPartnering Capability


Re-Engineer, Re-Use and CaptureNew Value through InnovativePublic-Private Partnerships


It Takes an Ecosystem to Improvethe Quality and Affordability ofHealthcare


Creating Value in the ConnectedHealthcare Ecosystem

Track 400: Expertise for the Lifesciences Partnering Ecosystem


How to Play in the PartneringEverywhere World


Not Your Grandfather’s PartnerProgram: Modernizing theFramework for Alliance Success

Track 500: Driving Revenue in a Partnering Everywhere World


Capturing the Value of theInternet of Things

Tuesday, March 1, 2016


Master a Portfolio of Tactics toAnimate the Partner Ecosystem



Overview of Sessions


Diagnose InternalMisalignment and Fine-Tune Your Partnership’sValue Creation Engine


People, Process, Culture:Building a WinningAlliance Program

1:00 p.m. - 1:40 p.m. 1:50 p.m. - 2:30 p.m. 2:40 p.m. - 3:20 p.m.


How to Win ThroughPartnering Today andTomorrow


Partner Selection with aGovernment ContractingTwist

Track 900: Winning Through Successful Execution


From Publishing Content to ManagingPerformance – Selectingthe Right Tools for the Job


Executing in the Field:The Key to a SustainableAlliance


Leading Critical Conversations for AllianceSuccess


Alliances around the World: CulturalRoundtables


Leveraging Differences: CreatingCommercial and Societal Outcomes inCross-Sector Networks

8:15 a.m. - 10:15 a.m. 8:15 a.m. - 10:15 a.m. 10:45 a.m. - 11:30 a.m.

Thursday, March 3, 2016 | Morning Sessions

Track 600: Skill Building Workshops | Track 700: Conference Plenary

Thursday, March 3, 2016 | Afternoon Sessions

Track 800: Creating Scale

3:40 p.m. - 4:20 p.m.


Navigating the SpeedBumps and DrivingDecisions: A Roadmap for Integrating AcquiredAlliances


Next Gen PRM

4:30 p.m. - 5:10 p.m.


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


Implementing a MetricsProgram that PromotesAccountability andDrives Results



Pre-Conference Professional Development WorkshopsTuesday, March 1, 2016

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 | PhoenixConsulting Group

Do you want to validate and strengthen your alliance managementexpertise? Increase your alliance IQ and plan to attend this workshop asit explores and reinforces key alliance concepts that are covered in theCA-AM exam.

The knowledge exchange in this interactive professional developmentworkshop will be strengthened by robust group discussion and casescenario analyses. The workshop will provide access to models, tools, andproven best practices that can be rapidly applied into your dailyactivities creating operating efficiencies that aim to improve results. Thiscourse 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.” Alsoincluded in the workshop fee is the online exam. The CA-AM prepworkshop is a requirement for becoming certified.

“CA-AM training and certification provides a common languageand a common set of processes and tools.” — Mary Jo Struttmann,CA-AM, Astellas

CSAP (Certified Strategic Alliance Professional)

Certification Exam Prep Workshop

Session 102

8:00 a.m. – 2:00 p.m. | Magnolia 3

Facilitator: Dave Luvison, CSAP, DBA | Affiliate Assistant

Professor | Loyola University Maryland

Are you ready to take your career to the next level through CSAPcertification? Position yourself as an expert in your field by attending thisworkshop to advance your knowledge and skills not just as an alliancemanagement professional but as an alliance leader.

Led by Dave Luvison, an experienced CSAP-certified member and one ofthe lead curriculum developers, the workshop will go beyond

knowledge-building to include vigorous discussion about key seniorleadership attributes such as alliance management judgment. Modulesbegin with a brief case scenario designed to spark conversation aroundkey alliance management themes, reviews related concepts, andconcludes with a summary of key takeaways.

This course will address the following areas which are covered in theCSAP exam: Alliance Strategy and Partner Selection; Alliance FormationProcesses; Managing Alliances; Developing Organizational AllianceSkillsets; and Fostering Collaborative Organizational Mindsets. The CSAPWorkshop bundle includes the workshop, exam, and complimentarycopy of The ASAP Handbook of Alliance Management: A Practitioner’sGuide. The CSAP prep workshop is a requirement for becoming CSAPcertified.

“Because of these credentials, colleagues seek my guidance andcounsel on alliance matters as a recognized expert within ourcompany.” — 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

Director | Eli Lilly and Company

David Thompson, CA-AM | Chief Alliance Officer | Eli Lilly andCompany

Steve Twait, CSAP | VP, Alliance and Integration Management| AstraZeneca

Eli Lilly and Company is offering a training course for alliance managers.The course is a distillation of Lilly’s century of business allianceexperience led by three of the most skilled alliance managers in thefield—David S. Thompson, Chief Alliance Officer, Eli Lilly and Company,Jeff Hurley, Director, Alliance Management, Eli Lilly & Company and SteveTwait, VP, Alliance and Integration Management AstraZeneca. The coursewill provide case studies, tools, and techniques used to train alliancemanagers at Lilly.

Upon completion of this non-industry specific course, students will haveworking knowledge of alliance management including the start-up,maintenance, and winding down of alliances as well as an understandingof how to get the most value from an alliance.



Pre-Conference Professional Development WorkshopsTuesday, March 1, 2016

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 participatein a pre-session discussion and survey and will receive a set ofbattletested alliance management tools and a post-session follow-upwith the instructors.

ASAP would like to thank Eli Lilly and Company and the volunteer instructorsfor 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 ofPortfolio & Partner Management, Six Sigma Black Belt | XeroxWorldwide Alliances

One of the most critical steps in developing a successful alliance is howto help the partner create value and rapidly generate business from it.This experiential and interactive workshop was designed by Xerox foruse in creating a framework for its partnership success. Used numeroustimes for many of its partnerships, the Xerox program reinforces theprocess and opportunities for partners to quickly work and adapt to analliance. Furthermore, it helps the alliance become more effective andefficient in managing the relationship. This workshop also providesorganizations with the knowledge, direction, steps and timeline neededto effectively market, sell, close, and deliver alliance opportunities byleveraging a joint strategy approach.

Testimonials from past attendees:

“One of the best and most detailed workshops I’ve attendedpacked with techniques and tools that I have not had the pleasureof using before.”

“For me the workshop was so great because you shared yourexperience. So it was not a theory of alliance management, it wasthe reality, and showed what works and how to do it! That’s whatwe need: to learn from experience. Your tools are an inspiration forall of us, because we can use them right away, but also we haveideas how to evolve them.“

“Although I have several years’ experience as an Alliance ManagerI learned so much, and was able in the very next week to make useof insights and information from your course. Your engaging andenergetic style made the whole event gripping.”

The workshop includes case studies designed to enhance a hands-onlearning approach and focuses on four planks or sections of successfulpartnership requirements:

� Strategy� Go to market / Selling together� Coaching and mentoring� Governance

Participants will learn:

� How to quickly develop an alliance relationship byleveraging a “five step” process

� Techniques and tools to quickly enable joint strategieswith your alliances partner

� Ways to agree and leverage a business plan that makessense and works!

� How to accelerate the creation of an alliance partner’spipeline, deal conversion and margin potential

� How to help the partner quickly close alliance deals andreduce their time to revenue (TTR).

Objectives during the session include:

� Be able to illustrate the processes and tools designed tomanage a partner programs

� Techniques on how to build joint strategy with youpartner

� 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 instructorsfor this workshop.



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 isdelivering higher availability of manufacturing lines, improving quality and supporting the shift toconsumption based models for what were once capital expenditures. In healthcare, not only is it improving theeconomics, it is helping to create better outcomes for patients. It is allowing building owners to deliver a betterexperience to tenants, while reducing utility costs. In every industry IoT is combining the power of machineswith 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 newenvironment, where the hub and spoke model is obsolete and many-to-many is the norm. He’ll share examplesof new value propositions and business models and shed light on the tremendous opportunity for partneringprofessionals in every industry.

A frequent keynote speaker at IoT conferences globally, Ballon is responsible for managing and drivingrevenue across a portfolio of growth segments, while also incubating new sectors and business models. Inaddition, he is responsible for driving scale across all IoT segments through various channels and routes tomarket. Prior to joining Intel, Ballon served as chief strategy officer and chief operations officer for GeneralElectric’s Industrial Internet business, and served as corporate vice president at Cisco leading the office ofstrategy and planning. He presently also serves as an advisor and board member to several Silicon Valley basedstartups and accelerators.



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, SciencePolicy 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 AllianceExcellence Award winners. Learning from one’s peers about innovative, creative partnering and exceptionalpractices is one of the key benefits of the annual awards program. This year will be no exception, with a diverseline-up of nine finalists in three categories: Individual Alliance Excellence, Innovative Best Alliance Practice, andAlliance Program Excellence. This presentation will shine the spotlight on those exemplars of businesscollaboration-organizations that are forging the future of partnering. Join us as we recognize the people andteams, 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 winnersfrom the rest during the “Meet the 2016 Alliance Excellence Award Winners” session.

The finalists are...

Individual Alliance Excellence AbbVie | Genentech Roche

Cisco | Dimension DataInternational SOS | Control Risks

Panduit | General Cable

Innovative Best Alliance Practice National Instruments

Takeda Russia

Alliance Program ExcellenceBayer

Huawei TechnologiesNational Instruments



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. Newpartners. 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 thePartnering Everywhere theme and a compelling story drawn from their professional experiences and thought leadership. The plenary concludes witha 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 togain 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 knownabout the problem your company and its customers need solved—and the cognitive power to access this community’scollective knowledge for guidance and expertise. This is the power of the IBM Watson Ecosystem program. How would youbring these partners together? Could you replicate the program for film, healthcare, banks, and educational toys? Whatdoes 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 developmentteam in their efforts to recruit partners to participate in the Ecosystem and to ensure that these partners are successful inleveraging Watson’s cognitive capabilities and bringing new disruptive applications to market. She will share her insightsand 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 iswired. It is also a trait of a forward-thinking alliance professional. Alliance managers with a keen eye on the future of theprofession are thinking now about how they can identify new areas of innovation and apply “outside-in thinking” to helpadvance their company’s core business—or take their alliances to new levels of value creation. Learn why it is essential inour brave, new, customer-centric world.

Dr. Marcus Wilson, Co-founder and President of HealthCore, is uniquely qualified to deliver this message, having beenextensively involved in efforts to utilize electronic healthcare data for evidence development and clinical decision supportfor innovators, regulators and payers for more than 20 years. His experience as an entrepreneur has informed and guidedhis current mission to improve the safety, quality, and affordability of healthcare through data and research.




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.” Openinnovation works, as evidenced by recent data that finds openly sourced molecules are three times as likely to have filingsuccess than if traditionally sourced. There are many different open innovation partnering models—from pre-competitiveconsortia and standards bodies to asset swaps and crowd sourcing. Which models to use when and what allianceprofessionals should focus on to mitigate risks and ensure value creation are the focus of this Quick Take from a veteranalliance executive and thought leader.

