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Onsite Program

Propelling Partnering for the On-Demand World:New Perspectives + Proven Practices for Collaborative Business

March 26 – 28, 2018 | Fort Lauderdale, FL | Hilton Fort Lauderdale Marina

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Table of Contents

Welcome to the 2018 ASAP Global Alliance Summit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4

ASAP Executive Management Committee | ASAP Program Committee . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .5

ASAP Global Staff . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .6

ASAP Executive Management & Advisory Board of Directors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .7

Summit Sponsor Recognition . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .8

Conference Agenda . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .9

ASAP Corporate Members . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14

Overview of Sessions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .15

Pre-Conference Professional Development Workshops . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .17

Track 200 Session Descriptions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .20








Alliance Management Resource Center . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .36

Conference Speakers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .38

4 Updates at www.asapweb.org/summit � March 26 – 28, 2018 � Fort Lauderdale, FL, USA

Welcome to the 2018 ASAP Global Alliance Summit

Brooke Paige, CSAPVice President,

Alliance Management

Pear Therapeutics

Michael Leonetti, CSAPPresident & CEO

Association of Strategic

Alliance Professionals

On behalf of the board of directors and staff of the Association of Strategic Alliance Professionals, welcome to the 2018 ASAP Global

Alliance Summit in beautiful Fort Lauderdale, Florida, USA! Our theme this year is “Propelling Partnering for the On-Demand World:

New Perspectives + Proven Practices for Collaborative Business.” While the fundamentals remain, alliance management skills of

years past are insufficient for the context and content of today’s on-demand world. At the Summit, you will discover the most

current thinking and practice—and experience the very best our profession has to offer.

Make the most of the next couple days to learn, engage, and network. You’ll enjoy a highly interactive experience where 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 confronting the challenges and opportunities of collaborating with new

partners, adopting new models, building capability—and realizing new sources of profit, value, and innovation.

Enjoy ENGAGING in this year’s conference which features:

� 50+ facilitators, speakers, and panelists representing 35+ industry leading companies, educational institutions, andconsultancies

� 28 education sessions and in-conference workshops

� 10+ hours of biz dev/networking opportunities

� 6 pre-conference workshops

� 8 different in-conference tracks

� 10+ countries fostering the sharing of global, cross-cultural perspectives

� Attendees this year include influential C-level and senior executives from Fortune 100 and 500 companies in numberof different industry verticals

The Summit is also a celebration of the community’s crème-de-la-crème. Our Alliance Excellence Awards recognize the

companies and executives behind the past year’s most successful alliance initiatives. The awards programming Tuesday

announces the winners and celebrates the finalists. Learn what separates the winners from everyone else—and plot your own

strategy to be counted among the best.

Heartfelt thanks go to the ASAP Summit Program Committee for its hard work and effort in putting together this stellar program.

We also thank our speakers for sharing their expertise and experience. Most importantly, we thank all participants for contributing

your insights and knowledge to the discussion.

This year ASAP is celebrating its 20th anniversary—two decades dedicated to enriching your knowledge, strengthening your

foundation, and augmenting your skills to ensure you possess the expert leadership capabilities you need to drive partnership

success.

We hope you Immerse yourself in the partnering world—from fundamentals to advanced practices. Meet and learn from other

practitioners—their successes and challenges—in your industry and others. Discover new models for partnering and business

collaboration—and how to build world-class capabilities at the core of your organization.

We look forward to visiting with you during the 2018 ASAP Global Alliance Summit!


The ASAP Team

Chairman

� Brooke Paige, CSAP | Vice President, Alliance Management | Pear Therapeutics

Vice Chairman

� R. Lynn Richard, CSAP | Global Director, Strategic Alliances | GE Healthcare Digital

Secretary

� Donna Peek, CSAP | VP, Global Alliances | Genpact

Treasurer

� Steve Twait, CSAP | VP, Alliance and Integration Management (AIM) | AstraZeneca Pharmaceuticals

Chairman Membership Committee

� Tony DeSpirito, CSAP | Vice President/General Manager of Operation Services | Schneider Electric

Chairman Emeritus

� Russ Buchanan, CSAP | VP, Global Channel Strategy Alliances and Operations | Xerox

European Coordinator

� Annick De Swaef, CSAP | CEO | Belgium Road Research Center

Chairman, Chapter Development Council

� Becky Lockwood, CSAP | Principal | RSL Associates

Executive Committee Member

� David S. Thompson, CA-AM | Chief Alliance Officer | Eli Lilly and Company

Chairman, Editorial

� Jan Twombly, CSAP | President | The Rhythm of Business, Inc.

ASAP Executive Management Committee

� Harm-Jan Borgeld, CSAP, PhD | Head Alliance Management | Merck KGaA

� Karen Denton, CA-AM | Alliance Management Director | Bayer Pharmaceuticals

� Andy Eibling, CSAP | Senior Partner | Forty86 Consulting Group

� Bernie Hannon, CSAP | Strategic Alliances Director | Citrix Systems

� Leona Kral, CSAP | OEM Account Manager, Connected Devices | Verizon

� Michael Moser, CSAP | Alliance Network Collaboration Manager | Dassault Systèmes

� Krista Pinto | Executive Director Strategic Alliances | Alamo Pharma Services

� Joe Schramm | Vice President, Strategic Alliances | BeyondTrust

� David S. Thompson, CA-AM | Chief Alliance Officer | Eli Lilly and Company

� Penny Wright | Senior Manager – Alliance Partner Network | National Instruments

2018 ASAP Global Alliance Summit Program Committee


The ASAP Team

� Michael Leonetti, CSAP | President & CEO | [email protected] | +1-781-562-1630 ext.201

� Lori Gold | Director of Membership Services | [email protected] | +1-781-562-1630 ext. 203

� Diane Lemkin | Director of Office Administration | [email protected] | +1-781-562-1630 ext. 206

� Becky Lockwood, CSAP | Content and Education Consultant | [email protected] | +1-508-758-3784

� Kimberly T. Miller | Marketing Director | [email protected] | +1-781-562-1630 ext. 208

� Jennifer Silver | Meeting & Event Planner | [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

ASAP Global Staff


ASAP Executive Management & Advisory Board of Directors

Tiffani Bova | @Tiffani_BovaGlobal Customer - Growth & Innovation EvangelistSalesforce

Nancy D. Breiman, CSAPDirector, Global Networking Alliances IBM Global Alliances IBM Corporation

Russ Buchanan, CSAP*VP, Global Channel Strategy Alliances and OperationsXerox

Russ CobbSenior Vice President, Growth & Business OperationsSAS Institute

Tony DeSpirito, CSAP*Vice President / General Manager Operation ServicesSchneider Electric

Greg Fox, CSAPVice President, Strategic AlliancesHuawei Technologies, Ltd.

Frank Grams, PhDVP, Head R&D Alliance ManagementSanofi

Nancy Griffin, CA-AMVP & Head, Alliance Management in Global BD&LNovartis Pharmaceuticals

Joseph HavrillaVice President and Head of Alliance ManagementBayer HealthCare

Andy HullVice President, Global AlliancesTakeda

Bob KanugaVice President, Global Supply Business Development Merck & Company

Bennett KennedySr. Vice President - Corporate Development / Business StrategyMission Pharmacal

Kerri Lampard, CSAPAPJ Partner Architecture and Services GTM DirectorCisco Systems

Ron LongAlliance Director IoT, BBig Data Analytics and Global IndustrySolutionsNetApp

Becky Lockwood, CSAP*PrincipalRSL Associates

Jim LunaSenior Director, Business Development and Strategic Alliances Citrix Systems, Inc.

Alex PriceGVP Global Alliances and PartnersJDA Software

Robert Porter Lynch, CA-AMPresidentThe Warren Company

Brooke Paige, CSAP*Vice President, Alliance ManagementPear Therapeutics

Donna Peek, CSAP*VP, Global AlliancesGenpact

R. Lynn Richard, CSAP*Global Director, Strategic AlliancesGE Healthcare Digital

Mary Jo Struttmann, CA-AMExecutive Director, Alliance ManagementAstellas Pharma, Inc.

Annick De Swaef, CSAP*CEOBelgium Road Research Center

David S. Thompson, CA-AM*Chief Alliance OfficerEli Lilly and Company

Steve Twait, CSAP*VP, Alliance and Integration Management (AIM)AstraZeneca Pharmaceuticals

Jan Twombly, CSAP*PresidentThe Rhythm of Business, Inc.

Lucinda (Cindy) WarrenVP Business Development, NeuroscienceJohnson & Johnson Innovation / Janssen Business Development

Norma Watenpaugh, CSAPFounding PrincipalPhoenix Consulting Group

* ASAP Executive Management Committee


Thank You to our Sponsors!

ASAP would like to thank the following companies for their commitment and support of our organization. We greatly

appreciate their investment in making the 2018 ASAP Global Alliance Summit a huge success.

Silver Sponsors

Salesforce, the global CRM leader, empowers

companies to connect with their customers in a whole

new way. The company has been democratizing

technology since 1999, making the cloud, mobile,

social, IoT, and now AI available to all companies,

regardless of size and scale. Salesforce’s Customer

Success Platform includes cloud-based applications for

sales, service, marketing, commerce and more.

Vantage Partners is the world’s leader in helping companies achieve breakthrough business results by transforming the way

they negotiate, and manage relationships with, key business partners. With a direct heritage from the Harvard Negotiation

Project, Vantage provides both capability building services helping client implement the processes, tools, and approaches

necessary to implement organizational strategies that rely on external collaboration to succeed and direct support services-

both launching new alliances and intervening in and enhancing those alliances that are failing to achieve all that they might.

To learn more about Vantage Partners or to access our online library of research and white papers, please visit

www.vantagepartners.com

Salesforce Community Cloud enables companies of

all sizes to integrate business data and processes

with their communities, creating a seamless

customer, partner and employee experience. Built on

the Salesforce Platform, Community Cloud is part of

Salesforce CRM, and easily connects to third-party

systems and data sources, so companies can access

the tools and information they need to be successful.

Platinum Sponsors

Gold Sponsor

Forge your path to partnering and alliance success—with The Rhythm of Business at

your side. Our customized services and educational programs enable and develop the

partnering mindset, skillset, and toolset throughout your organization—from the

executive suite to the front lines of research in the lab or sales in the field.

Lift your performance far above the “best practices” baseline by building and executing on a collaborative leadership

agenda, breaking down barriers, and rallying stakeholders and partners around a shared vision.

Innovate the partnering experience—from ideation through monetization. Conquer the intricacies of co-development or co-

creation. Master partnering and orchestration in the ecosystem. Partner with new players, develop new business models, and

leverage myriad forms of value to achieve your objectives. Take the value you give your organization to new heights with The

Rhythm of Business. Learn more and access our rich library of insights at www.rhythmofbusiness.com.