Prior to taking on his current leadership position at J&J Consumer Health, John served as the Head of Strategy andBusiness Development at Philips Research where he contributed to the strategic direction of the research portfolio andthe role of strategic partners via public funding and Open Innovation. His involvement in accelerating end-to-endinnovation and new business creation makes him uniquely qualified to address this important topic. Since 2013, John isProfessor of Alliance Strategy at Tilburg University, a comparable chair to one he holds since 2003 at Radboud Universityof 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 theirassets where needed to seize competitive advantage, while minimizing their own risk of defeat. Business is no different. Toeffectively manage risk, create value, and capitalize on opportunities, alliance professionals and strategists need greatersituational 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 andsecurity 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 ITchannel news and analysis. An expert in a broad array of topics—cloud computing, security, analytics, the Internet ofThings (IoT), and more—Larry will provide a compelling and provocative perspective on how emerging technologiesshould be leveraged as next-generation business drivers by alliance professionals anticipating the next move on thepartnering chessboard.




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 andnew skill sets required to be successful in a Partnering Everywhere world. Join the conversation at roundtable discussions with your peers andcolleagues and explore the alliance leadership topics that matter most to you. Discussions will be facilitated by distinguished ASAP members andindustry 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


Steve Twait, CSAP | AstraZeneca


Scott Bartos, CA-AM | Xerox

#4 The First 100 Days of an Alliance

Judy Swilley | INC Research


Donna Peek, CSAP | SAS


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

#11 How Do You Define Alliance Leadership?

Cindy Warren | Janssen Global Services

#12 How Do You Define Alliance Leadership?

Joseph Havrilla | Bayer Pharmaceuticals

#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

#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

#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

#23 Keynote “Hot Takes”: The IoT Brings Challenges and

Opportunities for Partnering Professionals

Jeff Shuman, CSAP, PhD | The Rhythm of Business | Bentley University

#24 Quick Take “Hot Takes”: Seeing Around Corners

Diana Mirakaj | The 2112 Group

#25 Quick Take “Hot Takes”: Alliance Professional as

Intrapreneur

Brooke Paige, CSAP | HealthCore, Inc.



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 | ManagingDirector, Strategic Accounts | Schneider Electric

Norma Watenpaugh, CSAP | Founding Principal | PhoenixConsulting Group

What differentiates our award winners from the rest? How have theyovercome some of the common obstacles to alliance success anddemonstrated impressive results? Join our interactive discussion withthe 2016 ASAP Alliance Excellence Award Winners—and start planningfor your submission to next year’s nominations!


Knowledge and Resources

� ASAP Member Directory � ASAP Member Resource Library � Strategic Alliance Magazine � ASAP eNews � ASAP Handbook of Alliance Management

ASAP.. .helping you become a PARTNER OF CHOICE

and achieve greater RESULTS.

“…ASAP membership and certificationprovide us and our partners with acommon language and a common setof processes and tools-as well as theability to learn from the experiencesand best practices of other memberswithin and outside of thepharmaceutical industry...”

– Mary Jo Struttmann

Executive Director, Alliance Management

Astellas

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.

It is important to know when to partner, whom

to partner with, and how to do it right!

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

Join the ASAP Community!



Wednesday Session Descriptions | Track 300

Five Future Channel Trends That You Need To Be

Planning For Today

Session 301

1:30 p.m. – 2:15 p.m. | National Harbor 12/13

Speaker: Jay McBain | CEO | ChannelEyes

The pace of change in the indirect sales world has been mind-numbingover the past few years. There are new business models and partnertypes popping up seemingly every day - driven by technology, economicchallenges and customer behavior.

Combine this with an unprecedented shift in the makeup of the ITchannel and the relationship between vendor and partner coming in thenext few years, and the role of an alliance or channel professionalresponsible for maximizing this relationship will radically shift - bothinside the organization and out.

Our presenter, a well-known thought leader and IT futurist, exploreswhat this shift means for partner managers and predicts what ChannelManagement will look like when there are more vendors in the worldthan partners. Gain insights to:

� Evaluate who your partners should be as the shift takes hold

� Adapt your program to the new reality of the shiftingrelationship between vendor and partner

� Grow your abilities to take on the brave new world of channelmanagement

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 – GlobalPartners & Channels | Capgemini Group

Jay Coblentz | Executive Director, Segment & ChannelMarketing | Verizon Enterprise Solutions

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

Actions Speak Louder Than Words: Becoming a

Trusted Advisor to your Channel Partners

Session 303


Moderator: Dede Haas, CA-AM | Channel Sales Strategist &Practitioner | DLH Services, LLC

Panelists: Don Britton | Founder & CEO | Network Alliance

Laura McCluer, CSAP

Karen Robinson, CSAP | Global Channel Strategy andIntegration | Verizon Enterprise Solutions

Given the shifting nature of the channel, it is now more important than everfor vendors to earn the trust of their channel partners, helping them adaptto near-constant change in the marketplace. The need to navigate thistransformation - business models in flux and new imperatives to grow thebusiness leading the charge - provides a distinct and valuable opportunityfor vendors to demonstrate their commitment to the partnership by alwayskeeping the channel partners’ needs front and center.

In this session, vendor-side partnering professionals relay the strategiesthey employ to provide their channel account managers and teams withthe highest levels of support and guidance needed to help and managetheir partners to success. They’ll be joined by a channel partner tohighlight what works and doesn’t work from the partner’s perspective.Attendees will learn:

� Why the partner ALWAYS comes first for channel managers

� How to help channel partners drive growth in theirbusinesses, knowing that benefits the vendor as well

� What actions to take to build strong relationships and secureTrusted Advisor status with channel partners

Partner Enablement: Driving Sales and Building Pipeline

Session 304


Speaker: Stuart Wasilowski | Channel Manager – HigherEducation & Public Sector | Cornerstone OnDemand

Enabling and supporting partners is a critical element in monetizing newpartners and creating strong leads. A robust program of easy to accesstraining coupled with the right level of service for technical, integration andcustomer service issues prepares partners to be a key component of yourgo-to-market strategy. Learn from this case study how to establish anddevelop a partner enablement program that results in sales that closequickly 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 youand not your competition

Track 300: Innovating the IT Channel




Building Commitment, Competencies and

Connections in a Distributed Partnering Capability

Session 401


Speaker: John Bell, PhD | VP New Business, Alliances andOpen Innovation | Johnson & Johnson Consumer Health

As partnering capabilities become mission critical throughout theenterprise, it is no longer possible or desirable to have only a centralizedalliance function. Alliance skills and alliance management expertise mustbe more broadly distributed so that alliance activities are consistentlydelivered across the business by all who interface with partners. ASAPQuick Take speaker John Bell shares with us the journey the allianceprofessionals of the Johnson & Johnson companies are pursuing to:

� Support strategy development at an enterprise’s boundariesby harnessing market and competitive insights

� Demonstrate to external parties the commitment of theenterprise to effective alliance management

� Build differentiated capabilities and competencies andsourcing talent (hard/soft skills)

� Deliver and measure improved performance and value ofimportant business relationships

Re-Engineer, Re-Use and Capture New Value through

Innovative Public-Private Partnerships

Session 402


Speakers: Christine Colvis, PhD | Director, DrugDevelopment Partnership Programs | National Center forAdvancing Translational Sciences

Julia Gershkovich | Head R&D Alliance Management, US | Sanofi

Every pharmaceutical company has assets “sitting on the shelf” thataren’t generating value for the company nor benefiting patients.Discovering New Therapeutic Uses for Existing Molecules (NewTherapeutic Uses) is a collaborative program sponsored by the NationalCenter for Advancing Translational Sciences (NCATS) under the auspicesof the US National Institutes of Health (NIH) that is funding effortsbetween the biomedical research community and the pharmaceuticalcompanies who own the assets to enable partnerships that advanceinnovative development of these molecules.

In this presentation, you will hear from Sanofi and NCATS about earlysuccesses, challenges, and lessons learned in these three-way publicprivate partnerships. Session participants will gain insights into:

� The challenges involved in pioneering a new type ofrelationship within the ecosystem that extends and expandsvalue for all concerned

� How standard tools and templates can streamlinenegotiations and facilitate decision making in multi-partyrelationships

� Lessons learned by alliance professionals pioneering this typeof partnership within their company

It Takes an Ecosystem to Improve the Quality and

Affordability of Healthcare

Session 403


Speaker: Marcus Wilson, PharmD | President & Co-Founder |HealthCore, Inc.

ASAP Quick Take speaker Dr. Marcus Wilson returns for a deeper dive intohis message about outside-in thinking to drive innovation and thealliance manager’s role in seeing possibilities and recognizing valuewhere none may have seemed possible before.

An important current example within the U.S. drug development processhelps to frame the story and demonstrate how alliance professionalswith a patient-centric, outside-in perspective can make a real differenceto the healthcare landscape. Collaboration and effective alliancemanagement are what’s needed to repair—and re-envision—a brokeninfrastructure with fragmented pieces of information across thehealthcare ecosystem. Attend this session to learn:

� Successful strategies for working with multiple types ofpartners toward a common objective

� What’s being done to provide clarity for decision-makers toimprove the safety, quality and affordability of healthcare

� How alliance managers can connect the dots between seeingpossibilities 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, StrategicAlliance Management | Medtronic Inc., Neuromodulation

As the healthcare evolution unfolds, care is shifiting out of hospitals andtowards ambulatory centers, the physician’s office, or even the patient’shome. With enhanced data availability and remote access, end-to-endsolutions are needed that go beyond any one component alone andexpand across care pathways through connected care. New and novelalliances between medical device companies, pharma, communicationexperts, and the government can to create systems that provide betterhealthcare at lower costs.

Are you prepared to meet the challenge of working between differentlyregulated industries with a completely different pace of productdevelopment? With different business models and time horizons torevenue? How will you keep the partners aligned and moving forward?

This session offers:

� Insight into the future of connected care where revenuebecomes increasingly tied to measuring and reportingoutcomes

� Frank discussion about the cultural and real businesschallenges of creating and managing cross-industry andcross-sector alliances

� Key learnings and tools for working with internal stakeholdersto navigate the brave new world of the patient-centric,connected healthcare ecosystem

Track 400: Expertise for the Lifesciences Partnering Ecosystem




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 andDevelopment | 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 frontlines of generating revenue from the complex partnering and businessmodels driven by IoT. When three or four or more partners are needed todeliver a solution, how is value shared? How is conflict avoided? Ourexperts are in the thick of “things” and will help you take back learningsyour company can put to use.

How to Play in the Partnering Everywhere World

Session 502


Speakers: Fred Azar, CA-AM, PhD | Head of Health SystemsStrategic Alliances | Philips HealthTech

Jeff Shuman, CSAP, PhD | Professor of Management, BentleyUniversity | Principal, The Rhythm of Business

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

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

� Why the question of the roles companies play in the ecosystemhas become so strategic

� The ways in which differing partnering models necessitatedifferent roles

� How to know when your company should take on the role oforchestrator, when it should not—and the implications for thealliance professional

Not Your Grandfather’s Partner Program:

Modernizing the Framework for Alliance Success

Session 503


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

look at their partner programs to ensure that they are driving partner ROIlike never before. A readiness to assess and refresh the existing program iscritical and requires commitment from all stakeholders and organizationalentities to socialize change throughout the enterprise.

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

� Making Partner ROI central to program design, which helpsincrease mindshare and attract new partners

� Understanding that structured investment in enablement iskey to streamlining partner investment

� Achieving organizational commitment to partner programchanges not only from the executive sponsors but also fromthe rank and file

Master a Portfolio of Tactics to Animate the Partner

Ecosystem

Session 504


Speaker: Michael Moser, CSAP | Alliances NetworkCollaboration Manager | Dassault Systèmes

The value in an integrated portfolio of software partners is oftenunlocked when a company’s solutions enable more complex partneringsolutions than one-to-one hub and spoke models. After the ink dries ona new contract, the work starts for savvy alliance managers to achievethe 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 independentpartners, making them successful and sustainable on their own as well aspart of the greater collaboration. Our presenter shares the experience ofa 10 year journey to build an ecosystem of technology partners, offeringhis learning about what doesn’t work, as well as the tools and practicesregularly employed to:

� Engage in the planning and strategic positioning required tokeep partners aligned, yet support their independence

� Manage the inevitable business conflicts among partners

� Enable partners’ engagement in their promotion within thecommunity ensuring they get the value they seek

Track 500: Driving Revenue in a Partnering Everywhere World


There are now three options to participate in this workshop

and get one step closer to your CA-AM Certification.

For more information about these professional development opportunities pleasecontact Jennifer Silver at +1 781.562.1630 x 205 or email [email protected]

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Thursday Session Descriptions | Track 600 | Track 700

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 BusinessDevelopment | Equanimity Leadership Solutions, LLC

J’Lein Liese, PhD | Partner | Equanimity Leadership Solutions, LLC

Saundra Schrock | Managing Partner | Equanimity LeadershipSolutions, LLC

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

This hands-on, highly interactive workshop will provide a “toolbox” ofbrain-friendly techniques to direct sometimes sensitive or loadedconversations to a place where rational thought and conversation canoccur. Attendees will practice critical conversation skills to help deal withany situation and with all personality types. This is especially relevant intoday’s many-to-many partnership models and in situations where thealliance professional has to communicate up and across to achieve thecollaboration goals.

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

� Insights about the short path from casual discussion to criticalconversations

� Practice in a neuroscience-based process for managingdifficult conversations and guiding them to a place whererational 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 AsiaCollaborative Business Community

Co-Presenters: Guarino Gentil Jr., CA-AM | Director, AllianceManagement | Merck-Serono

Subhojit Roye, CSAP | Principal, Strategic Alliances | Tradeshift

Andrew Yeomans, CSAP, MRPharmS, MBA | Director –Alliance Management | Merck-Serono

Is your passport up to date? This lively session will take attendees on acultural field trip around the world, exploring not just what it takes to dobusiness globally but specifically what you need to know in order to

manage successful alliances in designated locations. Strategic insights aswell as practical information about business, culture and alliances inChina, Latin America, and India will be shared by alliance professionalswho have ample experience partnering in these regions.

The workshop will include mini-presentations and roundtablediscussions where participants can engage in candid dialogue withsubject matter experts and professional colleagues alike, sharingsolutions and resources that are grounded in real alliance-basedexperiences, not merely culled from a generic business etiquette book.

Bring your questions and be prepared to share your own experiences asyou travel “around the world” to three important global markets duringthis fast-paced session that is guaranteed to provide plentiful takeaways.

� Gain insight into how to hone your alliance managementtoolbox for international markets

� Prepare for alliance success by identifying and sidesteppingcultural roadblocks that may slow or halt your partnership’sprogress

� Understand business, legal, and compliance aspects ofpartnering in these dynamic markets

Leveraging Differences: Creating Commercial and

Societal Outcomes in Cross-Sector Networks

Session 701


Moderator: Ben Gomes-Casseres, CSAP | Professor, BrandeisUniversity | Consultant, Alliance Strategy Consulting

Panelists: Kolleen Bouchane | Director, Policy and Research |Global Business Coalition for Education

Rubén García-Santos, CSAP | Programme Manager, StrategicPartnerships | NovoNordisk Haemophilia Foundation

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

� Ensure that 59 million children around the world attendprimary school - and the future work force is educated tomeet the needs of business partners

� Provide sustainable access to care in developing countries, bybuilding strategic partnerships focused on local needs,empowerment and strengthening of the healthcare system

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

Track 600: Skill Building Workshops | Track 700: Conference Plenary



Thursday Session Descriptions | Track 800

Diagnose Internal Misalignment and Fine-Tune Your

Partnership’s Value Creation Engine

Session 801


Speaker: LaVon Koerner | President and Chief RevenueOfficer | Revenue Storm

Your external partnership is supported by an internal engine; if all thepieces are working together properly your partnership can be verysuccessful. But if misalignment creeps in (meaning the lack of internalsupport for the partnership), the external partnership is likely to facelimited effectiveness in your marketplace.

This session opens the hood on the engine and allows allianceprofessionals to apply a diagnostic on all the essential functions wheremisalignment frequently occurs. By assessing the health and alignmentof each component, participants will better understand which areas oftheir partnership are strong and which parts might require a tune-up inorder to evolve to the next level of performance.

Participants will explore the causes and potential cures for commonmisalignments and will be provided a tool for diagnosing the currentperformance level of their partnerships.

� Uncover areas of misalignment that are creatingorganizational drag to the generation and delivery of valuewithin the partnership

� Develop recommendations for achieving an integratedinfrastructure to better focus on the partnership’sperformance

� Derive greater insight into what it takes for the partnership toevolve to the next level of performance

People, Process, Culture: Building a Winning Alliance

Program

Session 802


Gerald Dehkes, CSAP | Principal | Booz Allen Hamilton

David Erlenborn, CSAP | Director of Strategic Alliances | KPMG

Joseph Havrilla | Senior Vice-President and Global Head ofBusiness Development & Licensing | Bayer Pharmaceuticals

Partnering creates scale in companies by adding capacity for innovationwhile spreading the capital investment and risk. It allows companies tobring complete solutions to customers not otherwise feasible and tocover segments of the market that wouldn’t be economically viable anyother way. Companies seeking to consistently achieve these objectivesstart by looking inside - to ensure they have the necessary people,processes and culture to succeed in their alliances. Join an interactive

Track 800: Creating Scale

discussion with three individuals who have built programs from scratchand focused efforts on making an existing program part of the vanguardof 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 | PhoenixConsulting Group

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

� Identify the needs of the business and future proof yourtechnology choices

� Align key stakeholders on requirements and the solution

� Evaluate whether packaged systems, custom built, orsomething 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

Session 804


Speaker: Katherine Kendrick, CA-AM | Director AllianceManagement | Elanco, Eli Lilly and Company

When a company is acquired, so too are its alliances. Often, there is littleinsight into the acquired company’s portfolio; not even into its alliancecontracts. So once the deal closes, it becomes the alliance professional’sresponsibility to guide, inform, and manage the decision-making of theintegration team and executive leadership—sometimes includingdecisions or requirements to divest, while establishing new alliancerelationships and maintaining contractual obligations.



Thursday Session Descriptions | Track 800 | Track 900

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

� Communicating internally and with partners to build alliancesteams, establish governance, and drive value

� Divestiture and termination decisions that respect the partnerand individuals involved

� The not glamorous, but oh-so-real business challenges ofintegration 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-by-country with little coordination or integration among the geographies.Building a truly globally-balanced partnership ensures diversificationagainst risk should any one region’s growth decelerate—and it requiresa sophisticated level of skills to seamlessly operate amidst multi-lingual/multi-cultural/multi-currency/multi-regional and many othercountry-specific dynamics that are simultaneously fascinating andhighly complex.

Our presenter will share his five year journey building the highestrevenue-generating partnership in the world for Citrix Systems withFujitsu. He’ll introduce the strategic framework that integrates all thecomponents into one unified alliance that has been instrumental inscaling it. Learn the secrets that have set this alliance apart including:

� Optimizing engagement in-country and supporting face-to-face planning and QBRs in the execution of a global alliancestrategy

� Implementing a robust and multi-modal globalcommunication framework

� Structuring contracts with the right incentives to promotealignment and a desire to win

How to Win Through Partnering Today and Tomorrow

Session 901


Speaker: Stuart Kliman, CA-AM | Partner, Alliances PracticeLeader | Vantage Partners

The advent of the Partnering Everywhere world challengesorganizations’ fundamental assumptions about how they win. Winningthrough strong internal efforts is no longer sufficient. Organizationsmust abandon the “Not Invented Here Syndrome” and win throughaccessing innovation wherever it exists, refocusing their internaloperating model to embrace the external, across the enterprise andmany different types of partnering models. For the Alliance Managementfunction this reality implies leading change initiatives to:

� Explore what is meant by a “strategic assumption about howwe win” and the implications on organizational behavior andresults

� Determine how to align the organization around a strong “wewin by partnering” assumption

� Define the role of the Alliance Management function inraising 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 ofMgt & Int’l Business, Associate Professor, Int’l Business Strategy| Loyola University Maryland

Pamela Duchars, CA-AM, PMP | Director, ExternalDevelopment | Emergent BioSolutions

Earl Holland | President & CEO | Growth Strategy Consultants LLC

Once the strategic choice to partner is made, the question becomes whoto partner with. While ASAP’s research-supported framework lays out thekey steps in the partner selection process, our experts will challenge howwell 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 selectiondecision at all--the government is the only partner available. As such, it’sas much about learning how to cope with a partner—rather than simplypicking one—that matters. We expect a lively discussion on this andother nuances to the partner selection process.

Track 800: Creating Scale | Track 900: Winning Through Successful Execution



Thursday Session Descriptions | Track 900

Executing in the Field: The Key to a Sustainable

Alliance

Session 903


Speakers: John Maltby | Director, Group Strategy andAlliances | Control Risks

Sally Wang | VP Global Alliances and Partnerships |International SOS

The strength of any long-lived alliance is in its ability to execute in thefield - in front of customers who purchase and consume services andamongst the sales teams that must implement initiatives and follow theestablished rules of the road. Maintaining alignment from corporate tofield and between the partners requires alliance professionals to beproactive to ensure that the parties don’t drift apart - or take each otherfor granted.

Our presenters will engage the audience, sharing and discussing how theyhave employed the fundamental tools and techniques of alliancemanagement to create a strong and successful collaboration, bindingtogether two companies with evident complementarities butfundamentally different business models and cultures. Learn how and why:

� Measure, measure, and measure has become a central tenet ofthe alliance—and a powerful means of establishing commonunderstanding

� Tools for empowering the field to act provide clarity, minimizeconflict, and keep the teams aligned

� Governance must be a forum for new ideas and bringing keycorporate stakeholders together to keep the allianceinnovating and growing

Next Gen PRM

Session 904


Speakers: Mike Maturo | Pre-Sales Engineer | Relayware

Joan Morales | Sr. Channel Marketing Manager | Nutanix

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

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

This session’s case study presentation will illuminate the business andstakeholder benefits of developing a truly effective partner portal. Learnhow to:

� Stimulate partner engagement through fast and easyonboarding

� Highlight the features that deepen the partner relationship

� Create compelling style and design that motivates channelpartners

� Personalize the partner portal for each individual partnerprofessional

� Measure the ROI of your channel program

Implementing a Metrics Program that Promotes

Accountability and Drives Results

Session 905


Speaker: Dennis Chapman Sr. | President and CEO | TheChapman Group

Effectively managing alliances requires having reliable data to trackcertain key leading and lagging measures. They serve as guideposts andbeacons to engage and align a single alliance team or the staff of anoverarching alliance program around shared strategic intent, what willbe done to achieve it, and how to get there. A successful metricsprogram promotes accountability and allows a common understandingto facilitate decision making.