Agenda—Monday, March 26, 2018

Time Session Code | Session Title Speaker Location

7:00 a.m. – 6:00 p.m. Registration Atlantic Foyer

7:00 a.m. – 8:00 a.m. Pre-Con Workshop Breakfast Atlantic Foyer

8:30 a.m. – 11:45 a.m. ASAP Advisory Board Meeting (Invitation Only) Grand Salon B & C

9:30 a.m. – 3:30 p.m. Session 101 | CA-AM Certification � Ann Trampas, CSAP | Phoenix Consulting Atlantic IVExam Prep Workshop Group

Session 102 | Alliance Management � David S. Thompson, CA-AM | Eli Lilly and Atlantic I201: The Value of Alliance CompanyManagement � Gary Butkus, CA-AM | Eli Lilly and Company

Session 103 | Overcoming Obstacles & � Candido Arreche, CA–AM | Xerox Atlantic IIIConflict - Utilizing High Impact Worldwide AlliancesCollaborationTools and Techniques to Accelerate Alliance Success

Session 104 | Strategic Decision � Harm-Jan Borgeld, CSAP, PhD | Atlantic IIMaking & Negotiations: Learnings Merck KGaAfrom Game Theory and AM Practice � Stefanie Schubert, CA-AM, PhD |

SRH University Heidelberg

11:45 a.m. – 12:45 p.m. Board of Director Luncheon (Invitation Only) Redfin

1:00 p.m. – 7:00 p.m. Alliance Management Resource Center Atlantic Foyer

1:00 p.m. – 3:45 p.m. Leadership Forum (Invitation Only) Grand Salon B & C

4:00 p.m. – 5:00 p.m. Session 105 | Next Gen Alliance � Lynda McDermott, CA-AM | EquiPro Atlantic III & IVManagement: Mapping a TE-AM InternationalRoad for Successful Alliances � Annick De Swaef, CSAP | Belgium Road

Research Center

4:00 p.m. – 5:15 p.m Sesson 106 | Building Corporate � Norma Watenpaugh, CSAP | Phoenix Atlantic I & IICapability for Collaboration– Consulting GroupLeveraging an International Standard � Parth Amin, CSAP | Alliance Dynamics

6:00 p.m. – 7:00 p.m. Global Alliance Summit Welcome Reception Terrace

100 | Pre-ConferenceWorkshops


Agenda—Tuesday, March 27, 2018


7:00 a.m. – 6:00 p.m. Conference Registration and Information Desk Atlantic Foyer

8:00 a.m. – 5:00 p.m. Alliance Management Resource Center Atlantic Foyer

7:00 a.m. – 8:15 a.m. Networking Breakfast & Chapter Tables Redfin

8:15 a.m. – 8:30 a.m. Global Alliance Summit Opening Grand Ballroom

8:30 a.m. – 9:30 a.m. Session 201 | Conference Keynote � Tim Minahan | Citrix Grand BallroomToday’s New Business Strategy Leads with Strategic Alliances

9:30 a.m. - 10:00 a.m. Session 202 | Celebration of Alliance Excellence Award Finalists Grand Ballroom

10:00 a.m. – 10:30 a.m. Morning Networking Break Atlantic Foyer

10:30 a.m. – 11:20 a.m. Session 301 | Partnering with Change � Joe Schramm | BeyondTrust Atlantic Ballroomin a World of Ongoing Disruption � Morgan Wheaton | JDA Software

Session 401 | Driving Alliance Moderator: Andy Eibling, CSAP | Forty86 Grand Ballroom D & EExcellence into the Future Consulting Group

� Casey Capparelli | Amgen� Nancy Griffin, CA-AM | Novartis

Pharmaceuticals� Mark Noguchi | Roche Partnering� David S. Thompson, CA-AM | Eli Lilly and

Company

11:30 a.m. – 12:20 p.m. Session 302 | Architecting for � Russ Cobb | SAS Institute Atlantic BallroomTransformation: The Next Generation � Norma Watenpaugh, CSAP | Phoenix Partner Ecosystem Consulting Group

Session 402 | Navigating and � Judy Baselice | Pfizer Grand Ballroom D & EEffectively Managing Complex � Brian N. Stewart, CA-AM | Merck KGaAAlliances between Large Biotech/Pharma Organizations

12:20 p.m. – 1:20 p.m. Networking Lunch Redfin

1:20 p.m. – 2:10 p.m. Session 303 | Experience the Future � Laz Gonzalez | Zift Solutions Atlantic Ballroomof the Channel: Integration as a � Lisa Stifelman-Perry | QlikStrategy for Success

Session 304 | The Vendor’s Role in � Reed Warren | Revenue Rocket Grand Salon A, B & CBuilding Solution Provider Value in a Consulting GroupVolatile Market

Session 403 | How to Optimize Value � Ron McRae, CSAP | Janssen Biotech Grand Ballroom D & Eand Gracefully End Alliance � Steve Twait, CSAP | AstraZeneca Relationships Pharmaceuticals

200 | PlenarySessions

400 | Life Sciences/BioPharma Raising Alliance Value

300 | High Tech/ChannelsChanging Channels: Adapting by Demand


Agenda—Tuesday, March 27, 2018 (continued)


2:20 p.m. – 3:10 p.m. Session 501 | Realizing the Value of � Stuart Kliman, CA-AM | Vantage Partners Grand Ballroom D & ENon-Traditional Partnerships in Pharma/Biotech and Technology

Session 502 | Alliances Standing the � Andy Masland | NEC Atlantic BallroomTest of Time � Andrew Yeomans, CSAP | EMD-Serono

3:10 p.m. – 3:30 p.m. Afternoon Networking Break Atlantic Foyer

3:30 p.m. – 4:20 p.m. Session 503 | Alliances in Corporate � Ben Gomes-Casseres, CSAP | Brandeis Grand BallroomDevelopment: Back to the Future? University

� Scott Cohen | PwC

Session 504 | How to Harness and Moderator: Philip Sack, CSAP | CollaboRare & Atlantic BallroomLeverage New Digital Technologies Digital Leadership Instituteand Innovation Ecosystems � Phil Hogg, CA-AM | Everlink Payment

Services� Todd Miller, CA-AM | ChromaWay� Scott San Antonio, CA-AM | Schneider

Electric

4:30 p.m. – 5:20 p.m. Session 203 | ASAP Roundtables Grand Ballroom

5:30 p.m. – 6:00 p.m. Session 204 | Alliance & Chapter Excellence Awards Ceremony Grand Ballroom

6:00 p.m. – 7:00 p.m. Alliance Excellence Awards Celebration Reception Terrace


500 | Cross-IndustryPioneering Tomorrow’sPartnering


Agenda—Wednesday, March 28, 2018


7:00 a.m. – 6:00 p.m. Conference Registration and Information Desk Atlantic Foyer

8:00 a.m. – 5:00 p.m. Alliance Management Resource Center Atlantic Foyer

7:00 a.m. – 8:15 a.m. Networking Breakfast Redfin

8:15 a.m. – 10:15 a.m. Session 205 | ASAP Leadership Spotlights Grand Ballroom

Leadership Spotlight #1 | Alliance � Lucinda Warren | Johnson & JohnsonManagement: “To change the name Innovation / Janssen Business Developmentand not the letter...”

Leadership Spotlight #2 | Retail � Wayne Usie | JDA SoftwareReinvented and the Imperative for Collaboration

Leadership Spotlight #3 | The Goods � Mark Noguchi | Roche Partneringand Bads of Partnering Behaviors: Challenges Faced by Alliance Management

Leadership Spotlight #4 | Winning � Russ Cobb | SAS Institutewith Strategic Alliances: The Heart of Your Growth Strategy

10:15 a.m. – 10:40 a.m. Morning Networking Break Atlantic Foyer

10:40 a.m. – 11:30 a.m. Session 505 | Joint Development of � Jan Twombly, CSAP | The Rhythm of Grand BallroomComplex Solutions Requires Extreme BusinessPartnering � Jeff Shuman, CSAP, PhD | The Rhythm of

Business, Bentley University

Session 506 | Strategic Partner � Andy Choi, PhD | Shire Atlantic BallroomCommunications in a Merger: � Mark Coflin, CSAP | ShireManaging Transformational Change

11:30 a.m. – 12:30 p.m. Networking Lunch Redfin

12:30 p.m. – 2:00 p.m. Session 601 | Taking Charge! � Ross Reck, PhD | Ross Reck & Associates Grand Ballroom D & ENegotiating the Deal You Want Every Time

Session 602 | Building Your � Dave Luvison, CSAP, PhD | Loyola Atlantic BallroomCollaborative Business Model University Maryland


600 | ProfessionalDevelopmentWorkshops

500 | Cross-IndustryPioneering Tomorrow’sPartnering


Agenda—Wednesday, March 28, 2018 (continued)


2:10 p.m. – 3:00 p.m. Session 701 | Onboarding Your � Candido Arreche, CA-AM | Xerox Worldwide Grand Ballroom D & EPartner: Understanding How to AlliancesDesign a Partnership that Works

Session 801 | Three Strategies for � Scott Sugimoto | Salesforce Atlantic BallroomIncreasing Partner Adoption and Engagement

Session 901 | Alliance Management: � Karen Denton, CA-AM | Bayer Grand Salon A, B & CA Growing, Enterprise-wide Activity Pharmaceuticals

� Christoph Huwe, CA-AM, PhD | Bayer AGPharmaceuticals

3:00 p.m. – 3:20 p.m. Afternoon Networking Break Atlantic Foyer

3:20 p.m. – 4:10 p.m. Session 702 | Metrics and Measures: � Molly McCartney, CA-AM | Equifax, Inc. Grand Ballroom D & ETools for Finding Troubles and � Renee Tannenbaum, CA-AM | Halozyme, Inc.Triumphs � Ann Trampas, CSAP | Phoenix Consulting

Group

Session 802 | Herding Your Lawyers: � Nancy Breiman, CSAP | IBM Corporation Atlantic BallroomTurning Negotiators into Collaborators � Bernie Hannon, CSAP | Citrix

� Bill Kleinman | Haynes and Boone

Session 902 | Leaders in Collaborative � Robert Porter Lynch, CA-AM | The Grand Salon A, B & CExcellence Warren Company

4:20 p.m. – 5:10 p.m. Session 703 | The Great Alliance � Gerry Dehkes, CSAP | KPMG International Grand Ballroom D & ERevival � David Erlenborn, CSAP | KPMG LLP

Session 803 | Centralized vs. � Tony DeSpirito, CSAP | Schneider Electric Atlantic BallroomDecentralized Alliance Organizations: � Scott San Antonio, CA-AM | Schneider

How to Survive and Thrive in Both ElectricEcosystems!

Session 903 | The Value Alliance � Annick De Swaef, CSAP | Belgium Road Grand Salon A, B & CProfessionals Can Bring to Complex Research CenterProjects � Robert Porter Lynch, CA-AM | The

Warren Company

5:15 p.m. – 5:30 p.m. Global Alliance Summit Close Grand Ballroom D & E

5:30 p.m. – 7:00 p.m. Global Alliance Summit Sunset Celebration Terrace

700 | Basic BestPractices AllianceHealth Best Practices

900 | AdvancedLeadership LeadingCollaborative Excellence

800 | AllianceLeadership PilotingPartner Complexity


ASAP Corporate Members

Abbvie

Alliancesphere

Amgen

BeyondTrust

Celgene

ClickSoftware

College of American Pathologists

Consensa Consulting

Daiichi Sankyo

DSM Innovation Center

Equifax

F. Hoffman La Roche

Genpact

GlaxoSmithKline (GSK)

Halozyme Therapeutics

Illumina

Ipsen

IQVIA

Julphar

KPMG

Menarini International

National Grid

National Instruments

NVIDIA

Otsuka Pharmaceuticals

Panduit

Pfizer

Pierre Fabre Medicament

Polycom

PricewaterhouseCoopers (PwC)

Pure Storage

Royal Philips

Servier

Shire

The Rhythm of Business

Thomson Reuters Elite

Upsher-Smith

Vantage Partners

WorkSpan

Zift Solutions


Overview of Sessions

Grand BallroomSession 201 Conference Keynote:Today’s New BusinessStrategy Leads withStrategic Alliances

Grand BallroomSession 202Celebration of AllianceExcellence AwardFinalists

8:30 a.m. – 9:30 a.m. 9:30 a.m. – 10:00 a.m. 4:30 p.m. – 5:20 p.m.

Grand BallroomSession 203ASAP Roundtables

Track 200: Plenary Sessions

5:30 p.m. – 6:00 p.m.

Grand BallroomSession 204ASAP Alliance & ChapterExcellence AwardsCeremony

Tuesday, March 27, 2018

Atlantic BallroomSession 301Partnering with Changein a World of OngoingDisruption

Atlantic BallroomSession 302Architecting forTransformation: The NextGeneration PartnerEcosystem

10:30 a.m. - 11:20 a.m. 11:30 a.m. - 12:20 p.m. 1:20 p.m. - 2:10 p.m.

Atlantic BallroomSession 303Experience the Future ofthe Channel: Integration asa Strategy for Success

Track 300: High Tech/Channels Changing Channels: Adapting by Demand

1:20 p.m. - 2:10 p.m.

Grand Salon A, B, & CSession 304The Vendor’s Role inBuilding Solution ProviderValue in a Volatile Market


Track 400: Life Sciences/BioPharma Raising Alliance Value

Grand Ballroom D & ESession 401Driving AllianceExcellence into theFuture

Grand Ballroom D & ESession 402Navigating and EffectivelyManaging Complex Alliancesbetween LargeBiotech/Pharma Organizations

Grand Ballroom D & ESession 403How to Optimize Value andGracefully End AllianceRelationships

Grand Ballroom D & ESession 501Realizing the Value of Non-Traditional Partnerships inPharma/Biotech andTechnology

Atlantic BallroomSession 502Alliances Standing theTest of Time

2:20 p.m. - 3:10 p.m. 2:20 p.m. - 3:10 p.m 3:30 p.m. - 4:20 p.m.

Grand BallroomSession 503Alliances in CorporateDevelopment: Back to theFuture?

Track 500 | Cross-Industry Pioneering Tomorrow’s Partnering

3:30 p.m. - 4:20 p.m.