This session introduces alliance professionals to techniques fordeveloping a metrics program that is fit for purpose - and doesn’t requirea small army of people to implement it. Our presenter highlights the dosand don’ts of building a credible program including:

� Selecting the few key metrics that should guide decisionmaking

� Gaining buy-in to the credibility and relevance of reportedmetrics

� Balancing jointly reported measures with internal onlyreporting

Track 900: Winning Through Successful Execution


Alliance Management ToolsEvery 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 ofAlliance 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

ASAP Handbook of Alliance Management:A Practitioner’s Guide

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Maximize the tools ASAP has to offer.

Visit www.strategic-alliances.org to find out more today.



Alliance Management Resource CenterThe following organizations tailor their services to support the alliance management community. We encourage you to taketime to find out more about them during the conference. The Alliance Management Resource Center is within the Great HallFoyer along with the Registration Area.

AlliancesphereAlliancesphere empowers collaborative execution to drive innovation, transformation, andgrowth. Our collaborative business services create mutual stakeholder value whilemaximizing the potential of strategic relationships. www.alliancesphere.com

Alliance StrategyCustom training and consulting based on frontier research. Ben Gomes-Casseres has been aleader in the field for three decades. His new book is “REMIX STRATEGY: The Three Laws ofBusiness Combinations.” It offers a complete toolkit for creating value and earning a return onyour alliance investments.

ASAPASAP is the community of choice for alliance, collaboration, and partnering professionalsbecause of the tools and resources, education and professional development, and thecommunity for networking offered to its members. Membership represents a number ofindustries 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 Boardand Advisory Board which is comprised of Sr. Executives from Global Member organizations.

ASAP Professional DevelopmentThe ASAP Professional Development Program offers individuals the opportunity to demonstratea mastery of alliance management skills and the ability to manage collaborative businessrelationships. There are two levels of certification the Certification of Achievement-AllianceManagement (CA-AM) and Certified Strategic Alliance Professional (CSAP). Both exam prepworkshops are offered as face-2-face at ASAP conferences, in addition the CA-AM exam prepworkshop has both a virtual training option and a customized webinar option for your company’salliance management team.

The Chapman GroupThe Chapman Group (TCG) helps organizations to identify and solve sales and accountmanagement challenges resulting in stronger relationships and greater revenues / margins.TCG’s metric-based approach to managing strategic relationships integrates the artistry ofrelationship building with proven processes, methodologies, and analytics, enabling ourclients to be more knowledgeable, effective, collaborative, and ultimately, more successful.

The Rhythm of BusinessFind a treasure trove of free publications and invaluable insights from The Rhythm of Business.Learn about comprehensive consulting services and training—including SMART Partnering™, thetransformational solution for leadership from The Rhythm of Business and Alliancesphere. Visit usin the Alliance Management Resource Center—or online anytime at rhythmofbusiness.com.

Vantage PartnersVantage Partners—helping clients negotiate and manage key alliance relationships. Ask usabout our new alliance launch, and organizational capability building, intervention andtraining services. www.vantagepartners.com

PROFESSIONALDEVELOPMENT


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 RocheCisco | Dimension Data

International SOS | Control RisksPanduit | General Cable

Innovative Best Alliance Practice

National InstrumentsTakeda Russia

Alliance Program Excellence

BayerHuawei TechnologiesNational Instruments

And the winners are…find out on Tuesday, March 1!

Celebrating Innovative

Teams at the 2016 ASAP

Global Alliance Summit



Conference Speakers

Erna Arnesen, CSAP

Senior Alliance Executive

Session 302

The Channel Panel

Session 803

From Publishing Content to ManagingPerformance – Selecting the Right Tools for the Job

Most recently, Erna Arnesen was responsible for developing Plantronics’global channel, field and partner marketing programs, channel strategiesand go-to-market models. Within this role, she and her team focused oncreating tools and programs to help the extended Plantronics sales teamexecute effectively in markets around the world. She and her team workedwith strategic partners on developing customized marketing strategiesand programs for key partners such as Avaya, Cisco, and Microsoft. Prior toPlantronics, Erna was VP Global Services Partners at Cisco, and prior to thatVP of Global SMB and Industry Solutions at Symantec. Before joiningSymantec, she worked at other leading organizations, including FujitsuSoftek, Cybersource, SGI, NeXT and Apple.

Candido Arreche, CA-AM

Global Director of Portfolio & PartnerManagement, Six Sigma Black Belt | XeroxWorldwide Alliances

Session 104

Designing a Partnership that Works:Onboarding Your Partner

Candido is responsible for the strategic interface between Xeroxsolutions and services and our global alliance partners. Hisresponsibilities include growing and retaining the relationship with astrategic business partner(s) including the beginning ownership of thatpartnership. He developments effective implementation of consistentprocesses to identify, validate, plan and launch new business initiativeswith the strategic partner that may have multi-regional, global, ornational potential for Xerox.

Mr. Arreche has been in the IT field for over 25 years. He has vastexperience in many facets of infrastructure technologies such asdocument management, networking, telecommunications, applicationdevelopment, and server architecture. Mr. Arreche has spent the lastseven years as a Global Director for Worldwide Alliances responsible forpartner on-boarding, portfolio management and MPS training. Prior toWorldwide Alliances, Mr. Arreche has held various assignments includingnew branch start-ups, solution development and launches.

Previous to Xerox, Mr. Arreche owned a successful computer andnetworking consulting business for over 10 years. Mr. Arreche was alsopart owner of one of the largest privately held Internet Service Providersin the Orlando, Florida area before going public. As recently as six yearsago, Mr. Arreche also consulted a start-up company on tablettechnologies for restaurants and digital advertising. Called the myPAD,the tablet was the predecessor to the iPad and was featured in theOrlando Business Journal.

He is a certified Lean Six Sigma Black Belt. He has a bachelor degree inBusiness and Technology and is working on his MBA at Rollins College.He also holds a CA-AM certification from the Association of StrategicAlliance Professionals.

Fred Azar, CA-AM, PhD

Head of Health Systems Strategic Alliances |Philips HealthTech

Session 502

How to Play in the Partnering Everywhere World

Fred S. Azar, CA-AM, PhD, has 15+ years of industryexperience in medical device innovation, strategic marketing andbusiness development, and worked for leading corporations such as GE,Siemens, BD, and Philips. Fred Azar is Head of Health Systems StrategicAlliances at Philips HealthTech. Fred is responsible for alliance strategyand governance, leads the creation and supports management ofstrategic 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, andan MBA from the Wharton School of Business.

Jonathan Ballon

Vice President, Internet of Things Group | Intel

Session 105

Partnering: The Connective Tissue of theInternet of Things

Jonathan is a vice president of Internet of Things atIntel. He is responsible for managing and driving revenue across aportfolio of growth segments that represent over a third of Intel’s IoT



Conference Speakersrevenue. In his role, Jonathan incubates new sectors and businessmodels. In addition, he is responsible for driving scale across all IoTsegments by leading the various channels and routes to market. Prior toIntel, Jonathan served as chief strategy officer and chief operationsofficer for General Electric’s Industrial Internet business, and served ascorporate vice president at Cisco leading the office of strategy andplanning. He presently also serves as an advisor and board member toseveral Silicon Valley based startups and accelerators that focus on IoT.

John Bell, PhD

VP New Business, Alliances and OpenInnovation | Johnson & Johnson ConsumerHealth

Session 201

ASAP Quick Take: Creating PartneringOpportunities through Open Innovation

Session 401

Building Commitment, Competencies and Connections in aDistributed Partnering Capability

Dr. John Bell is Vice President External Innovation and New BusinessModels for Johnson & Johnson Consumer. In this role, he is responsiblefor driving the cooperation with entrepreneurs, strategic suppliers,partner companies and universities to create game-changinginnovations. His team represents the J&J Consumer Business in theJohnson & Johnson Innovation Centers.

Most recently, John was VP of Strategy and New Business Developmentat Philips Research. Prior to that, he was responsible for StrategicAlliances in Philips and also worked as Strategy Consultant atPricewaterhouseCoopers. John has a strong background in openinnovation, new business creation, partnerships and strategy. John has atrack record of creating new emerging businesses, setting up an internalIncubator, driving the cultural change towards Open Innovation andmanaging alliances.

John has a degree in business economics and a Ph.D. on Joint Venturesfrom Tilburg University. Currently, he is part-time professor at TilburgUniversity.

Kolleen Bouchane

Director, Policy and Research | Global BusinessCoalition for Education

Session 701

Leveraging Differences: Creating Commercialand Societal Outcomes in Cross-SectorNetworks

Kolleen Bouchane has been working for more than a decade withadvocates in the U.S. and around the world coordinating legislativeactions and campaigns at the national and international level to achieveuniversal access to education, essential medicine, water, sanitation andother services necessary for the realization of economic and humanrights. Ms. Bouchane is currently the Director of Policy and Advocacy forthe A World At School campaign and Director of Policy and Research forthe Global Business Coalition for Education. Ms. Bouchane is also the

Board President, of the Global Campaign for Education United States.Previously Ms. Bouchane served as the Director of ACTION a globalpartnership of advocacy organizations working to influence policy andmobilize resources to fight diseases of poverty and improve equitableaccess to health services based at RESULTS Educational Fund. During hertenure, ACTION played a key role in mobilizing billions for the GlobalFund to Fight AIDS, Tuberculosis and Malaria and the Nutrition forGrowth summit. In her role at Freshwater Action Network, then based atWaterAid UK, Ms. Bouchane supported partners from around the worldto achieve the recognition of the rights to water and sanitation at theU.N. Human Rights Council. Ms. Bouchane served with the U.S. Armyfrom 1993-1997 in Somalia and South Korea. She has a BA inInternational Studies from the Jackson School at the University ofWashington and an MA in War Studies with a focus on Conflict, Securityand Development from Kings College London.

Don Britton

Founder & CEO | Network Alliance

Session 303

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

Sixteen years ago, Don Britton had a vision—maketechnology simple. He realized that for most people, doing their jobs wascomplicated enough, and their technology often made things moredifficult. He set out to prove that it doesn’t have to be that way.

He and his core team set up shop and developed what is now known asCloud Computing in the industry. eCAP is Network Alliance’s answer to abetter 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 fromtechnology that is simple, reliable and affordable. Simply stated, worry-free technology.

Today, Network Alliance’s customer base expands to many parts of theworld. In addition, Network Alliance received the Gold Stevie awardthree years in a row for Customer Service Department of the Year whichis recognized in over 60 countries around the world.

Prior to founding Network Alliance, Don was the Controller and Directorof Operations for Mario Morino, where he successfully managed theaccounting and operational services, as well as developed andimplemented managerial applications for use throughout the MorinoGroup, the Morino Institute and its affiliated partners.

Don believes strongly in giving back to the community and donates histime to various non-profit organizations, including the Fairfax CountyOffice of Partnership’s Computer Learning Centers Partnership (CLCP),Earth Conservation Corp, Horton’s Kids, and Venture PhilanthropyPartners. He served on the Executive Committee and Board of Directorsof Fairfax County Chamber of Commerce. He created and manages theNetwork Alliance Foundation Fund.



Conference Speakers

Sheryl Chamberlain

VP Global Partner Executive – Global Partners &Channels | Capgemini Group

Session 302

The Channel Panel

At Capgemini Sheryl is responsible for alliance strategy,partner growth initiatives, and associated go to market activities. Sherylbegan her career in Finance with a succession of increasingly higher levelpositions at Deloitte, Norton Simon and PepsiCo. After serving as CFO inthe commercial construction industry she transitioned into thetechnology industry, working with IBM in a variety of sales &implementation roles and subsequently founding and leading LSE Ltd, astartup business/technology consulting organization. Prior to joiningCapgemini Sheryl worked at EMC in a variety of roles culminating inSenior Director, Strategic Initiatives in the Corporate Office of the CTO.

Sheryl is a member of the Alliance of Chief Executives, and Advisor to theDallas Entrepreneur Center. She is on the Board of the Association forCorporate Growth, the Diversity Advisory Board for the Cloud FoundryFoundation, and head of Clinton Global Initiative (CGI) Hult Prizeinternational innovation competition Council of Judges. Her leadershiphas been recognized in winning EMC Global Innovation Partner of theYear, 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 thatPromotes Accountability and Drives Results

Dennis J. Chapman Sr. is the Founder andPresident/CEO of The Chapman Group. Prior to establishing TheChapman Group in 1988, Dennis’ career included sales and managementpositions with Xerox, ROLM/IBM and as Vice President of Sales andMarketing 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 andaccount management processes and best practices to majorcorporations across the globe. His innovative methods and practices forsales, strategic account management, calculating an economic valueproposition and measuring customer feedback have been published formany years. He is a dynamic, enthusiastic speaker whose ideas and visionconsistently inspire and motivate his audiences.

Dennis is a graduate of the University of Massachusetts School ofBusiness and is a long-standing member of the Board of Directors forSAMA (Strategic Account Management Association). He has served as apanelist for the Johns Hopkins School of Business MBA program and as aguest speaker at the School of Marketing, Loyola University, Baltimore,Maryland.

Fun Fact: Dennis claims to have played a significant role in enablingJulius Erving (NBA basketball player) to be nominated for and enter thebasketball hall of fame. Ask him about it—he is not shy!

John-Marc Clark, CA-AM

Managing Director, Strategic SI Development |Citrix Systems, Inc.

Session 805

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

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 allianceroles at leading software and market research companies. He has a BA inAmerican History from Georgetown, an MBA from The University ofMiami and an MA in International Relations from La Universidad deBelgrano in Argentina. He received a Rotary Ambassadorial Scholarshipand lived in Buenos Aires for one year and is trilingual.

Jay Coblentz

Executive Director, Segment & ChannelMarketing | Verizon Enterprise Solutions

Session 302

The Channel Panel

Jay launched the Verizon Partner Program threeyears ago, creating new business models and partnership opportunitiesglobally for Verizon Enterprise Solutions and our sales partners. Thiscollaborative model has led to remarkable growth of the indirectchannel for Verizon, including the US launch of a reseller program,agent expansion in the public sector and globally, and continuedsuccess with strategic integration partners. Jay has led the developmentof innovative sales strategies to expand business in underservedmarkets as well as the integration of partner relationships throughoutVerizon Enterprise Solutions.

Jay leads Segment and Channel marketing across Verizon EnterpriseSolution’s global portfolio. His team drives marketing strategy, channelgrowth, demand generation and sales enablement for vertical segmentsin the US, EMEA and APAC. In addition, he is responsible for the overallsegment and indirect channel strategy for Verizon Enterprise Solutions.

Jay’s background includes a unique combination of over 18 years ofextensive management and consulting experience developing andexecuting strategic initiatives for Fortune 500 companies in thetechnology, consumer goods and manufacturing industries. He is arecognized strategic problem solver adept at navigating complexbusiness issues to maximize shareholder value.

Jay holds an MBA in Finance and Strategic Management from the WhartonSchool and a BS in Industrial Engineering from Lehigh University.

http://www.verizonenterprise.com/partnerprogram | Follow Jay onTwitter @strategyJC



Conference Speakers

Christine Colvis, PhD

Director, Drug Development PartnershipPrograms | National Center for AdvancingTranslational Sciences

Session 402

Re-Engineer, Re-Use and Capture New Valuethrough Innovative Public-Private Partnerships

Christine Colvis joined NCATS in June 2012 to lead the “NIH-Industry PilotProgram: Discovering New Therapeutic Uses for Existing Molecules” thattests a new model for public-private partnership collaborationsincluding template agreements to shorten the time it takes to establishcollaborations between an academic institution and a pharmaceuticalcompany and move more rapidly into the actual research. Collaborationsestablished between academic institutions and the company will testideas for new therapeutic uses, with the ultimate goal of identifyingpromising new treatments for patients. A high level of interest in theprogram led to the availability of additional pharmaceutical companyassets and NCATS funding opportunities.

Jeffrey L. Cummings, CSAP, PhD

Chair, Dept of Mgt & Int’l Business, AssociateProfessor, Int’l Business Strategy | LoyolaUniversity Maryland

Session 902

Partner Selection with a GovernmentContracting Twist

After receiving an M.B.A. in finance in 1986, Jeff began his career as aninvestment banker and then management consultant delivering state-of-the-art knowledge, advisory services and training on strategic issuesand practices to management teams and boards seeking to improvetheir value adding activities.

His advisory work, management seminars, off-sites, and research focuson strategic alignment, implementing strategic-analysis and player-mapping frameworks, and selecting appropriate strategic alliance andR&D partners. Some of his advisory clients have included major financialinstitutions, software development companies, pharmaceuticalcompanies, SMEs, not-for-profits, the World Bank and the U.S. Navy.

Since 2002, Jeff has been an Professor of Strategy and InternationalBusiness in the Sellinger School of Business at Loyola UniversityMaryland 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 internationalbusiness strategy in 2002 from George Washington University.

Jeff has recently been published in Long Range Planning, InternationalJournal of Strategic Business Alliances, California Management Review,and Journal of Engineering & Technology Management.

Jeff is also a certified alliance manager, having earned the CSAP designationfrom the Association of Strategic Alliance Professionals in 2013.

Gerald Dehkes, CSAP

Principal | Booz Allen Hamilton

Session 802

People, Process, Culture: Building a WinningAlliance Program

Gerry Dehkes is a Principal with Booz AllenHamilton responsible for helping the firm solve problems forCommercial 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 joiningKPMG, Gerry developed and led Strategic Alliances programs andorganizations in the US and Europe as Senior VP of Alliances andChannels for Telcordia Technologies, as VP of Strategic Alliances forLucent Technologies, as AVP of Alliance Programs and Services Alliancesfor NCR and as Principal of ProPartnering LLC. His teams have managedalliances with over two hundred companies.

Anthony DeSpirito, CSAP

Managing Director, Strategic Accounts |Schneider Electric

Session 501


Session 203


Tony DeSpirito is Schneider Electric’s Managing Director, StrategicAccounts. His primary responsibilities include relationship management,solution development and global sales execution for Schneider Electric’sglobal relationship with IBM.

Previously, Tony was Schneider Electric’s Vice President of GlobalAlliances for the IT partners, responsible for relationship developmentand execution for Schneider’s global IT alliance business.

Tony is a seasoned high-technology marketing and sales executive withdeep domain expertise in enterprise software and managed services. Aveteran of entrepreneurial startups and large, global companies, Tony’sskills range from C-Level selling, relationships and solution developmentto operational management of both channel and direct sales teams.

Tony received his Bachelor of Science Degree, with Distinction, in AppliedMathematics and from Worcester Polytechnic Institute in Worcester,Massachusetts in 1987. He continued his graduate studies at theUniversity of Rhode Island and was awarded his M.B.A. in May of 1997.


Conference Speakers

Pamela Duchars, CA-AM, PMP

Director, External Development | Emergent BioSolutions

Session 902

Partner Selection with a Government Contracting Twist

Ms. Duchars has more than 20 years of experience in the pharmaceuticalindustry, with the majority of that time focused on government fundeddevelopment programs. She began her career in R&D, moved on toproject management, and finally on to alliance management andbusiness development. She has been in Emergent’s ExternalDevelopment Department since 2013, where she focuses on capturemanagement, proposal management and relationship managementincluding the successful establishment, management, and support ofEmergent’s collaborations. Parts of Ms. Duchars’ responsibilities are tohelp guide alliance strategy, planning, alignment, transparency andopen communication.

Prior to working with Emergent, Ms. Duchars was a RelationshipManager at Battelle Memorial Institute, a Program Manager at DynPortVaccine Company, and a Senior Research Assistant at GuilfordPharmaceuticals. Ms. Duchars has been a certified Project ManagementProfessional (PMP) since 2005, and a Certified Alliance Manager (CA-AM)since 2012. Ms. Duchars is a graduate of Dickinson College.

Carole Eisner

Director, Global Business Development |Equanimity Leadership Solutions, LLC

Session 601


Carole is well known for helping leaders drive results through strategicvision, sales team execution, personal accountability and teamdevelopment.

While working for 28 years in the biotech and pharmaceutical industry,Carole created and led high performing teams as well as developedmanagement practices for dealing with the internal chaos that comeswith corporate mergers. Most recently, Carole has focused on thebusiness development side - creating and maintaining strong customerrelationships needed to ensure cooperative contract negotiations and awinning outcome for all sides.

Carole joined Equanimity Leadership Solutions following 17 years withTakeda Pharmaceuticals. During her time with Takeda, Carole wonnumerous leadership awards including the President Club and CressetGuild awards for top performance and leadership.



Conference Speakers

David Erlenborn, CSAP

Director of Strategic Alliances | KPMG

Session 802

People, Process, Culture: Building a WinningAlliance Progra

David is responsible for KPMG’s alliance strategyand portfolio. Prior to KPMG he was Managing Partner in ProfessionalPartnering Services, LLC a professional services firm providing advisoryservices to alliance organizations. David has over 15 years of experiencein channels and alliances including VP, North American Alliances forTelcordia Technologies and Director, Alliance Operations for LucentTechnologies. He also held positions in Product Management, Sales,International Consulting, Corporate Strategy, Human Resources, andProgram Management.

Rubén García-Santos, CSAP

Programme Manager, Strategic Partnerships |NovoNordisk Haemophilia Foundation

Session 701


Rubén García-Santos, CSAP, has extensive experience in public health,life science industry and international affairs. He has worked for the UK’sNational Health Service, Hoffman-La Roche and United NationsChildren’s Fund. He currently works at the Novo Nordisk HaemophiliaFoundation focusing on improving access to healthcare in collaborationwith multiple partners.

Specializing in business development, strategic alliances andinternational development, Rubén has driven and supported multiplelarge-scale business initiatives and partnerships (B2B, B2C, PPP)throughout his career.

Rubén holds a joint BSc in Business Management and Public Health, anMSc in International Health Care Management, Economics and Policyfrom SDA Bocconi and completed further post-graduate education onmedical marketing and strategic negotiations from UCLA and HarvardBusiness School.

Guarino Gentil Jr., CA-AM

Director, Alliance Management | Merck-Serono

Session 602


Guarino is Director, Alliance Management at Merck-Serono, being responsible for several development and commercialcollaborations. He joined the company in 2007, started his work in BIDepartment, and later, he worked in BD Department. Before joining thepharmaceutical industry, Guarino worked in the Rio de JaneiroMunicipality, in the Federal University of Rio de Janeiro and in Gevaerd &Advogados Associados, a law firm. Guarino has a bachelor degree inEconomic Science from Instituto de Economia/UFRJ (Brazil) and a Master

of Science degree from COPPEAD/UFRJ (Brazil) with an MBA extensionfrom UCLA Anderson School of Management (USA).