Atlantic BallroomSession 504How to Harness andLeverage New DigitalTechnologies and InnovationEcosystems



Overview of Sessions

Grand BallroomSession 205Leadership Spotlight #1

Alliance Management: “To change the name and not the letter…”


Retail Reinvented and theImperative for Collaboration


The Goods and Bads ofPartnering Behaviors:Challenges Faced by AllianceManagement

Track 200: Plenary Sessions


Winning with StrategicAlliances: The Heart of YourGrowth Strategy

Wednesday, March 28, 2018 | Early Morning Sessions

8:15 a.m. – 10:15 a.m.

Grand BallroomSession 505Joint Development ofComplex Solutions RequiresExtreme Partnering

Atlantic BallroomSession 506Strategic Partner Communicationsin a Merger: ManagingTransformational Change

10:40 a.m. - 11:30 a.m. 10:40 a.m. - 11:30 a.m. 12:30 p.m. - 2:00 p.m.

Grand Ballroom D & ESession 601Taking Charge! Negotiatingthe Deal You Want EveryTime

Track 500 | Cross-Industry PioneeringTomorrow’s Partnering

12:30 p.m. - 2:00 p.m.

Atlantic BallroomSession 602Building YourCollaborative BusinessModel

Track 600 | Professional Development Workshops

Wednesday, March 28, 2018

Grand Ballroom D & ESession 701Onboarding Your Partner:Understanding How to Design aPartnership that Works

Grand Ballroom D & ESession 702Metrics and Measures: Tools for FindingTroubles and Triumphs

Grand Ballroom D & ESession 703The Great Alliance Revival

2:10 p.m. - 3:00 p.m. 3:20 p.m. - 4:10 p.m 4:20 p.m. - 5:10 p.m.


Track 700 | Basic Best Practices Alliance Health Best Practices

Atlantic BallroomSession 801Three Strategies for Increasing PartnerAdoption and Engagement

Atlantic BallroomSession 802Herding Your Lawyers: TurningNegotiators into Collaborators

Atlantic BallroomSession 803Centralized vs. Decentralized AllianceOrganizations: How to Survive and Thrive inBoth Ecosystems!

Track 800 |Alliance Leadership Piloting Partner Complexity

Grand Salon A, B & CSession 902Leaders in Collaborative Excellence

Track 900 |Advanced Leadership Leading Collaborative Excellence

Grand Salon A, B & CSession 901Alliance Management: A Growing,Enterprise-wide Activity

Grand Salon A, B & CSession 903The Value Alliance Professionals CanBring to Complex Projects


Pre-Conference Workshops | Track 100

Monday, March 26, 2018

CA-AM (Certificate of Achievement - AllianceManagement) Certification Exam Prep Workshop

Session 101

9:30 a.m. – 3:30 p.m. | Atlantic IV

Facilitator: Ann Trampas, CSAP | Professional Development

Practice Lead | Phoenix Consulting Group

Do you want to validate and strengthen your alliance management

expertise? Increase your alliance IQ and plan to attend this workshop as

it explores and reinforces key alliance concepts that are covered in the

CA-AM exam.

The knowledge exchange in this interactive professional development

workshop will be strengthened by robust group discussion and case

scenario analyses. The workshop will provide access to models, tools,

and proven best practices that can be rapidly applied into your daily

activities creating operating efficiencies that aim to improve results. This

course will address the following topics: Alliance Life Cycle Framework,

Strategic Rationale and Readiness, Alliance Selection, Alliance

Execution, Planning and Organizing Skills, and Management and

Leadership Skills.

Each participant will receive The ASAP Handbook of Alliance

Management: A Practitioner’s Guide—considered “the bible of

partnering practice.” Also included in the workshop fee is the online

exam. The CA-AM prep workshop is a requirement for becoming

certified.

“CA-AM training and certification provides a common

language and a common set of processes and tools.”

— Mary Jo Struttmann, CA-AM, Astellas

Alliance Management 201: The Value of AllianceManagement

Session 102

9:30 a.m. – 3:30 p.m. | Atlantic I

Facilitators: David S. Thompson, CA-AM | Chief Alliance

Officer | Eli Lilly and Company

Gary Butkus, CA-AM | Alliance Management Director | Eli Lillyand Company

This intermediate course is a follow on to Alliance Management 101:

The Fundamentals of Alliance Management, and offers further exposure

to experience and learnings from Eli Lilly and Company’s Office of

Alliance Management. This course is designed for individuals who have

completed Alliance Management 101 and are in a position to influence

contract design and metrics; individuals who are the sole alliance

professionals at their organizations; current leaders of their company’s

alliance management organization as well as those who desire to

become a department leader.

David S. Thompson, Chief Alliance Officer at Lilly, will share insights and

learnings from Lilly’s century of business alliance experience. This

course will feature a business case about using contracts to predict

where value inflection points will be, where inefficiencies may occur,

and where risks exist. In addition, the course will share tools and

techniques for measuring results and communicating value of alliance

management efforts.

Students who attend this course will have the opportunity to participate

in a pre-session discussion and survey and will receive a set of battle-

tested alliance management tools.

Overcoming Obstacles & Conflict - Utilizing HighImpact Collaboration Tools and Techniques toAccelerate Alliance Success

Session 103

9:30 a.m. – 3:30 p.m. | Atlantic III

Facilitator: Candido Arreche, CA-AM | Global Director of

Portfolio & Partner Management, Six Sigma Black Belt | Xerox

Worldwide Alliances

Obstacles exist in every business relationship. How they are managed

both internally and externally is what can cause relationships to fail or

help them become extraordinary. Conflict, occurs when those within the

alliance disagree over values, interests, motivations, perceptions, ideas,

and/or desires. Collaborative techniques can strengthen high

performance process and capitalize on conflict to create better

decisions and positively impact the alliance.

During this engaging “hands-on” workshop participants will learn the

best ways to address and manage obstacles such as conflict in an

alliance through real life scenarios making use of collaborative tools and

techniques associated with high performing teams. Workshop

exercises, including group activities will help attendees develop more

finely tuned communication, negotiation, and influencing skills. These

skills will benefit alliance teams to better navigate day to day situations

whereby issues and conflict arises that can potentially affect or even

stall the success and timeline of the alliance. As a bonus, explore key

concepts from the facilitators new book, The Collaborative Pyramid, and

be among the first to learn about these great new tools.

This course will provide attendees a workbook, tools, and exercises that

can be easily executed by alliance teams following the workshop.

Suitable for all partnership professionals, no matter the industry or level

of expertise; participants will learn from each other and the workshop

facilitator.

*Additional fee is associated with this workshop; it is not included in the full conference pass.



Monday, March 26, 2018

Strategic Decision Making & Negotiations:Learnings from Game Theory and AM Practice

Session 104

9:30 a.m. – 3:30 p.m. | Atlantic II

Facilitators: Harm-Jan Borgeld, CSAP, PhD | Head Alliance

Management | Merck KGaA

Stefanie Schubert, CA-AM, PhD | Professor of Economics |SRH University Heidelberg

Understand how alliance partners can assess potential strategic options

and learn to anticipate them by making use of insights from game

theory. This training will help participants sharpen their alliance

management skills by increasing the speed and quality of their decision

making, influencing, and negotiation skills.

This workshop will expose participants to real-life cases where they can

learn about the science of strategic decision making. Further, the

workshop will help alliance managers successfully run joint committee

meetings and pave the way to address decision making challenges

successfully.

The course was first part of an ASAP global conference last fall in Boston

and now includes more role play, case studies, and game theory

examples. A few quotes from the attendees; “...course content is strong,

loved the variety of real life practical cases, practicing through exercises,

well put together concise slides, liked the two-instructor

approach...academic and industry, loved the topic—tying game theory,

to decision making, to influencing.”

Participants will leave the workshop with a strategic decision-making

toolkit specifically designed for alliance managers to increase their

skillset and increase alliance success.

Next Gen Alliance Management: Mapping a TE-AM Road for Successful Alliances

Session 105

4:00 p.m. - 5:00 p.m. | Atlantic III & IV*Free Pre-Conference Workshop

Facilitators and ASAP Education Provider Partners: Lynda

McDermott, CA-AM | President | EquiPro International

Annick De Swaef, CSAP | CEO | Belgium Road ResearchCenter

Complex multi-partners, academic and industry partnerships, and an

increasing number of alliances and cross-industry collaborations

continue to pursue new types of alliance relationships. These

relationships increase the demand for an organization to strengthen its

alliance management maturity level across the alliance portfolio.

Alliance managers should be asking themselves: Are all alliance team

members aligned with the company’s alliance investment strategy,

alliance collaboration skills, and the lean and agile alliance best

practices and processes?

In order to build a strong alliance team culture and community of

practice across an organization, it is critical that all individuals in an

alliance function are engaged. In addition, it is critical to include those

who touch alliances as extended alliance team members to jointly

assess the organizational alliance capabilities and attractiveness as a

“preferred collaboration/alliance partner”.

In this workshop, discover how ASAP’s newly launched in-house TE-AM

Training in combination with CA-AM certification helps to assess and

strengthen an organization’s capabilities to expand its alliance portfolio

into new areas of value creation. The workshop will provide an overview

of the extended alliance team offering, complete with a live demonstration

of experiential tools and assessments that will help participants:

� Realize the importance of building a community practice thatshares the same mind-set among the alliance team and thosein cross-functional roles who work with alliance partners

� Identify ways to build bridges between alliance functions andareas within an organization such as business development,general counsel, marketing etc.

� Assess an organization’s capabilities to manage alliances in alean and agile way

� Determine if an alliance team is operating and perceived tobe a “preferred alliance partner”

� Recognize the critical skills required for the “next generation”alliance manager and extended alliance teams

*Additional fee is associated with this workshop; it is not included in the full conference pass.



Monday, March 26, 2018*Additional fee is associated with this workshop; it is not included in the full conference pass.

Building Corporate Capability for Collaboration –Leveraging an International Standard

Session 106

4:00 p.m. - 5:15 p.m. | Atlantic I & II *Free Pre-Conference Workshop

Facilitator: Norma Watenpaugh, CSAP | Founding Principal |

Phoenix Consulting Group

Head of US Delegation | ISO Collaborative BusinessRelationship Management

Parth Amin, CSAP | Founder | Alliance Dynamics

Member | US Delegation for ISO Collaborative BusinessRelationship Management

How do you build successful alliances when the corporate orientation

and culture is misaligned? ASAP has long advocated that success is not

just about implementing good practices for partnering but also building

a capability for partnering within your organization and fostering that

capability within your partners’ organization. ASAP served as the lead

organization in representing the United States in developing the

recently published ISO 44001 Collaborative Business Relationship

Management Standard, released in March 2017. While the standard’s

operational aspects of managing a collaboration will be familiar to most

alliance managers, the standard expands collaborative capability

beyond that of the alliance team to embed collaborative competency,

leadership and culture into the fabric of the organization by creating a

common framework and foundation.

By exploiting this standard, organizations and individuals will be able to

partner more effectively in any industry, as well as government

agencies, nonprofits, and academia, all while nurturing the partner

capability organizationally and individually.

Key takeaways include:

� Learning how companies who can claim conformance to thestandard can also claim to be “partner of choice” by statusthrough an Internationally recognized benchmark.

� Ways to apply best practices espoused by the ASAPHandbook of Alliance Management so they serve as a‘playbook’ in conforming to the standard.

� Hearing how ASAP professional certifications (CA-AM andCSAP) validate that you have the competencies tocollaborate as required by the standard

As a courtesy, all attendees will receive a copy of a newly published

implementation guide which maps the Handbook to the standard and

provides additional context and application notes.


Session Descriptions | Track 200

Celebrating Alliance Excellence

Celebration of Alliance Excellence Award Finalists

Session 202

9:30 a.m. – 10:00 a.m. | Grand Ballroom


Presenters: Michael Leonetti, CSAP | President & CEO | ASAP

Norma Watenpaugh, CSAP | Founding Principal | Phoenix Consulting Group

Join us as we celebrate each of the nine finalists for the ASAP Alliance Excellence Awards. This presentation will shine the spotlight on those

exemplars of business collaboration—organizations that are forging the future of partnering.

The finalists are...

Conference Keynote

Today’s New Business Strategy Leads with Strategic Alliances

Session 201



Speaker: Tim Minahan | Senior Vice President, Business Strategy and CMO | Citrix SystemsTo go farther faster, today’s organizations must develop meaningful strategic alliances as a core part of their

business strategy. And forging successful alliances and driving new business requires influencing many parts

of a partner organization to bring people together to answer one core question: What can we do together that

is going to drive greater value for our joint customers?

Answering that question is a journey that creates a bond of trust and shared opportunity that empowers

partnered organizations to grow together by leveraging each other’s brands, technologies, sales forces, and

marketing power. It’s a relationship where the whole is greater than the sum of its parts and where unifying

two organizations to drive collaboration and innovation can make the impossible possible.

Those who know Citrix know that aligning with strategic partners is part of our DNA, and that deepening

relationships with alliance partners is at the heart of delivering not just products, but more importantly the

solutions and outcomes customers are looking for.

There is no question—Citrix is redefining the strategic alliances model. This session will underscore best

practices for developing business partnerships as a key element of your overall business strategy.

Amgen

Cisco | Dimension Data

Dassault Systèmes

JDA Software

MedImmune

MSD | Julphar

Merck KGaA

Pierre Fabre

Shire



ASAP Roundtables

Session 203

4:30 p.m. - 5:20 p.m. | Grand Ballroom


The concepts raised by today’s session leaders have no doubt piqued

your interest for more engagement with trending perspectives, new

collaborative business models and proven skill sets required to be

successful in propelling partnering for the on-demand world. Join the

popular roundtable format to engage in facilitated discussions with your

colleagues and explore the alliance topics that matter most to you.

Discussions with be facilitated by distinguished ASAP members and

industry thought leaders. Key takeaways will be shared post conference

through various ASAP media outlets.

ASAP Alliance & ChapterExcellence Awards Ceremony

Session 204



Presenters | Michael Leonetti, CSAP |

President & CEO | ASAP

Norma Watenpaugh, CSAP | Founding Principal | PhoenixConsulting Group

One of the highlights of the ASAP Global Alliance Summit is the

announcement of the ASAP Alliance & Chapter Excellence Award

winners. Learning from one’s peers about innovative, creative

partnering and exceptional practices is one of the key benefits of the

annual awards program. This year will be no exception, with a diverse

line-up of nine finalists in four categories: Alliance Program Excellence,

Innovative Best Alliance Practice, Individual Alliance Excellence, and

Alliance for Corporate Social Responsibility. In addition, find out which

ASAP chapters have shined this year in the areas of best practices,

programs, and innovation. Join us as we recognize the people and

teams, relationships, and approaches that foster collaborative culture

and nurture collaborative engagements, for years or even decades.



ASAP Leadership SpotlightsSession 205



Alliance Management: “To change the name and not the letter…” Lucinda (Cindy) Warren | VP Business Development, Neuroscience | Johnson & Johnson Innovation / Janssen BusinessDevelopment

The role of the alliance management function and the alliance manager has been thoughtfully adopted and integrated into

most company infrastructures and strategies today. While there continues to be a debate on whether the infrastructure

acceptance is true and the strategy incorporation is questionable, many have suggested that how the function is

logistically integrated into the corporate structure may aid in facilitating an embraced value of alliance management.

Looking at differing structures, we will explore the pros and cons and possible options to optimize the value that the

alliance function and manager brings.

Lucinda (Cindy) heads the Neuroscience Business Development Team which includes scientific finding, licensing

transactions, mergers, acquisition, out licensing, divestitures and alliance management.

In 1999, she joined the Johnson & Johnson Family of Companies and has held various USA and Global roles of increasing

responsibilities, including Sales, Marketing, New Product Development, Alliance Management, and Business Development

Leadership. Responsible for some of Janssen’s longest and largest global commercial alliances, she led the global

integration of Johnson & Johnson’s single largest asset REMICADE®, back into the organization in 2011.

Prior to joining the Janssen Business Development Leadership Team, Lucinda led the Immunology Business Unit in

Australia, returning to the USA in 2014 as VP Alliance Management, Janssen, responsible for leading the total

Pharmaceutical portfolio of collaborations.

Retail Reinvented and the Imperative for CollaborationWayne Usie | Chief Market Development Officer | JDA Software

Three forces of change are accelerating and reshaping the retail landscape as we know it: the advancement of disruptive

technologies, generational shifts among shoppers, and formidable competition. The effects of these changes will be

profound. Digital commerce will grow to 70 percent of retail transactions by 2025, resulting in 50 percent fewer malls and

large stores. Retail will be reinvented, forging new partnerships that must operate in real time with the utmost agility.

Although technology will be the predominant catalyst for change, successful organizations will seamlessly collaborate

across partnerships in this ever-changing ecosystem of technology adoption, reshaping digital commerce, synchronizing

customer touchpoints, personalizing the retail experience, and more.

In this session, Usie will share insights regarding these disruptive technologies and the response to consumer behavior.

He also will describe how collaborating across companies in the new partnership ecosystem will be table stakes for

success.

Wayne is responsible for aligning and synchronizing end-to-end support for global sales while driving greater efficiency

and growth at JDA Software. In his 16 years with the company, he has become a trusted advisor to customers worldwide.

Previously, Wayne served as Vice President of IT at Family Dollar Stores, a publicly traded mass merchant discount retailer.

He holds a B.S. in Business Administration from Louisiana State University.



The Goods and Bads of Partnering Behaviors: Challenges Faced by Alliance ManagementMark Noguchi | Vice President, Global Head, Alliance and Asset Management, Global Head, Asia and Emerging MarketsPartnering | Roche Partnering

The alliance profession is commonly misunderstood as an outward facing and glamorous role of managing the alliances

of the company. The partnering companies collaborate together with the orchestration by alliance managers and results

will happen. The reality is that the leadership scope is far wider, influencing and fostering alliance behaviors among

internal colleagues that have critical functions contributing to the partnership value. Since alliances touch and impact the

internal operations and the people who execute them, alliance managers often find themselves in challenging positions

with partners when their colleagues don’t have the skills and sometimes don’t believe in collaboration. What can be done

to bring the team into the partner mindset and how fast? Building maximum value depends on it!

Mark oversees the Roche staff of Global Alliance Directors, managing over 150 R&D through commercial-stage

partnerships with Pharma companies, biotechnology firms, universities, and other healthcare entities, as well as the

alliances with Roche Group members Chugai Pharmaceuticals and Foundation Medicine, Inc. Additionally, he manages

the out-partnering of commercial and R&D assets. Mark also leads the Roche business development staffs located in Tokyo

and Shanghai, seeking partnerships for innovative medicines from Asia countries and emerging markets. Prior to his

current role, Mark held global and regional management positions in Roche business development, portfolio

management, pharmaceutical marketing, regulatory affairs, and information technology. Educated as a zoologist at the

University of California, Davis, Mark received his MBA from UCLA’s Graduate School of Management.

Winning with Strategic Alliances: The Heart of Your Growth StrategyRuss Cobb | Senior Vice President, Growth & Business Operations | SAS Institute

Want to help lead your company to faster, more profitable revenue growth? As a strategic alliance professional, you are

already in the place to do it! Many companies struggle to find revenue growth. At least three challenges face companies

considering innovation and growth strategies. Many approaches are:

� Inside-out—Companies and people are comfortable starting with the known and working from there. Beginning

the strategy development process down a biased path misses the art of the possible.

� “Following” rather than “leading” initiatives—Even when companies look outside to their competitors, initiatives

look a lot like what a leading competitor started some time ago, missing opportunities for fundamental change

and growth.

� Biased by risk aversion—Faced with uncertainty, many decision makers choose less risky options even with lower

expected value than other strategic options. Game-changing moves aren’t taken.

Address all by placing the concept of strategic alliances at the heart of the strategy development.

Prior to joining SAS, he spent 11 years in management consulting for Marakon Associatesand Accenture, where he

specialized in corporate and business unit strategy development for multinational clients in a variety of industries.

Throughout his career at SAS, Cobb has held numerous leadership roles related to strategy, marketing, strategic

partnerships and business development. Cobb holds an MBA from the Kellogg School of Management at Northwestern

University, and a BS in industrial engineering from North Carolina State University.



Partnering with Change in a World of OngoingDisruption

Session 301

10:30 a.m. – 11:20 a.m. | Atlantic Ballroom


Speakers: Joe Schramm | Vice President Strategic Alliances |

BeyondTrust

Morgan Wheaton | Senior Director, Global Partner Alliances &Channels | JDA Software

The world of technology has always existed in an environment of

constant change. The pace is accelerating and recent shifts are causing

tectonic disruption across all industries. Technology consumers are

leveraging this trend for competitive advantage and rapidly adopting

the services consumption model, known as XaaS or Everything as a

Service. As customer acquisition models morph to subscriptions,

traditional partnering models and ecosystems are being challenged and

transformed where differentiation is achieved through business

solutions and not features. New partner personas are emerging to

respond to the customer, as old ones fade away.

Join the discussion with two industry leaders sharing real world

examples and the key questions they continually ask themselves while

navigating the evolving partner ecosystem to survive and thrive in

today’s fast paced digital world.

� How to recognize and strategize for the current andanticipated future technology shifts.

� What kind of cultural change is needed to better enable newpartner models?

� Will building the new business development processes beflexible enough to support ongoing change?

� Can alliance leaders design “future proof” alliances thataccommodate ongoing disintermediation?

High Tech/Channels Changing Channels: Adapting by Demand



Architecting for Transformation: The NextGeneration Partner Ecosystem

Session 302

11:30 a.m. – 12:20 p.m. | Atlantic Ballroom


Speakers: Russ Cobb | Senior Vice President, Growth &

Business Operations | SAS Institute

Norma Watenpaugh, CSAP | Founding Principal | PhoenixConsulting Group

The tech industry is experiencing seismic changes driven by the

convergence of SMAC (social media, mobile computing, analytics and

cloud technology), the change in technology consumption, the rise of

Digital Transformation (DX) and the Internet of Things (IoT). Though the

industry has experienced massive disruption before, the changes

underway now seem to be different. Why? One reason is that business

models have fundamentally changed from selling and buying stuff to

responding to how customers want to consume technology and how it

changes their businesses.

In a very complex and changing landscape, the vendors and partners

who embrace the changes, build partnerships for the long run, and

make partnering a core tenet of their company strategy will achieve a

competitive advantage that could last for years. This session outlines

strategies to enable and harness these changing business models:

� Building the ecosystem around the customer, the problemsthey need solved, and the experience to drive loyalty

� How to think holistically about blended business models,breaking down silos, and recognizing value as the measure ofsuccess shifts from unit volume

� Encouraging peer-to-peer collaboration since no singlevendor or partner can deliver DX or IoT solutions by itself

Experience the Future of the Channel: Integrationas a Strategy for Success

Session 303

1:20 p.m. - 2:10 p.m. | Atlantic Ballroom


Speakers: Laz Gonzalez | Chief Strategy Officer | Zift Solutions

Lisa Stifelman-Perry | Director, Partner Marketing Operations& Partner Experience | Qlik

Is the future of the channel looking very different than what you’ve

imagined? In this interactive session, start visualizing and experiencing the

fully integrated reality that forward-thinking channel leaders are embracing.

This session will explore proven strategies to eliminate current channel

complexities and demonstrate how channel leaders are integrating

essential functions, processes, and technology to enable a seamless

partner experience, leverage data for better decision making, and

generate more revenue.

Channel and partner management leaders struggling with inadequate

internal tools and technologies, such as siloed solutions and disparate

data pools, will walk away with:

� Real-world insight, tips and lessons learned from Qlik,complete with a case study of how the company is using toolsand integration to deliver a world-class experience for itspartners

� Integration of best practices to transform how organizationsmarket and sell through, as well as measure their globalchannel partner ecosystems

� Tools to analyze, measure, and improve integration maturitylevels across channel programs

The Vendor’s Role in Building Solution ProviderValue in a Volatile Market

Session 304

1:20 p.m. - 2:10 p.m. | Grand Salon A, B, & C


Speaker: Reed Warren | Vice President and Partner | Revenue

Rocket Consulting Group

The importance of the vendor in building solution provider value cannot

be overstated. A robust partner ecosystem consisting of healthy,

profitable, and growing companies is the lifeblood of the most

successful vendors in the industry. In the session, learn proven

approaches on how to become an unstoppable force by cultivating

profitable growth inside partner companies.

Alliance professionals need a well-stocked toolkit of practices, tactics,

and even psychology to animate and help grow these ecosystems of

independent partners, making them successful and sustainable on their

own as well as part of the greater collaboration. Reed Warren shares his

experience of helping more than 300 partners on their journey to

industry leading growth and profitability.

These proven techniques will help build an ecosystem of technology

partners.

Warren offers his insights as well as the tools and practices regularly

employed to:

� Engage in the planning and strategic positioning required tokeep partners profitable, aligned, and loyal.

� Expand and foster collaboration between partners that willenhance the health of the partner ecosystem.

� Enable partners to engage in consolidating the partnerecosystem as profitable and growing partners come togetherto enhance their reach and scope of services offered to themarketplace.