Julia Gershkovich

Head R&D Alliance Management, US | Sanofi

Session 402

Re-Engineer, Re-Use and Capture New Valuethrough Innovative Public-Private Partnerships

Julia Gershkovich is the Head of US, R&D AllianceManagement for Sanofi managing the portfolio ofearly stage to proof of concept strategic alliances. Prior to joining Sanofiin 2012, Julia spent 20 years with Genzyme holding a variety of positionsin R&D, alliance management, and general management. She built aprofitable Aesthetics and Biomaterials Business by securing strategicalliances 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 TechnologicalUniversity of Russia and did a doctorate study in polymer chemistry atGIPI LPC / Instititute of Physical Chemistry, Academy of Sciences inMoscow, Russia

Colette Goderstad

Program Director: Alliances, Integrations andDivestitures | Medtronic

Session 404

Creating Value in the Connected HealthcareEcosystem

Colette Goderstad is responsible for developingand driving the strategy and negotiations related to strategic alliances,integrations and divestitures. She manages the medical device-relatedstrategic alliances. Colette has also served in the IntegrationManagement Office for both the Sapiens and Advanced Uro-Solutions(AUS) integrations. Prior to joining Medtronic, Colette worked for 3MDrug Delivery systems in Program Management, Business Developmentand Alliance Management. During her career, she has worked in variousroles in drug development for 3M Pharmaceuticals and Orphan Medical.Colette received a B.S. in Medical Technology from the University ofNorth Dakota and an M.S. in Chemistry from the University of Minnesota.



Conference Speakers

Ben Gomes-Casseres, CSAP

Professor | Brandeis University

Consultant | Alliance Strategy Consulting

Session 701


Ben is an authority on business combinations and strategy. He hasresearched, taught, and consulted on alliance strategy and managementfor three decades, and has worked with global companies inpharmaceuticals, computers, industrial products, and services.

His newest book is “Remix Strategy: The Three Laws of BusinessCombinations” published by Harvard Business Review Press. His earlierbook “The Alliance Revolution” pioneered the concept of multi-partneralliance constellations, and his book “Mastering Alliance Strategy” gaveadvice on all aspects of alliance management. He has also publishedscholarly articles in numerous journals. Many of his articles and videosare at www.alliancestrategy.com.

Ben is currently a full professor at Brandeis University in Boston, wherehe directs the MBA Program and a center on global entrepreneurship.Before that, he was a professor at the Harvard Business School, andbefore that, an economist at the World Bank. He holds academic degreesfrom Brandeis, Princeton, and Harvard. He was born and raised inCuracao, a Dutch island in the Caribbean.

Dede Haas, CA-AM

Channel Sales Strategist & Practitioner | DLHServices, LLC

Session 303

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

Ms. Haas creates innovative and successful channel program and salessolutions. She has developed and managed channel programs forenterprise and cloud based products and services for SMB and industryleaders, such as Intel Corp, as well as recruit and manage channelpartners throughout the US, Europe, India, Australia and Asia. Ms. Haas isthe author of The Channel Sales Guide, written for Virginia’s Center forInnovative Technology, and a series of articles focused onVendor/Partner channel relationships for Strategic Alliance Magazine,Channel Partners Online, and Business Solutions Magazine. She is theteam lead for ASAP’s Channel Initiative Task Force.

Mary Beth Hall

Director of Global IoT Product andDevelopment | Verizon

Session 501


Mary Beth Hall is the Director of Global IoT Productand Development at Verizon with responsibility for developing newproducts. In her recent role she manages the ThingSpace Platform, a webportal that brings together tools for developers/customers to build, test

and bring to market new applications, with the goal of simplification andrapid time to market. Prior to this role, she was responsible for promotingthe strategic path forward for M2M core products; as well as thenegotiations with worldwide suppliers to deliver competitively pricedmodules and devices that run on the network.

During her twenty plus career, she had a leading role in growing theNortheast Area channel distribution. She led the alternative distributionmarket, vertical marketing strategy and the core data products. As anexperienced product marketer, she managed Global and Push to Talk forthe Northeast Area. During her management, the Northeast Area wasnumber one in sales for Global and Push to Talk for Verizon Wireless.

After receiving her Master in Business from Fairleigh DickinsonUniversity, she worked in training and development for seven years. As atraining manager, she was influential in launching the e-learning tool foremployees.

Joseph Havrilla

Senior Vice President and Global Head of BusinessDevelopment & Licensing | Bayer Pharmaceuticals

Session 802

People, Process, Culture: Building a WinningAlliance Program

Joseph Havrilla is Senior Vice President and Global Head of BusinessDevelopment & Licensing for Bayer Pharmaceuticals.

In this role Joe is responsible for building the pharmaceutical businessdevelopment organization responsible for identifying and executinglicensing opportunities, deal execution and activation, partner strategydevelopment, relationship management, and innovation of newpartnership structures. Key objectives are to identify and maintain apipeline of new partnership opportunities designed to drive revenueand business expansion, and to maintain active relationships with keypartners to proactively address business issues and identify ways tomaximize value for both parties.

Prior to taking on this role he was Vice President & Global Head ofAlliance Management for Bayer HealthCare LLC.

Before moving to Bayer Healthcare Joe was Chief Technology andStrategy Officer for MEDRAD, a medical device subsidiary of BayerMedical Care. His responsibilities included corporate research, innovation,business development, strategic planning and Intellectual Propertymanagement. As head of MEDRAD’s product development organization,Joe’s leadership helped the company launch numerous pioneering newproducts leading to a sustained 15 percent annual growth rate. Hepersonally holds over 20 United States and foreign patents.

Before joining MEDRAD, Joe held technical and engineeringmanagement positions at Xerox, Inc., Rockwell International, Inc. andRecognition Equipment Corporation. He received an MBA from SouthernMethodist University, Dallas, Texas and a B.S. in Electrical Engineeringfrom Carnegie Mellon University in Pittsburgh, Pa.



Conference Speakers

Earl Holland

President & CEO | Growth Strategy ConsultantsLLC

Session 902

Partner Selection with a GovernmentContracting Twist

Mr. Holland, Founder, President and CEO of Growth Strategy ConsultantsLLC, has a strong background in corporate and government businessdevelopment and marketing and strategic alliance development. He hasheld positions as a senior executive with fortune 1000 companies,midsize companies and small businesses in the information technologyindustry. He has in-depth knowledge of diversity and minority-preferredvendor programs in the private and public sector as well as mentorprotégé programs.

Mr. Holland has presented at the 2013 Mid Atlantic Proposal Conferenceand Expo “Strategic Alliance through Collaboration”, The 2013Government Technology Services Coalition “Collaboration andSucceeding in the Federal Market through Strategic Alliances”, The 2014US Small Business Outreach Forum “How to Compete in the FederalMarket through Strategic Alliances”, M&T Bank Breakfast Seminar“Collaboration through Strategic Alliances” (2014) and the 2015 NationalHubZone Council Conference, “How to Collaborate and Succeed in theFederal Market Using Strategic Alliance Best Practices.”

Jeff Hurley, CA-AM

Alliance Management Director | Eli Lilly andCompany

Session 103

Alliance Management Workshop: Tools andTechniques

A long-time member of Lilly’s alliance management group, Jeff isresponsible for delivering value for several commercial alliances,including partnerships with Sanofi, GSK, Kowa Company Ltd., UnitedTherapeutics, and Janssen Biotech. Jeff is also responsible for theoperational infrastructure in Lilly’s Office of Alliance Management.

Prior to his role in alliance management, Jeff held several leadershiproles in operations, sales, marketing, disease management, and newproduct planning.

Jeff earned a bachelor’s degree in Government from Dartmouth College,and an MBA from the University of Michigan.

Katherine Kendrick, CA-AM

Director Alliance Management | Elanco, Eli Lillyand Company

Session 804

Navigating the Speed Bumps and DrivingDecisions: A Roadmap for IntegratingAcquired Alliances

Katherine Kendrick is Elanco’s Director of Alliance Management forResearch and Development managing the strategic alliance portfolio ofexternal innovation and mergers and acquisitions. Katherine joinedElanco in 2015 and is leading the establishment of alliance managementcapabilities within this rapidly growing division of Eli Lilly. As a memberof the Eli Lilly and Company Office of Alliance of Management, Katherineensured the delivery of Diabetes pharmaceutical and devicedevelopment partnerships and commercial relationships.

In addition to Katherine’s more than 15 years of pharmaceuticalexperience and emerging market expertise her leadership in the animalhealth space at Elanco is an exciting application of her B.S. in BiomedicalScience from Texas A&M University.

Stuart Kliman, CA-AM

Partner, Alliances Practice Leader | VantagePartners

Session 901

How to Win Through Partnering Today andTomorrow

Stuart Kliman is a founding partner of Vantage Partners LLC, and headsup Vantage’s Alliance Practice Area. As such, he has worked to helpclients build and implement the processes, tools, skills and structuresnecessary to more effectively manage key alliance relationships. Inaddition to the alliance space, Mr. Kliman has also worked extensivelywith organizations looking to engage in more value maximizing andintegrated ways with key suppliers and customers.

Mr. Kliman is a regular speaker and writer on issues of alliance and keysupplier relationship management.

LaVon Koerner

President and Chief Revenue Officer | RevenueStorm

Session 801

Diagnose Internal Misalignment and Fine-Tune Your Partnership’s Value Creation Engine

LaVon Koerner is a seasoned executive with nearly three decades ofinternational consulting experience in sales and marketing effectiveness.He passionately believes that companies and people can tap systematicdisciplines and rigorous analysis to unleash profitable revenues andprofessionalize the business of sales. In 2001, he co-founded RevenueStorm to offer companies worldwide a suite of comprehensive, proventools and techniques for profitable revenue growth. LaVon has beenprivileged to help many of today’s Fortune 500 companies achieve salesexcellence and is sincerely committed to bringing thought leadershipand support to the sales community.



Conference Speakers

J’Lein Liese, PhD

Partner | Equanimity Leadership Solutions, LLC

Session 601


An international expert in leadership, strategyexecution, organizational transformation, change management, andconflict resolution and works extensively throughout the United States,Europe, Africa, and the Middle East. Recent global and U.S. corporateclients include the Federal Bureau of Investigation (FBI), Helix Education,Telefonica, Akzo Nobel, Unites States Department of State, Altera, WhiteLion Tea Company, South Africa Police Service, and Robert W. Baird & Co.

A frequent keynote speaker, Dr. Liese has spoken for TEDx and severalUnited Nations conferences. Additionally, her work has been featured intwo documentaries, multiple publications, and university textbooks. Sheis the developer of Lead with Conversations.

Tim Lowe

CEO | Partner Perspectives

Session 503

Not Your Grandfather’s Partner Program:Modernizing the Framework for AllianceSuccess

Tim Lowe is the principal owner of Partner Perspectives, a globalconsulting corporation focused on helping companies devise a superiorchannel strategy, differentiate partner programs, build winning partnerbusiness value propositions and execute these initiatives moreeffectively in field engagements. Tim has over 25 years of managementexperience in identifying and executing core business strategies whichinclude channels as a fundamental element. He has senior executiveexperience with extensive direct and channel sales management atApple, Compaq, InFocus, Plumtree, and Tech Data. In addition, he’s beenthe general manager of $25M VAR/SI branch and principal owner of aVAR for nine years.