High Tech/Channels Changing Channels: Adapting by Demand



Driving Alliance Excellence into the Future

Session 401

10:30 a.m. – 11:20 a.m. | Grand Ballroom D & E


Speakers: Casey Capparelli | Global Product General

Manager in Oncology | Amgen

Nancy Griffin, CA-AM | VP & Head, Alliance Management,Global BD&L | Novartis Pharmaceuticals

Mark Noguchi | Vice President, Global Head, Alliance andAsset Management, Global Head, Asia and Emerging MarketsPartnering | Roche Partnering

David S. Thompson, CA-AM | Chief Alliance Officer | Eli Lillyand Company

Moderator: Andy Eibling, CSAP | Senior Partner | Forty86

Consulting Group

The strategic importance and volume of biopharma collaborations have

increased tremendously and the pace is expected to continue. As a

consequence, the alliance leadership of biopharma companies is pro-

actively transforming their alliance programs and organizations to stay

on the forefront of managing alliance growth and complexity and at the

same time continuing to enhance their company’s reputation as

partners of choice. What triggers changes in alliance best practices and

operations and how do they lead their alliance organization and their

company through these changes? What are the potential, future causes

that they are watching? How are they preparing capabilities and

flexibility within their alliance organizations to address rising trends,

such as new alliance types, increasing demand for more alliance value

along with accountability and measurement, in an ever-expanding

partner-oriented corporate strategy?

Discover the top-of-mind challenges and future opportunities that drive

the leaders of large biopharma alliance organizations. Join an

interactive discussion with this distinguished panel of executives known

for their excellence in partnering, and for their forward-thinking

management that is reshaping the alliance landscape. Critical questions

to be explored include:

� What are the indicators that drive change in an allianceprogram?

� When and how do you lead change within the allianceorganization and throughout the company?

� What are today’s and tomorrow’s anticipated emerging shiftsand challenges?

Navigating and Effectively Managing ComplexAlliances between Large Biotech/PharmaOrganizations

Session 402

11:30 a.m. – 12:20 p.m. | Grand Ballroom D & E


Speakers: Judy Baselice | Director Alliance Management |

Pfizer

Brian N. Stewart, CA-AM | Director Alliance Management |Merck KGaA

Managing the alliance complexity between two “giants” in the industry

can be achieved with planning and skillful navigation. One is a large

pharma and one is a large biotech with different cultures, internal

operations models, and alliance mindset. Each comes with vast

therapeutic areas. Is your organization partnering or about to partner

with a large biotech or pharma organization for the first time? This

session will focus on how to best navigate through the many functions,

governance structures, and processes for ongoing alignment and

decision-making that are essential to succeeding in these grand

alliances.

As key contributors within the Merck KGaA + Pfizer Inc. alliance, the

presenters will share their journey to co-commercialize and co-develop

multiple assets through an inventive working model to bring more rapid

commercial deliverables. The session will highlight the following

complexities in large biopharma alliances:

� Navigating multiple alliance committees and charters

� Managing organizational differences and cultural dynamics

� Maintaining alignment in dynamic therapeutic areas

� Managing external alliances that are created within thealliance

Bring your experiences and challenges to contribute to these important

and complex issues.

Life Sciences/BioPharma Raising Alliance Value



How to Optimize Value and Gracefully EndAlliance Relationships

Session 403

1:20 p.m. – 2:10 p.m. | Grand Ballroom D & E


Speakers: Ron McRae, CSAP | Director of Alliance

Management | Janssen Biotech

Steve Twait, CSAP | VP, Alliance and IntegrationManagement (AIM) | AstraZeneca Pharmaceuticals

Alliance management professionals typically have toolkits with

practices and tactics for kicking off an alliance. However, what happens

when it is time to end the alliance relationship? Alliances come and go,

but successful management of an alliance transition requires both

effective planning as well as flexible problem-solving capabilities at all

levels. This session will lead the audience through the transition of the

alliance, identifying critical factors for success and key steps leading to

a positive outcome. They will share governance structures and tools

utilized, as well as lessons learned and essential capabilities needed for

a global alliance transition, including both a transfer of commercial

responsibilities for key strategic markets and product withdrawal in

other markets.

Key learning topics for discussion:

� Successful alliances create and maximize value. How canalliance management help to maintain that value as the assetshifts hands from one partner to the other?

� The business processes and tools used to end an allianceoften look very different from the business processes andtools established at the beginning of an alliance. What toolsshould alliance management implement and when?

� Benefits of developing an Alliance Transition Agreement andkey topics will be included. How will partner responsibilitiesbe determined? How will disputes be resolved?

Life Sciences/BioPharma Raising Alliance Value



Realizing the Value of Non-TraditionalPartnerships in Pharma/Biotech and Technology

Session 501

2:20 p.m. - 3:10 p.m. | Grand Ballroom D & E


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

Pharma/biotech and technology firms increasingly are partnering with

non-traditional partners—such as one another—for a variety of

objectives: to create a new or differentiated value proposition, get

access to new customers/markets, enhance evidence, get insight into

consumer behavior, and enable new financial models. While these

partnerships can create significant value, pharma /biotech and

technology companies have very different business models and

operating styles. Selecting and managing these partnerships poses new

challenges even for experienced organizations.

As they consider alliances with non-traditional partners, pharma/biotech

and technology companies need to think carefully about the purpose for

pursuing these partnerships, the appropriate types of relationship and

partners to achieve these goals, and how to create successful

relationships given the unique challenges faced. This session will provide

insight into key issues to consider when entering into these partnerships:

� How to ensure these alliances are consistent with andsupportive of overall business and therapy area strategies aswell as fit with an existing ecosystem of relationships(partners, suppliers, etc.)

� How to take a structured approach to evaluating andselecting potential partners based on their ability to meet thespecific purposes of the partnership (not just the “namebrand” of the partner)

� The capabilities needed to launch, manage, and adjust thesenew alliances effectively

Alliances Standing the Test of Time

Session 502



Speakers: Andy Masland | Senior Manager, Microsoft Global

Alliance | NEC

Andrew Yeomans, CSAP | Director Global AllianceManagement | EMD-Serono

Long-standing alliances demonstrate the true art and science of the

alliance profession. These alliances continue to evolve and successfully

create value given innovations in science and technology, changing

corporate strategies and culture, global market evolution, and

increasing customer expectations. Led by alliance managers in the

biopharma and technology industries, this session will reveal what

keeps long-term alliances delivering year after year, and how to identify

and overcome the threats for ongoing sustainability, while exceeding

expectations. Even long-standing alliances can’t rely on past

performance--they must always continue to look to the future and

continue to innovate. Partner model, governance structure, and

defining and measuring value are some of the fundamental operations

that need constant vigilance over time. At the same time, maintaining

strategic “reason for existing” can’t be overlooked by each of the

partnering companies while seeking the next value generator.

Join this session to examine how structures, programs, and processes

inherited, support or hinder the long-standing alliance. What

characteristics have the greatest importance, such as establishing trusted

relationships, executing business models well, or other unique factors?

Bring your experiences to share and take away from the discussion:

� Common characteristics of successful, long-term alliances.

� How to guide and navigate alliance complexity and throughstressful transitions.

� How to promote alliance value to internal stakeholders whileenabling alliance growth.

Alliances in Corporate Development: Back to theFuture?

Session 503



Speakers: Ben Gomes-Casseres, CSAP | Author, Professor |

Brandeis University

Scott Cohen | Deals Director | PwC

ASAP was created in a time when alliances were new for many of our

members. Today, alliances are embedded in our organizations and

corporate development strategies. Deep toolsets have been developed

and company leadership has come to expect more from alliances. The

stakes for alliance professionals have risen over the last two decades.

How did alliances get here? Where are alliances headed?

One million corporate development deals done during the past 26 years

were studied across acquisitions, alliances, joint ventures, and more.

Deals strategies have evolved through five distinct periods - rise of

digital technologies, dot-com era, spread of social networks, great

recession, and today’s return to transformational deals. Striking patterns

were revealed in the data across these time periods, as well as across

countries and major industries. The most recent data shows a sharp

uptick in alliance formation.

Lessons derived from this evidence include:

� When and why companies use one form of corporatedevelopment versus another

Cross-Industry Pioneering Tomorrow’s Partnering



� The role of alliances in strategies of corporate and industrytransformation

� Differences across industries in alliance managementtoolsets

� Trends to expect in the near future

How to Harness and Leverage New DigitalTechnologies and Innovation Ecosystems

Session 504



Speakers: Phil Hogg, CA-AM |General Manager Merchant

Services | Everlink Payment Services

Todd Miller, CA-AM | US Market Leader | ChromaWay

Scott San Antonio, CA-AM | Global Director for IoT and EdgeCompute Alliances | Schneider Electric

Moderator: Philip Sack, CSAP | CollaboRare & Digital

Leadership Institute

The globalization of the economy and the advent of digital disruption

have sparked unprecedented innovation and entrepreneurial start-ups.

These conditions continue to drive unrelenting change within an

“always on demand” digital world. This combination is threatening the

future existence of many of today’s organizations as they come to grips

with addressing these disruptive changes.

A viable strategy for organizations to extend their capabilities and

address new market conditions is to leverage emerging digital

technologies by engaging with innovation ecosystems. Motivated

effectively, these partner ecosystems can provide strategic and

commercial benefits: adapting quickly to new market opportunities and

potential threats, enhancing customer centricity, improving innovation

capability, and becoming more partner ecosystem oriented.

However, harnessing and leveraging new digital technologies and

innovation ecosystems presents significant challenges for many

organizations and traditional alliance management approaches. Join

the panel to discuss some of these disruptive digital technologies while

sharing panelists’ experiences, challenges, and case studies. Take away

from this session:

� How to identify potential strategic digital technologies

� Prospective benefits, challenges, and disruptive effects ofnew digital technologies

� Successful alliance management approaches, systems andprocesses, and ecosystem orchestration techniques




Joint Development of Complex Solutions RequiresExtreme Partnering

Session 505

10:40 a.m. - 11:30 a.m. | Grand Ballroom


Speakers: Jan Twombly, CSAP | President | The Rhythm ofBusiness

Jeff Shuman, CSAP, PhD | Principal | The Rhythm of Business;Professor of Management | Bentley University

The extreme partnering required to recognize a customer need or

market opportunity and take a proposed solution from idea to

monetization—and at the speed required by quickly advancing

technologies and demanding customers—takes a mix of partnering

acumen and entrepreneurial know-how. Cross-functional

collaboration—as well as driving alignment between corporate,

business unit, and field organizations—is essential.

Today’s alliance professionals are increasingly expected to lead and

navigate this fast-paced world where the internal collaboration is as

complex as the ecosystem of partners involved. Increasingly, the

partners are cross-industry and entail a variety of partnering models.

Drawing upon experiences guiding complex co-development and

co-commercialization alliances from idea to monetization, this

interactive mini-workshop leads participants through several of the key

elements of solution development, building a framework that they can

use in future endeavors. It exposes key elements of the entrepreneurial

mindset, including a customer-in perspective and the critical role of

data-driven assumption validation.

Framework components covered include:

� Deciding on an economic and operating model—how the twoare linked and legal traps to be mindful of in designing them

� Managing intellectual property—yours, mine, and ours

� Driving alignment internally and within the relevant partnerecosystem

� Elements of market readiness—developing the collaborativemindset in the field

Strategic Partner Communications in a Merger:Managing Transformational Change

Session 506

10:40 a.m. - 11:30 a.m. | Atlantic Ballroom


Speakers: Andy Choi, PhD | Alliance Management Lead | Shire

Mark Coflin, CSAP | Head of Alliance Management, CorporateDevelopment | Shire

Industries and businesses are in constant evolution with acquisitions,

mergers, divestitures, and re-organizations announced regularly.

Partners and, especially, strategic alliances can become distracted and

threatened by these changes, impacting the productivity and trust built

up carefully over time. Although alliance managers are adept at bringing

the relationships back on track, Shire decided to take a pro-active

approach during a recent merger and developed a set of best practices,

processes, and tools to facilitate the communication to strategic

alliances and other partners belonging to Shire and the merging

company. Reaching across corporate functions in preparation to ensure

that all obligations and contract requirements were met resulted in

sustaining positive relationships and business continuity.

Join this session and learn how a planned and coordinated

communication strategy created a reassuring message about the

change for alliance managers and significantly reduced the tension for

partners. Bring your experiences to the ensuing discussion about

managing alliances during times of transformation.

Takeaway from the interaction discussion:

� How an alliance manager becomes the champion for partnersin a dynamic, changing environment

� How to prepare internally for effective partnercommunication

� What should be included in a partner crisis management andcommunication toolkit




Taking Charge! Negotiating the Deal You WantEvery Time

Session 601



Speaker: Ross Reck, PhD | President | Ross Reck & Associates

To be successful as an alliance professional, in addition to a well-

stocked toolkit of tactics and practices, you need a negotiation model

that you can believe in—one that puts you in charge of the negotiating

process and delivers the deal wanted every time. During this fast-paced

program, Ross Reck presents such a model and shows how to use it to

successfully manage alliances. Ross has consulted with this model all

over the world during the past 35 years to it has never once been wrong

or failed, and consistently delivers spectacular, as opposed, to ordinary

results. It’s called the PRAM Model which is an acronym for the model’s

four steps: Plans, Relationships, Agreements and Maintenance.

During this program, Ross will show, as an alliance professional, how to

use the PRAM Model to:

� Penetrate partner organizations and stay there

� Develop champions and sponsors in partner organizations

� Turn conflict into value

� Become viewed by the partner as a trusted advisor

� Unmask hidden agendas and turn them into mutual gain

� Learn to see the world through the partner’s eyes and identify“wins” in it for them to work with you

For those who manage international alliances, the PRAM Model works

equally well across all cultures.

Building Your Collaborative Business Model

Session 602



Speaker: Dave Luvison, CSAP, PhD | Sellinger School of

Business and Management | Loyola University Maryland

Aligning partner interests is a core job for the alliance manager. The key

to creating alignment is to develop and manage a mutually agreed upon

collaborative business model that ensures value creation and value

capture for all partners involved in an alliance. How do you get to such

a business model? This workshop discusses the three fundamental

collaborative business models, the theory behind them and their

characteristics. A step-by-step guide will be presented about the

process of developing these models with a partner and managing them

long-term, along with practical examples. Bring along your own cases

and exchange experiences with your peers. Breakouts, group

discussion, and assignments will make this a practical and lively session.

You will walk away from this workshop with:

� An improved understanding of collaborative business models

� A checklist to determine which collaborative business modelworks best for the alliance

� An operational agenda for managing your collaborativebusiness model over time

Professional Development Workshops



Onboarding Your Partner: Understanding How toDesign a Partnership that Works

Session 701



Speaker: Candido Arreche, CA-AM | Global Director ofPortfolio & Partner Management, Six Sigma Black Belt | XeroxWorldwide Alliances

This session is based on the workshop Xerox uses to create a framework

for accelerating partnership success. The framework reinforces the

process and opportunities for partners to quickly understand, work, and

adapt to an alliance. Furthermore, it helps the alliance become more

effective and efficient managing the relationship. One of the most critical

steps in developing this type of program is how to help the partner rapidly

generate value and identify common goals from the alliance relationship.

This session will also provide the knowledge, direction, steps, and

timeline needed to effectively collaborate, market and sell, and deliver

alliance opportunities by leveraging a joint strategy approach.

This session will deliver value to attendees wishing to fast track their

partnership’s success by exploring the four pillars of successful

partnership requirements: 1) strategy, 2) collaboration/ go-to-market /

selling together, 3) coaching and mentoring, 4) governance

Takeaways include:

� How to quickly develop an alliance relationship by leveraginga “four pillar” process

� Techniques to quickly build and enable joint strategies withalliance partners

� Tools to rapidly onboard alliance relationships

� Ways to agree and leverage a business plan that makes senseand works

Metrics and Measures: Tools for Finding Troublesand Triumphs

Session 702



Speakers: Molly McCartney, CA-AM | Enterprise AllianceManager | Equifax, Inc.

Renee Tannenbaum, CA-AM | Vice President, Global AllianceManagement | Halozyme, Inc.

Ann Trampas, CSAP | Professional Development PracticeLead | Phoenix Consulting Group

Most alliances fail to develop and implement appropriate qualitative

and quantitative performance metrics for alliances and those that do

rarely develop a scorecard that is fit for the purpose. Metrics are

particularly important in enabling the alliance to “fail fast” or make

needed changes as early as possible. Identifying and measuring the

“right” metrics will enable alliance professionals to speak the language

of management and be proactive in addressing problems, as well as

providing evidence of alliance success and value.

This interactive workshop is grounded in The ASAP Handbook of Alliance

Management: A Practitioner’s Guide’s best practice Strategic Return on

Investment (STROI) model. An overview will be provided and a mini panel

discussion will highlight examples of metrics used in both biopharma and

technology industries. As this topic is still in its infancy, participants will

break into small groups to further explore and discuss the use of metrics

in their organizations. As a collective group, everyone will come back

together and capture best practices for post-conference distribution.

Bring questions and prepare to share your own experiences as alliance

management metrics that matter are explored. Leave this session with:

� Better understanding of the STROI best practice model

� Examples of relevant leading and lagging indicators

� Learnings from your peers relative to metrics that contributeto the success of partnerships

The Great Alliance Revival

Session 703



Speakers: Gerry Dehkes, CSAP | Global Alliances | KPMGInternational

David Erlenborn, CSAP | Managing Director | Alliances, KPMG LLP

As an alliance program demonstrates a consistent level of performance it

becomes perceived as operational; the business views it as another cog in

the business process machine that only requires attention when it

malfunctions. It becomes increasingly challenging to rally support around

key initiatives to drive greater performance. The alliance professionals are

increasingly associated with fixing intermittent problems (possibly of their

own creation), and decreasingly as critical to growing the business.

Every alliance program requires periodic revival. The alliance

organization needs to re-examine its fundamental assumptions about its

value, and what should be delivered to the enterprise. Also, it needs to

drive conversations within the enterprise; questioning assumptions

about the impact the business should expect. An effective revival brings

new energy to the alliance program and rallies support within the

enterprise to reach a new level of performance with its alliances.

Join a highly interactive session for help identifying and applying to

your alliances and alliance program:

� When to start a revival, and when is it too early? Is it time torevive a single alliance, or the broader partnering strategy?

� How to create dissatisfaction with the status quo withoutlooking like a failure?

� What does success look like? How to define and navigatetoward revival, and avoid demise?

� How to create the revival in the business, not just the allianceorganization?

Basic Best Practices Alliance Health Best Practices



Three Strategies for Increasing Partner Adoptionand Engagement

Session 801



Speaker: Scott Sugimoto | Product Marketing Manager,

Partner Communities | Salesforce

Developing an effective channel sales strategy is critical for

organizations looking to gain market share and enter new markets.

Partner programs play a key role in aligning and incentivizing the

channel to ensure a mutually beneficial relationship. In this session

learn key strategies on how to structure channel programs in order to

reduce conflict and maximize return on investment.

This session draws insights from separate surveys performed with

different audiences. One survey asked partners to answer questions

about what they need from vendors to succeed. Another survey focused

on vendors and researched how effective they are at working with their

partners. The results show that each side has its own opinions on what is

working and what is not. In addition, the presenter will share strategies

that Salesforce is using to increase partner adoption and engagement.

In summary, this session will cover:

� What channel sales partners really want from their vendors

� Capabilities that vendors are focusing on to improve channelefficiency

� How Salesforce is managing its 1,800 partner relationships

Herding Your Lawyers: Turning Negotiators intoCollaborators

Session 802

3:20 p.m. - 4:10 p.m. |Atlantic Ballroom


Speakers: Nancy Breiman, CSAP | Director, Global

Networking Alliances | IBM Global Alliances | IBM Corporation

Bernie Hannon, CSAP | Strategic Alliances Director | Citrix

Bill Kleinman | Partner | Haynes and Boone

Law schools do not do a good job of preparing lawyers to collaborate.

Instead, lawyers learn to be zero-sum negotiators. This panel will discuss

techniques and tools that alliance professionals can use to redirect their

lawyers’ energies toward collaborative solutions and overcome the

legal barriers that commonly arise in alliance formation.

The panel will prepare for a mock negotiation with a new partner. The

scenario presents a municipal lighting supplier that wants to partner

with an artificial intelligence company in order to develop a Smart Cities

Lighting System. The panel and the audience will use interactive tools to

map out a plan to negotiate the strategic alliance agreement. The

audience will learn how to develop and negotiate proposals that

address vexing legal issues like:

� How to divide responsibilities fairly and set key performanceindicators?

� Where will the partners be exclusive and where will theycompete?

� Who owns the joint intellectual property and who owns the data?

In this session participants will learn how to more quickly reach an

agreement with partners on the legal documents while preserving the

partnering spirit.

Centralized vs. Decentralized AllianceOrganizations: How to Survive and Thrive in BothEcosystems!

Session 803



Speakers: Tony DeSpirito, CSAP | Vice President/General

Manager of Operation Services | Schneider Electric

Scott San Antonio, CA-AM | Global Director for IoT and EdgeCompute Alliances | Schneider Electric

In today’s dynamic business climate of mergers, acquisitions, restructuring,

and reorganizations, along with a need to be agile, alliance professionals

may at different times find themselves in alliance organizations that are run

differently, and perhaps run sub-optimally to conventional practices. In

addition, there are unique cultures, different markets served, and different

goals of each alliance organization. Best practices dictate that alliance

professionals clearly define their and their partner’s alliance organizational

strategy and to be as effective as possible.

This session will help break down the two main organizational

structures that make up the world of alliances: centralized and

decentralized. The presenters will share their journeys down a path that

takes them in and out of a decentralized organization, while working

with partners that are both centralized and decentralized. Neither

standard is the right one—each could be adapted to the unique

situation and market. The presenters share how to best apply a

company’s (and partner’s) alliance organizational strategy to the day-to-

day activities to be the most effective alliance contributor.

We will cover:

� Defining your alliance organization—what is my company’sstructure and what is my partner’s?

� Best practices for each alliance organizational topology.

� Pros and cons—what to try and what to avoid!

� Warning signs of trying to squeeze a centralized peg in adecentralized hole.

� Influence—how to best nudge an alliance organization in anew direction.

Alliance Leadership Piloting Partner Complexity



Alliance Management: A Growing, Enterprise-wideActivity

Session 901

2:10 p.m. - 3:00 p.m. | Grand Salon A, B & C


Speakers: Karen Denton, CA-AM | Alliance Management

Director, BD&L Alliance Management | Bayer Pharmaceuticals

Christoph Huwe, CA-AM, PhD | Strategic Alliance ManagerTherapeutics, Global External Innovation & Alliances | BayerAG Pharmaceuticals

Are you finding that there are multiple groups in your organization

managing external relationships? Are they also calling themselves

alliance management?

Bayer, like many other large companies, has an increasing portfolio of

external partners and also increasingly diverse types of partnerships, as

well as new types of partners.

When ther are partnerships being managed across the whole

company—research, commercial, manufacturing, IT, procurement,

etc.—does it make sense to have a single alliance management group,

or should there be a variety of more specialized alliance management

teams?

This session will explore Bayer’s approach to solving this issue by

building an internal community for alliance management expertise and

best practice. The goals of this community include:

� Building awareness for the importance of having a company-wide partnering capability

� Recognition for the alliance management function

� Supporting a center of excellence concept by sharing bestpractices and resources

� Career development and talent management opportunities

Plan to come and share your opinions for what you think the future of

alliance management could look like in your organization. Will alliance

management be seen as a central function in its own right? Or is it more

likely to maintain the diversity of the various alliance management

groups as experts within their various departments?

Leaders in Collaborative Excellence

Session 902



Speaker: Robert Porter Lynch, CA-AM | President | The

Warren Company

Alliance professionals are standing on a rich goldmine of potential value

creation that not only benefits their companies, but also their careers.

The goldmine is inside the heart and soul of our profession-the mindsets

and skillsets of collaboration. Use of these assets, along with

adaptations of alliance best practices, can make a very broad impact on

critical areas of organizational success.

In this session discover how your collaborative assets can be used very

successfully and widely, ranging from managing complexity, conflict

management, high performance teams, complex project management,

and collaborative innovation with customers, to name a few

applications.

Learn how to reconfigure and reapply your collaborative capabilities

using the simple “Four Alignments”: 1) get everyone aimed in the same

direction, 2) build trust and teamwork, 3) accelerate operational

performance, and 4) innovate rapidly. Using this easy-to-learn

framework has helped to double innovation rates, improve productivity

by 20%, reduce turnover by 50%, and increase speed dramatically.

Takeaways from this interactive session include:

1. In the field examples, explaining why and how collaborativeexcellence maximizes results and return on investment.

2. How to use the “Four Alignments” as a four-dimensionalchess game to create massive competitive advantage and toshift from a managerial to leadership role.

3. Two easy-to-use tools to determine where bettercollaboration has the highest impact and relieves stress in theC-Suite.