Dave Luvison, CSAP, DBA

Affiliate Assistant Professor | Loyola UniversityMaryland

Session 102

CSAP Certification Exam Prep Workshop

Dave holds the rank of affiliate assistant professor atthe Loyola University Maryland and is a Fulbright Specialist. He earnedhis doctorate of business administration from the H. Wayne HuizengaSchool of Business and Entrepreneurship at Nova SoutheasternUniversity.

His research and applied interests lie in the areas of inter – organizationalcollaboration and strategic alliances. Prior to entering teaching, Daveaccumulated over 20 years of hands-on experience managing alliances,building alliance programs and consulting to firms in the area of alliancemanagement. 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

Management: A Practitioner’s Guide, and has written the official reviewcourses for both levels of the association’s certification exams. He alsoserves as a faculty member for the American Management Association,where he authored three courses on strategic alliances. His academicresearch has been published in The International Journal of StrategicBusiness Alliances, Management Decision, and The Journal of AppliedManagement and Entrepreneurship, as well as various edited books.

John Maltby

Director, Group Strategy and Alliances | ControlRisks

Session 903

Executing in the Field: The Key to aSustainable Alliance

John Maltby joined Control Risks in March 2002, and is Director, GroupStrategy & Alliances. In this role, John works with Control Risks’ boardand Executive Committee to shape the development of the Control Risksbusiness as well as having oversight of Control Risks’ alliancerelationships. Foremost of these is the alliance with International SOS.This strategic alliance is a major drive of the two partners to offer theirservices together to the market in a unified and complementary way. Italso includes a joint venture company that they own and run together.



Conference Speakers

Mike Maturo

Pre-Sales Engineer | Relayware

Session 904

Next Gen PRM

Mike Maturo, Relayware Pre-Sales Engineer, hasbeen a member of ASAP for the past year and iscurrently the treasurer for the Tri-State Chapter. In his role at Relayware,Maturo supports channel program managers by providing guidancethrough rigorous RFPs, showcasing Relayware’s pace-setting PRM, andassisting the sales team on technical issues. Armed with a computerengineering and computer science degree from the University ofSouthern California, Maturo has become intimately familiar with channelmanagers’ most common needs and the best ways to measure return onchannel investment.

Jay McBain

CEO | ChannelEyes

Session 301

5 Future Channel Trends That You Need To BePlanning For Today

Jay McBain is an accomplished speaker, author andinnovator in the IT industry. Named to the Top 40 Under Forty list by theBusiness Review, Top 25 Newsmaker by CDN Magazine, Top 20 GlobalChannel Visionary by ChannelPro, Top 50 Global Channel Influencer byPenton, Top 100 Most Respected Thought Leader by Vertical SystemsReseller Magazine, member of Global Power 150 by SMB Magazine, aswell as Top 250 Global Managed Services Executives by MSPmentor.

Jay has spent his 21 year career in various executive sales, marketing andstrategy roles within IBM, Lenovo and Autotask. He is currently the CEOof ChannelEyes, who are reinventing the way vendors communicate,engage and enable their channel partners.

Laura McCluer, CSAP

Session 303


Laura’s extensive career spans roles in businessdevelopment, strategic alliances, ecosystemcreation, solution marketing and product management. Laura was mostrecently director of global partnerships for ANCILE Solutions where sheled strategic business expansion through partnerships with globalsoftware vendors that deliver exponential growth to ANCILE and itspartners. Laura’s focus while at ANCILE was to establish best practicesaround business development and alliance management functions tomake successful partnering a core competency within ANCILE.

Prior to ANCILE, Laura spent 15 years with CA Technologies, a multi-billion dollar information technology management software company,where she held several senior roles including vice president, ServiceProvider Solutions Unit, and vice president, Cloud Community where sheheld a Product management and business development role for thebusiness unit focused on cloud technologies. Before joining CA, Laurawas Manager of Platform Marketing for Novell where she directed a team

of marketers responsible for developing and executing global marketingmessaging and strategy to build and sustain brand awareness for thebillion dollar NetWare software product family.

Laura holds an MBA from the David Eccles School of Business at theUniversity of Utah and a Bachelors of Business Administration fromGoizueta Business School of Emory University. Laura is a member of theAssociation of Strategic Alliance Professionals (ASAP) is CA-AM andCSAP certified.

Joan Meltzer, CSAP

Smarter Cities Go To Market Leader- IBMAnalytics | IBM Corporation

Session 501


Joan is responsible for leading the packaging, salesand marketing of integrated Smarter Cities Solutions. She works with theSmarter City Sales Leaders to deliver revenue and profit objectives forkey growth clients and markets as well as leads the initiatives with clientteams and partners to sell and deliver Smarter Cities Solutions. In thisrole she has built the strategy and executed partnerships required todeliver Smarter Cities Solutions to market. Prior to this Joan was theGlobal Alliance Executive, Cloud and Smarter Cities Innovation Partner,Global Alliance Solutions Sales and Distribution where she wasresponsible for working with Senior Management to identify, developand close strategic alliances with companies focused on Cloud, Analyticsand Smarter Planet. Joan has also held multiple leadership roles acrossIBM in Sales, Marketing and offering development.

Joan Morales

Sr. Channel Marketing Manager | Nutanix

Session 904

Next Gen PRM

Joan Morales, Nutanix, Sr. Channel MarketingManager, is an expert at quantifying businessopportunities, identifying channel needs and delivering measurableresults that impact the bottom line. Delivering ROI and increasedrevenue, Morales’ methodical planning and astute execution have drivenmeaningful outcomes across both the marketing mix and theorganization as a whole to meet business needs.



Conference Speakers

Michael Moser, CSAP

Alliances Network Collaboration Manager |Dassault Systèmes

Session 504

Master a Portfolio of Tactics to Animate thePartner Ecosystem

After a scientific education, Michael has 25 years’ experience in ITmanufacturing, project management, consulting services, andmarketing, working for large industry players such as HP, start-ups and asa self-employed consultant. Michael’s current focus is on developing andmanaging collaboration strategies within the global ecosystem oftechnology alliances at Dassault Systèmes. Holistic solutions and accessto new emerging markets require a networked alliances approachincorporating independent partners. Michael finds it most interesting todiscover how contributors can find synergy value and how they can worktogether for mutual benefit.

Donna Peek, CSAP

Director, Partner Enablement & OperationsGlobal Alliances & Channels | SAS

Session 503

Not Your Grandfather’s Partner Program:Modernizing the Framework for AllianceSuccess

Session 803

From Publishing Content to Managing Performance – Selectingthe Right Tools for the Job

Donna Peek is Director, Global Partner Enablement & Operations at SAS,where she has responsibility for the Partner Program, enablementstrategy and Program Operations. Donna is passionate about allianceformation, management and strategy.

Donna has 32 years of experience in high tech, including 20 yearsmanaging alliance partnerships. Donna started her career at IBM, andmanaged alliance teams at Seer Technologies and several startupsbefore 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 | VerizonEnterprise Solutions

Session 303


Karen Robinson is a Strategic Marketing, Alliance, and Channel leaderresponsible for successfully expanding and integrating Verizon’s GlobalChannel Sales Programs.

Karen held leadership roles at Motorola, Sprint, and MCI. Her Alliancesuccess included integrating Verizon Global Solutions with partners such

as Hewlett Packard and Microsoft. After successfully launching Verizon’sPartner Program in Western Europe, Karen continues to expand hermultiple disciplines and responsibilities to develop Verizon PartnerPrograms in Asia Pacific , Latin America, and for the highly strategicSystems Integrator Channel Segment. Karen has a Master’s of BusinessAdministration degree with an emphasis in Marketing from LoyolaUniversity (with High Distinction), and earned her Bachelor’s Degreefrom Penn State University (participating in a two semester exchangeprogram with Durham University, UK). Karen is Association of StrategicAlliance Professionals (ASAP) certified, holds a leadership role in her DCChapter, and continues to offer relevant Strategic Alliance and Channelpresentations locally and during ASAP’s Annual Global Summits.

Subhojit Roye, CSAP

Principal, Strategic Alliances | Tradeshift

Session 602


Subhojit is Principal, Strategic Alliances atTradeshift, a company whose software platform and network of 500,000suppliers is transforming how companies connect, interact andcollaborate with each other.

Subhojit has spent over 20 years in alliances and business developmentroles in startups as well as large global companies like Oracle, IGATE (nowCapgemini), Wipro and Infosys.

Subhojit is a BSME with an MBA, and is also a CSAP. He has been guestlecturer at the Universities of Toronto and Pittsburgh and has spokentwice at the ASAP Global Alliance Summit.

Philip Sack, CSAP

President | ASAP Asia Collaborative BusinessCommunity

Session 602


Philip has broad IT industry experience—Leadership, Businesstransformation, Global Alliance and Partners, Sales and Businessdevelopment, and Support services roles, within organisations such asOracle Corporation, Siebel Systems, Sun Microsystems, Canon ComputerSystems, Harris Lanier, and Telstra. Philip has extensive experiencebuilding successful ‘start-up’ business partner relationships and Strategicalliances, and has received a variety of international IT Vendor andIndependent Industry awards.

Philip is President of the ASAP Asia Collaborative Business Communitywhich focuses on the evolvement of Collaborative business practices,competencies, standards and professional Alliance managementcertification. He is a member of the Australian Institute of CompanyDirectors and the Australian Institute of Management, and previouslyAustralian Information Industry Association’s CollabIT & Exporterprograms, and an Australian Graduate School of Management studentmentor. Philip holds an executive MBA, Bachelors degree in Business &Computing, Associate Diploma of Engineering – Electronic Systems &Computing, and is a Certified Strategic Alliance Professional.



Conference Speakers

Jodie L. Sasse

Director, Strategy & Recruitment, WatsonEcosystem | IBM Watson Group

Session 201

ASAP Quick Take: What Watson is Teaching UsAbout Creating a Partner Ecosystem

Jodie Sasse is responsible for Strategy and Recruitment for the WatsonEcosystem. She leads a global business development team in theirefforts to recruit Partners to participate in the Ecosystem and to ensurethat these Partners are successful in leveraging Watson’s cognitivecapabilities and bringing new disruptive applications to market.

Prior to Watson, Jodie created a leadership development programfocused on developing sales fundamentals, industry and buyer insight,and solution expertise. The curriculum philosophy leveraged casestudies, team-based projects, and business rotations to reinforcetraditional classroom and e-learning methods. This program is nowleveraged as a core building block for millennial leadership developmentwithin the Watson business.

Jodie has been with IBM for over 15 years and has held a variety ofleadership roles which has given her broad focus and knowledge intothe IBM portfolio and industries.

Prior to IBM Jodie worked in a finance capacity in at Allied Domecq andTucker Anthony. She has a BS in Finance / Economics from SyracuseUniversity and a MBA from Suffolk University.

Saundra Schrock

Managing Partner | Equanimity LeadershipSolutions, LLC

Session 601


In 2011, Saundra decided to retire from her role as Executive VicePresident of JP Morgan Chase where she successfully managed over3000 bank branches and 30,000 employees to share her experienceswith other leaders.

After extensive studies in Mindfulness, Positive Psychology,Neuroscience and Cognitive Behavior, she developed practices and toolsto assist people in effectively managing relationships and consequently,the conversation.

Currently, Saundra is an Executive in Residence at the W.P. Carey Schoolof Business at Arizona State University and teaches a graduate course onMindful Leadership.

Saundra has a B.A. in psychology from Memphis State University and anMBA from Arizona State University.