Advanced Leadership Leading Collaborative Excellence



The Value Alliance Professionals Can Bring toComplex Projects

Session 903



Speakers: Annick De Swaef, CSAP | CEO | Belgium Road

Research Center

Robert Porter Lynch, CA-AM | President | The WarrenCompany

Scores of industries have invested millions in training project managers.

The “gold standard” of any project is to deliver on time, on budget,

delight the customer, and have no lawsuits. However, large, complex

projects have a notorious track-record of going overtime, over budget,

ending with dissatisfied customers and entangling law-suits.

Collaborative best practices can turn projects into immediate success,

while generating long-term growth, spurring competitive advantage,

and generating innovation in virtually any industry where projects

involving multiple companies are engaged. Alliance professionals have

the unique skill sets that can be deployed to turn breakdowns into

breakthroughs and fill in the critical blind spots that cause grief.

This session will provide a highly illustrative case in the construction

industry and other industry cases of successful collaborations and why

they succeeded, compared to those that did not. This interactive

discussion will:

� Identify the key collaborative skill sets that enable on timeand budget delivery, using the “Four Alignments”collaboration framework and integration across boundaries.

� Understand the limitations of project-based collaborationcompared to partner-based collaboration, including thedangers of transactional or adversarial project cultures, andoverlooking long-term capability building.

� Provide guidance on what kind of engineers, projectmanagers, and supply chain people are best suited forselection as collaborative project team members.

Advanced Leadership Leading Collaborative Excellence


Alliance Management Resource Center

The following organizations tailor their services to support the alliance management community. We encourage you

to take time to find out more about them during the conference. The Alliance Management Resource Center is within

the Atlantic Foyer along with the conference registration and information desk.


ASAP MembershipASAP The Go-To-Community for alliance and partnership success dedicated to the formation,implementation, and transformation of alliances, collaborations and business partnerships.Known its tools and resources, education and professional development, and the community ofnetworking offered to its members to properly manage partnerships from initiation throughclosure. Membership represents a number of industries including high tech, biopharma,finance, oil and energy, non-profit and academia, and consumer services to name a few.

ASAP Professional DevelopmentThe ASAP Professional Development offers individuals the opportunity to demonstrate a masteryof alliance management skills and the ability to manage collaborative business relationships.There are two levels of certification the Certification of Achievement-Alliance Management (CA-AM) and Certified Strategic Alliance Professional (CSAP). A variety of exam preparationoptions are available from workshops, virtual training, customized webinars, and self-study.

The Rhythm of BusinessVisit us in the AMRC and schedule a free private consultation on evolving your alliancemanagement practice for the partnering everywhere world. Learn about our collaborativebusiness curriculum, tailored especially for project, product, and scientific managers assumingalliance management responsibility. Pick up copies of our latest publications, including asynopsis of our most recent research on how biopharma alliance management is evolving forthe partnering everywhere world. Learn about our comprehensive consulting and educationalservices, including SMART Partnering™, our transformational, end-to-end solution forcollaborative leadership and execution from The Rhythm of Business and Alliancesphere. Visitus anytime at rhythmofbusiness.com.

Salesforce Salesforce, the global CRM leader, empowers companies to connect with their customers in a wholenew way by making the cloud, mobile, social, IoT, and now AI available to all companies, regardlessof size and scale. Community Cloud enables companies of all sizes to extend CRM through portalsand communities to create 1:1 relationships with their customers, partners and employees.

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

WorkSpanWorkSpan is The Go-To-Market Network for Alliances to automate & report on joint sales,marketing, & solution initiatives. We empower customers like Intel, SAP, CenturyLink, Infosys, &Lenovo to engage, manage, & measure joint sales & joint marketing across their ecosystems &their partners’ ecosystems on a shared network. www.WorkSpan.com

The Association of StrategicAlliance Professionals 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 at +1-781-562-1630 ext 203 or visit www.strategic-alliances.org.

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

Our Global Members are among the most influential

organizations in the business world and stand out as some of the greatest innovators in the discipline of

alliance management and collaboration.

COMMUNITYINVESTMENT

“ ”One of the reasons for joining ASAP was the industry and alliances

contacts and mentors you can meet and learn from. That continues to bea key value from ASAP with membership continuing to grow and expand

within its core constituents and also into other industries.

—Steve Blacklock, CA-AMVice President, Global Strategic Alliances

Citrix Systems, Inc.


Conference Speakers

Parth Amin, CSAPPrincipal | Alliance Dynamics, LLC

Session 106Building Corporate Capability forCollaboration—Leveraging an InternationalStandard

Parth Amin, a Certified Strategic Alliance Professional from theAssociation of Strategic Alliance Professionals (ASAP), recently foundedAlliance Dynamics a boutique consulting firm specializing in allianceformation, implementation, and transformation services.

Prior to founding Alliance Dynamics, Parth spent 16 years in theHealthcare Industry and held various roles with increasing responsibilityin Program Management and Alliance Management, most recentlybeing the Vice President of Strategic Alliances. / / During the 16 years,Parth worked at Siemens Healthineers, Varian Medical Systems,Omnicell, and Vision RT. Parth also currently volunteers as the presidentof the award-winning ASAP RTP Chapter and is a member of the US TAGto ISO/TC 260 Collaborative Business Relationship Management, as heis committed to the advancement of alliance management as a businessdomain and discipline.

Parth received both a Bachelor in Electrical Engineering fromWashington University in St. Louis and a Bachelor in Pre-Engineeringfrom Birmingham Southern College in 1999 as part of the dual degreeengineering program.

Candido Arreche, CA-AMGlobal Director of Portfolio & PartnerManagement, Six Sigma Black Belt | XeroxWorldwide Alliances

Session 103Overcoming Obstacles & Conflict—UtilizingHigh Impact Collaboration Tools and Techniques to Accelerate Alliance Success

Session 701 Onboarding Your Partner: Understanding How to Design aPartnership that Works

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. Mr. Arreche has been in the IT field for over 25 years. He hasspent the last seven years as a global director for worldwide alliancesresponsible for partner on-boarding, portfolio management and MPStraining. Prior to worldwide alliances, Mr. Arreche has held variousassignments including new branch start-ups, solution development andlaunches. Previous to Xerox, Mr. Arreche owned a successful computerand networking consulting business for over 10 years. Mr. Arreche wasalso part owner of one of the largest privately held internet serviceproviders in the Orlando, Florida area before going public. As recently assix years ago, 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. He has a bachelor degree inbusiness and technology and is working on his MBA at Rollins College.

Judy BaseliceDirector Alliance Management | Pfizer

Session 402Navigating and Effectively ManagingComplex Alliances between LargeBiotech/Pharma Organizations

Judy is the director of alliance management in Pfizers’ WorldwideBusiness Development Group. In her role, Judy is responsible forensuring alliance effectiveness for Pfizer’s Oncology Clinical Researchand Commercial Collaborations. Prior to joining Pfizer, Judy heldpositions of increasing responsibility at Forest Laboratories and EisaiInc. in the areas of alliance management, clinical and manufacturingoutsourcing, sales operations, and finance.

Judy is on the board of trustees for The Valley Hospital in Ridgewood,N.J. She serves on the hospital’s investment and audit & compliancecommittees as well as the research advisory group. Judy holds a BS inBusiness Administration & Accounting from Meredith College and is aCertified Public Accountant.

Harm-Jan Borgeld, CSAP, PhD Head Alliance Management | Merck KGaA

Session 104Strategic Decision Making & Negotiations:Learnings from Game Theory and AM Practice

Harm-Jan Borgeld is leading the alliancemanagement department at Merck KGaA. The department isresponsible for the commercial, development, research, and selectedregional alliances. Before heading the alliance managementdepartment, he was leading a project team that worked on developing anovel immunotherapy to treat cancer. He started his work at Merck inthe licensing and business development department. Prior to Merck, hewas responsible for the business development activities of theJapanese firm, Kyorin Pharmaceuticals, in Europe. He received his MBAfrom the Rotterdam School of Management, the Netherlands / HaasBusiness School, US, and his PhD from the Faculty of Medicine,University of Nagoya, Japan, and graduated from the WageningenUniversity, the Netherlands.

Nancy D. Breiman, CSAPDirector, Global Networking Alliances | IBMGlobal Alliances | IBM Corporation

Session 802Herding your Lawyers: Turning Negotiatorsinto Collaborators

As a Certified Strategic Alliance Professional (CSAP), Nancy Breimanleads a team of global alliance executives responsible for the 360degree relationship, as well as developing and driving adoption ofinnovation solutions in collaboration with VMware, Juniper, andBrocade.

Her team is responsible for the alliance strategy including joint offeringdevelopment; go to market, sales enablement and sales execution. Herprevious team was responsible for driving alliance joint solutions withIBM Innovation Partners; Schneider Electric, Ricoh, HOK and Gehry


Conference Speakers

Technologies. Prior to this role, she lead an alliance team responsible forevaluating and on boarding new Cloud based alliances and providingsupport to the IBM Global Alliance Solutions portfolio as the CloudCenter of Excellence. In her 10 years as an alliance professional she wasalso personally responsible for IBM’s alliance relationship with bothbusiness objects and salesforce.com.

Mrs. Breiman joined IBM in July 1984 as a professional hire in sales.Since joining she has held numerous sales, marketing and managementpositions across IBM.

Nancy is actively involved in the Association of Strategic AllianceProfessionals (ASAP) as a member of the advisory board.

Nancy holds a Bachelor of Science degree in Industrial Arts from theState University College at Buffalo, New York and is a CSAP Certifiedmember of the Association of Strategic Alliance Professionals and amember of the Strategic and Competitive Intelligence Professionals.

Gary Butkus, CA-AM, RPh Director of Alliance Management | Eli Lillyand Company

Session 102Alliance Management 201: The Value ofAlliance Management

Gary Butkus, CA-AM, RPh is director of alliance management at Eli Lillyand Company. Gary has leveraged his more than 20 years ofpharmaceutical experience, his certifications in Six Sigma, HealthcareCompliance, and Corporate Citizenship, and his role on the ButlerUniversity Board of Trustees into being a recognized leader in the valueof professional development and corporate diversity.

He also serves on the Board for the ASAP Midwest Chapter.

Casey Capparelli Global Product General Manager inOncology | Amgen

Session 401 Driving Alliance Excellence into the Future

Casey Capparelli, global product general managerin oncology at Amgen, is an experienced biopharma executive with over20 years of industry experience and international cross-functionalexpertise. Casey is currently accountable for global product strategy,execution and team performance for two of Amgen’s oncology assets.Prior to his current role, Casey served as the head of alliance andintegration management where he was accountable for managingAmgen’s global portfolio of alliances, joint ventures and outlicenses aswell as leading Amgen’s integration readiness capability. Over thecourse of his career, Casey successfully led multiple domestic andinternational acquisition integrations.

He has led Amgen’s portfolio management and stage gate governanceprocess and served as chief of staff for the head of research and preclinicaldevelopment. He has experience leading broad organization-widechange initiatives and has extensive scientific and drug developmentexperience gained through multiple roles early in his career.

Casey holds a Master of Business Administration from PepperdineUniversity and a Bachelor of Science degree in Biochemistry from theUniversity of New Hampshire.

Andy Choi, PhDAlliance Management Lead | Shire

Session 506Strategic Partner Communications in aMerger: Managing Transformational Change

Andy Choi is alliance management lead at Shirehelping to lead and optimize several alliances with external partners.Before joining alliance management, he worked in portfoliomanagement and commercial operation roles at Shire. Prior to Shire,Andy was a strategy consultant at Health Advances, working primarily inoncology and autoimmune therapeutic areas, frequently with clients inactive alliances from biotech start-ups to large multinational pharmacompanies.

Andy holds a PhD from Harvard University in Biological and BiomedicalSciences, and a BA from Princeton University.

Russ Cobb Senior Vice President, Growth & BusinessOperations | SAS Institute

Session 205ASAP Leadership Spotlight | Winning withStrategic Alliances: The Heart of Your GrowthStrategy

Session 302Architecting for Transformation: The Next Generation PartnerEcosystem

Russ Cobb leads SAS global partner and channel organization, wherehe manages a broad partner ecosystem that includes strategic alliancepartners, channel resellers and third-party and OEM partners. Cobbhelps SAS partners expand their businesses with new business modelsand solve customer business needs with SAS leading analytics portfolio.Cobb has spent more than 15 years in the software industry. Prior tojoining SAS, he spent 11 years in management consulting for MarakonAssociates and Accenture, where he specialized in corporate andbusiness unit strategy development for multinational clients in a varietyof industries.