Brenda Schultz, CSAP, RN, MBA

Sr. Principal, Strategic Alliance Management |Medtronic Inc., Neuromodulation

Session 404

Creating Value in the Connected HealthcareEcosystem

Brenda K. Schultz is responsible for managing a portfolio ofdevelopment and commercial global alliances focusing on strategic,operational, and cultural alignment. Brenda joined Medtronic in 1990,initially managing clinical research programs and then developmentcollaborations with biotechnology companies, including Neuro’s firstbrain infusion programs for neurotrophic factors. She also lived andworked in Lausanne, Switzerland for Medtronic Europe, focusing onidentifying new opportunities and implementing research programs forthe drug delivery business. Prior to joining Medtronic, Brenda worked atteaching hospitals in Minneapolis, Boston, and Tampa, specializing insurgical, neuro, and respiratory intensive care. Brenda received an M.B.A.from the University of Minnesota and a B.A. in Nursing from St. CatherineUniversity in St. Paul, Minnesota. Brenda is licensed as a registered nurse,certified as a strategic alliance professional (CSAP) by the ASAP, and hasbeen awarded patents for medical device design and decisioninformation.

Jeff Shuman, CSAP, PhD

Co-founder and Principal | The Rhythm ofBusiness

Professor of Management | Bentley University

Session 502

How to Play in the Partnering EverywhereWorld

Jeff is an educator and trusted advisor to executives who are building,



Conference Speakersleading, and managing alliances and partner networks. His mix ofoperational, consulting, research and classroom experiences allow himto blend the theoretical with the practical, providing useful, easilyimplementable and repeatable advice.

At The Rhythm of Business he partners with global companies inmultiple industries to advance their alliance and collaborationmanagement capability. Consulting engagements focus on drivingresults through enabling all functions of the business to work effectivelywith their partners throughout the lifecycle. He works with seniorexecutive teams to shape partnering strategy, enable operational andorganization readiness, and implement overarching governance.Partnering professionals benefit from his ability to quickly diagnoseunderperforming alliances, and accelerate the path to profitability.Customized education and training bring alliance and collaborationskills to all who interact with partners.

Jeff has been a member of ASAP since 2002. Currently part of the ASAP’sStrategy Team, he is actively involved on the teams that have developed theCertificate of Achievement-Alliance Management (CA-AM) certification andthe CSAP certification.

David Thompson, CA-AM

Chief Alliance Officer | Eli Lilly and Company

Session 103


As the leader of Lilly’s alliance management group,David is responsible for establishing and maintaining all majordevelopment, commercial, and manufacturing partnerships. He alsooversees the integration of companies brought into Lilly via mergers andacquisitions.

David has played a key role in many major alliances at Lilly, working withBoehringer Ingelheim, Amylin, and Daiichi Sankyo. His involvementbegins during the due diligence process and continues throughout eachalliance’s lifecycle.

Prior to his role as chief alliance officer, David held leadership positionsin 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 ProfessionalDevelopment Practice Lead for Phoenix Consultingand Lecturer at the University of Illinois – Chicago (UIC). As Practice Leadshe works with clients developing and delivering skills mastery classes incollaborative relationship management and consulting in optimizingtheir strategic alliances. At UIC she teaches Marketing, SalesManagement, Business Strategy, Channels of Distribution andeCommerce and advises the American Marketing Association CollegiateChapter.

She is President-Emeritus of the Midwest Chapter of the Association ofStrategic Alliance Professionals (ASAP) and a member of the TechnicalAdvisory Group for the ISO standard for Collaborative Business.Previously Ann has held positions including ASAP Certification ProgramDirector ASAP and Vice President of Global Alliances for IBM-SPSS.

Steve Twait, CSAP

VP, Alliance and Integration Management |AstraZeneca

Session 103


Steve has responsibility to continue to shape AstraZeneca’s alliance andintegration management (AIM) strategy in line with more diverse andvaried externalisation deals and to further enhance AZ’s AIM capability.Steve joined AZ in January 2015 from Eli Lilly and Company where hewas a founding member of Lilly’s Office of Alliance Management. Steve isa well published author in Pharmaceutical Executive, PLG’s BusinessDevelopment & Licensing Journal, and Strategic Alliance Magazine and is aboard member of the Association of Strategic Alliance Professionals.



Conference Speakers

Lawrence M. Walsh

Chief Analyst & CEO | The 2112 Group

Session 201

ASAP Quick Take: Seeing Around Corners is aMasterful Move on the Partnering Chessboard

Session 302

The Channel Panel

Larry Walsh is CEO and chief analyst of The 2112 Group, a businessstrategy firm focused on improving the performance of technologycompanies’ direct and indirect channels. Mr. Walsh specializes in thedevelopment and execution of channel programs, disruptive salesmodels, and growth strategies for companies of all sizes, from start-upsto Fortune 500 organizations. A seasoned journalist, analyst, author,industry commentator, and founder of Channelnomics, Walsh previouslyserved as editor of Information Security, VARBusiness, and Ziff DavisEnterprise’s Channel Insider and Baseline Magazine. Follow him onTwitter @lmwalsh2112.

Sally Wang

VP Global Alliances and Partnerships |International SOS

Session 903

Executing in the Field: The Key to aSustainable Alliance

Sally Wang joined International SOS in 1998, and is Vice President, GlobalAlliances and Partnerships. Sally works closely with various businessunits globally and focuses on joint ventures and other critical businesspartnerships to help International SOS expand its capability and globalfootprint while meeting the changing needs of its clients that span fromFortune 500 companies to NGOs and scholastic sectors.

Specifically, Sally is instrumental with the Control Risks Alliance since itsinception in 2008. This successful venture brings together two separatecompanies that together formed a special business unit to deliver best inclass travel security services. In addition, the two independentcompanies work closely together to deliver value to clients to help themachieve their business goals in global markets.

Stuart Wasilowski

Channel Manager - Higher Education & PublicSector | Cornerstone OnDemand

Session 304

Partner Enablement: Driving Sales andBuilding Pipeline

Stuart Wasilowski has more than 25 years of experience in business,finance, higher education, public administration and communitydevelopment. He is currently in the role of Channel Manager serving thepublic sector at Cornerstone. Over the last three years, he has been partof the public sector team that has driving more than $20 million in newbusiness and adding more than 1.0 million new software users, throughpartners, for Cornerstone.

Cornerstone is an industry leading, talent management softwarecompany, based in Los Angeles. Founded in 1999, the unified talentsolution is currently deployed in 43 languages, serving more than 22million users in 191 countries.

Wasilowski holds a post-graduate certificate from the Graduate School ofEducation at Harvard University, Cambridge, MA. Wasilowski earned anMBA from the Keller Graduate School of Management in Chicago, IL andholds a BA from Augsburg College in Minneapolis, MN. He hascompleted leadership and customer service training from the DisneyInstitute and numerous local and regional leadership programs.

Norma Watenpaugh, CSAP

Founding Principal | Phoenix Consulting Group

Session 803

From Publishing Content to ManagingPerformance – Selecting the Right Tools for the Job

Session 203


Norma Watenpaugh is the founding principal and CEO of PhoenixConsulting Group (www.phoenixcg.com) which provides partnering andcollaboration 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, theReuters Foundation, Digital Vision Fellowship Program at StanfordUniversity, San Jose State University Professional Development, theAmerican Management Association, and is a frequently requested guestlecturer and speaker at industry events.

Norma has been a Board member of the Association of Strategic AllianceProfessionals since 2003 and former Best Practices Committee Chair. Shehas led the organization in developing the CA-AM and CSAP professionalcredentials and in revitalizing the ASAP Handbook of AllianceManagement: A Practitioner’s Guide. She currently leads the USdelegation to the ISO standards committee for Collaborative BusinessRelationship Management.



Conference Speakers

Marcus Wilson, PharmD

President & Co-Founder | HealthCore, Inc.

Session 201

ASAP Quick Take: The Alliance Professional asIntrapreneur

Session 403

It Takes an Ecosystem to Improve the Quality and Affordability ofHealthcare

Marcus Wilson is President of HealthCore, Anthem’s wholly-ownedoutcomes research subsidiary. HealthCore utilizes Anthem’s rich dataand extensive provider network to meet the evidence developmentneeds of a broad array of healthcare stakeholders including Anthem,State and Federal agencies and the Life Sciences industry. He has beenextensively involved in efforts to utilize electronic healthcare dataenvironments to accelerate healthcare evidence development and tofacilitate clinical decision support for more than 20 years. Prior to co-founding HealthCore in 1996, Dr Wilson spent seven years within anintegrated delivery system owned by BCBS of Delaware where heoversaw the physician and patient clinical decision support, pharmacypolicy and clinical trials programs.

Dr. Wilson serves as chair of the Innovations in Medical EvidenceDevelopment (IMEDS) Steering Committee, Reagan-Udall Foundation forthe FDA, is chair of the Research Committee for the Academy ofManaged Care Pharmacy (AMCP) & the AMCP Foundation, is a memberof the FDA Mini-Sentinel Program’s Project Operations Council, theBrookings Active Safety Surveillance Council, the eHealth Initiative Boardof Directors, the Dean’s Roundtable, College of Science, Virginia Tech andthe Board of Visitors for the Mayes College of Healthcare Business &Policy at the University of Sciences in Philadelphia. He is a past memberof the Board of Directors for the International Society ofPharmacoeconomics and Outcomes Research (ISPOR) and is a reviewerfor multiple journals.

Dr. Wilson received his Bachelor of Science in Biochemistry from VirginiaTech and his Doctor of Pharmacy degree from the Medical College ofVirginia. He completed a residency in Family Medicine at the MedicalUniversity of South Carolina prior to joining the faculty at thePhiladelphia College of Pharmacy where he taught didactic andexperiential courses in therapeutics and clinical decision support. Hisexperiential site within the HMO of Delaware eventually served as thefoundational assets for HealthCore. HealthCore was eventually acquiredby WellPoint in 2003 just prior to the WellPoint-Anthem merger.

Andrew Yeomans, CSAP,

M.R.Pharm.S, MBA

Director - Alliance Management | Merck-Serono

Session 602


Director of Alliance Management at Merck-Serono, based since 2012 inGermany and he has been actively involved in leading several key Chinaalliances for his company. He has over 22 years experience in thePharmaceutical Industry. His early career was within Corporate Sales andMarketing Leadership positions, focusing on Asia and North America,which evolved into Global Alliance Management 10 years ago. Andrewcurrently manages up to 34 alliances, with a particular focus onCommercial and Development Alliances. He is active within ASAP as aCertified Strategic Alliance Professional and has been a member ofseveral Regional Chapters. Andrew is a Registered Pharmacist in the UKand has an MBA from Henley Business School.



Hotel Floor Plan


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 communitybuilding event!

Whether you’re a seasoned presenter or a first-timer, consider submitting a proposal to lead a sessionon a topic that you’re passionate about! ASAP’s “Call for Topics” online submission site will be openMarch 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 twoquestions:

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!


EventsU

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om

ing

Eventwww.strategic-alliances.org

Please check the website for the most up to date information.

TM

ASAP European

Alliance Summit

November 2 – 3, 2016

United Kingdom

2016 ASAP BioPharma

Conference

September 7 – 9, 2016

Boston, Massachusetts, USA

2017 ASAP Global

Alliance Summit

February 28 – March 2, 2017

San Diego, California, USA


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