Throughout his career at SAS, Cobb has held numerous leadership rolesrelated to strategy, marketing, strategic partnerships and businessdevelopment. Cobb holds an MBA from the Kellogg School ofManagement at Northwestern University, and a BS in industrialengineering from North Carolina State University.


Mark Coflin, CSAPHead of Alliance Management, CorporateDevelopment | Shire

Session 506Strategic Partner Communications in a Merger:Managing Transformational Change

Mark Coflin, CSAP is head of alliance management and is responsiblefor building the Shire organization capability as a world-class leader inpartnering, alliance management, and execution. Shire is the leadingglobal biotech company focused on rare diseases and other highlyspecialized conditions. We respect our partner’s science and culturaldifferences to jointly develop and bring patient-centered solutions withthe goal of becoming a preferred strategic “partner of choice”. We areapplying best practices, but also taking a fresh approach to develop aworld-class alliance competency that will enhance our partnershipsacross our therapeutic areas.

Prior to joining Shire, Mark initiated, developed and led several keyglobal corporate alliance initiatives at Baxalta and Novartis whileleading high priority alliance partnerships in research, development &commercialization. Mark has a B.Sc. (biology), B. Comm. (business) andMBA (marketing) from University of Alberta. Mark is an active member ofASAP NE Chapter leadership team and an active member of theLicensing Executive Society.

Scott CohenDeals Director | PwC

Session 503Alliances in Corporate Development: Back tothe Future?

Scott is a New York based deals director servingprivate equity funds, portfolio companies, and public companies. Hehas over 15 years of experience advising clients, with the focus onproviding advice on joint ventures, divestitures, acquisitions, and capitalraising. Scott helps lead PwC’s joint venture practice solution, whichwas recently named a leader in Joint Venture and Alliance consulting byALM Intelligence based on our breadth and depth of capabilities. Scottgraduated with a BA in economics from the University of Pennsylvaniaand an MBA from New York University’s Stern School of Business.

Gerald J. (Gerry) Dehkes, CSAPStrategic Growth Initiative Ecosystem Leader |KPMG International

Session 703The Great Alliance Revival

Gerry Dehkes is the strategic growth initiativeecosystem leader for KPMG International, the global confederation ofKPMG member firms. Before rejoining KPMG in early 2016, Gerry wasprincipal, commercial alliances with Booz Allen Hamilton.

Earlier at KPMG, he led the establishment of KPMG LLP’s allianceprogram which received 2014 ASAP Alliance Program ExcellenceAward. Over more than two decades, Gerry has developed and ledstrategic alliances programs and organizations in the US and Europe assenior vice president of alliances and channels for Telcordia

Technologies, as vice president of strategic Alliances for LucentTechnologies, as AVP of alliance programs and services alliances forNCR and as principal of ProPartnering. Gerry and his teams havemanaged alliances with over two hundred companies.

Mr. Dehkes has spoken on partnering and trained alliance managers intwenty-six countries around the globe. His work has been cited inpublications ranging from Peter Drucker’s Leading Beyond the Walls, toKeith Patching’s Management and Organisation Development, toBusiness Finance magazine. Gerry received his MBA and BS from theUniversity of Minnesota’s Carlson School of Management.

Karen Denton, CA-AMAlliance Management Director | BayerPharmaceuticals

Session 901Alliance Management: A Growing, Enterprise-wide Activity

Karen Denton is based in Whippany, New Jersey and is responsible fora number of Bayer’s late stage oncology alliances including Orion,Amgen and Immunogen. In addition to managing alliances Karen isleading the Alliance Center of Excellence which is focused on buildingBayer’s company-wide partnering capability.

Karen is originally from UK and has held positions in sales, salesmanagement, and global marketing. Prior to joining businessdevelopment in 2007. Karen has a BSc in biology and a MA in marketing.

Tony DeSpirito, CSAP Vice President/General Manager ofOperation Services | Schneider Electric

Session 803Centralized vs. Decentralized AllianceOrganizations: How to Survive and Thrive inBoth Ecosystems!

Tony DeSpirito is Schneider Electric’s vice president/general managerof operation services. His responsibilities include strategy, marketing,sales, and execution of Schneider Electric’s data center operationservices business. Schneider Electric operates many of the largestdatacenters in the world and delivers operational excellence throughrigorous processes and discipline supported by a digital foundation.

A seasoned high-technology marketing and sales executive, Tony hasdeep domain expertise in enterprise software and managed services.His previous position was managing director of strategic accounts withresponsibility for Schneider’s relationship with IBM. Tony’s skills rangefrom C-Level selling, relationships and solution development tooperational management of both channel and direct sales teams.

Tony holds a BS in mathematics from Worcester Polytechnic Instituteand earned his MBA from the University of Rhode Island. He is a veteranof Desert Shield, Desert Storm, and Provide Comfort Campaigns inSouthwest Asia and was a decorated Combat Aviator while a Captain inthe United States Air Force.

Conference Speakers

AND THE WINNER IS...

tinyurl.com/ASAPLinkedIn www.facebook.com/#!/ASAPGlobal @asap_Globalwww.strategic-alliances.org

Find out at the 2018 ASAP Global Alliance Summit on Tuesday, March 27 and help celebrate excellence in alliances, collaborations, and partnerships.

Thank you to all who submitted nominations for the 2018 ASAP AllianceExcellence Awards.

to our FinalistsCongratulationsAmgen

Cisco | Dimension Data

Dassault Systèmes

JDA Software

MedImmune

MSD | Julphar

Merck KGaA

Pierre Fabre

Shire


Annick De Swaef, CSAPCEO | Belgium Road Research Center

Session 105Next Gen Alliance Management: Mapping at TE-AMRoad for Successful Alliances

Session 903The Value Alliance Professionals Can Bring to Complex Projects

Andrew S. Eibling, CSAP Senior Partner | Forty86 Consulting Group

Session 401Driving Alliance Excellence into the Future

Andy Eibling is 30 year veteran of thepharmaceutical industry and an accomplishedalliance management and business development leader withexperience in technology, development, commercialization, andsupplier relationships.

Andy founded Forty86 consulting in 2018 in order to continue toelevate the collaborative capabilities of the pharmaceutical industry. Hewas formerly vice president of enterprise alliance management atCovance, Inc, the drug development division of LabCorp.

While at Covance, he created a formal alliance management capabilityand function. His team was responsible for growth and operationalexcellence with Covance’s most critical client relationships.

Prior to joining Covance, Andy spent over 24 years at Eli Lilly andCompany, most recently implementing Lilly’s partnering strategy withroles in Business Development and as a founding member of Lilly’spioneering Office of Alliance Management. During that time Andymanaged a variety of partnerships, ranging from early discoverytechnologies to global drug development alliances with Lilly ICOS, LLCfor Cialis® and Amylin for Byetta®.

Andy is a member of the Association of Strategic Alliance Professionals,and a Certified Strategic Alliance Professional (CSAP). He has spoken atnumerous conferences and workshops, and his work on UniqueAspects of Alliance Projects was published by Wiley in 2010 in the book,Pharmaceutical and Biomedical Project Management in a ChangingGlobal Environment. Andy has a BSME from Purdue University and MBAfrom Indiana University.

David Erlenborn, CSAPManaging Director, Alliance Strategy &Operations | KPMG LLP

Session 703The Great Alliance Revival

David is an managing director in KPMG’s allianceprogram, with over 30 years experience across business disciplines,including over 15 years in alliance management.

David has experience transforming and running alliance programs. He

has run alliance strategy and operations teams, as well as directlymanaged alliance relationship. His experience includes designing theconsolidation of a large corporate channel organization; redefinition ofalliance program scope, mission, and structure; translation of businessneeds in partnering strategies; development of alliance processes,templates, and tools; recruitment and selection of new partners;onboarding and launch of new alliance relationships; and developmentof alliance result tracking and reporting.

David has been an active member of the Association of StrategicAlliance Professionals (ASAP), where he helped in establishing acertification program, was among the first to achieve the status ofCertified Strategic Alliance Professional (CSAP), served on the ASAP Tri-State Chapter’s Board of Directors for 6 years, and served on theASAP Global Advisory Board.

Ben Gomes-Casseres, CSAPAuthor, Professor | Brandeis University

Session 503Alliances in Corporate Development: Back tothe Future?

Ben Gomes-Casseres has worked on alliancestrategy for 30 years. His latest book is Remix Strategy: The Three Lawsof Business Combinations (Harvard Business Review Press, 2015); itwon the Axiom Books Silver Prize in Economics. His book The AllianceRevolution pioneered the idea of alliance constellations, and MasteringAlliance Strategy provides best practices in all aspects of alliancemanagement.

Ben is a professor at Brandeis University, where he directs the MBAprogram and the Asper Center for Global Entrepreneurship. Previouslyhe was at Harvard Business School and, prior to that, an economist atthe World Bank. He has published five books and many articles and casestudies.

Ben consults widely with companies seeking to create value fromexternal resources. He has worked with Bayer, Syngenta, Daimler,General Electric, Chevron, and speaks regularly at ASAP and TheConference Board. He holds degrees from Harvard, Princeton, andBrandeis. A native of CuraÁao, he speaks four languages. His work is atwww.alliancestrategy.com.

Laz GonzalezChief Strategy Officer | Zift Solutions

Session 303Experience the Future of the Channel:Integration as a Strategy for Success

A prominent industry analyst and thought leader,Laz brings unparalleled channel expertise to Zift and has served asstrategic advisor to leading B2B channel programs worldwide. Lazhelped launch Zift’s Channel as a service (CHaaS) platform, which hasredefined the channel technology landscape. Before Zift, Laz was groupdirector of channel sales and marketing strategies at SiriusDecisions,where his team published extensively on channel management, partnerrecruitment, enablement and lead generation, while developingtransformative frameworks, such as the SiriusDecisions ChannelProgram Model®. Prior to SiriusDecisions, Laz headed up North

Conference Speakers


American Channels for Unipress Software, served as EVP of sales andmarketing at Beast Financials, and VP of alliances and OEM programs atViewpoint. Internationally, Laz led sales efforts for Lotus Development inLatin America and Baan in Europe. He attended the U.S. Air ForceAcademy and majored in computer science at Rutgers University.

Nancy Griffin, CA-AMVP & Head, Alliance Management in GlobalBD&L | Novartis Pharmaceuticals

Session 401Driving Alliance Excellence into the Future

Nancy Griffin is the head of alliance management inglobal BD&L at Novartis. In this role, she is responsible for alliancemanagement functional expertise across Novartis. Prior to this role,Nancy led the alliance management function within the Novartisoncology business unit. Nancy has 20 years of international experiencein the pharmaceutical sector including business development andlicensing, business intelligence and drug development consisting ofclinical operations, regulatory and clinical trial management. Prior tojoining Novartis in 2007, Nancy held a variety of progressive positionswith Bayer Healthcare, Targon—a joint venture in oncology betweenElan Pharmaceuticals and Cytogen Corporation, and with Novo Nordisk.Nancy has worked both in the US and Canada, and in positions of local,regional and global responsibility.

Nancy has an undergraduate degree in Nursing Science from theUniversity of Toronto, an MBA from Quinnipiac University inConnecticut, and is currently pursuing an MPH from GeorgeWashington University.

Bernie Hannon, CSAPStrategic Alliances Director | Citrix


Bernie Hannon is an industry-certified strategicalliance professional in cloud computing with a proven track record increating and launching new business development programs,executive relationship management, and strategic planning. Mr.Hannon is experienced in forging strategic alliance partnerships,channel partner recruitment and development, sales and technicaltraining, and conceptual analysis and execution of new sales andmarket development opportunities. Currently, Mr. Hannon manages theCitrix strategic alliance relationships with two of the largest platformproviders, Dell and Nutanix. In addition to Citrix strategic alliances, hehas also worked in Citrix XenServer Engineering where he managedengineering partner alliances as well as certification and interoperabilitytesting. Prior to his tenure at Citrix, Mr. Hannon spent over twenty-yearsin leadership roles within technology sales, services, and partnermanagement for companies including AT&T, Lucent, and Avaya.

Mr. Hannon is proud of the fact that he earned the prestigious CertifiedStrategic Alliance Professional (CSAP) certification from the Associationof Strategic Alliance Professionals.

Phil Hogg, CA-AMGeneral Manager, Merchant Services |Everlink Payment Services

Session 504How to Harness and Leverage New DigitalTechnologies and Innovation Ecosystems

Phil is a Payments Executive who is recognized for building andcommercializing multi-million dollar payment processing partnerprograms with a focus on collaboration, strategic alliances and channelsales. At Everlink, Phil is responsible for all aspects of the MerchantServices group, including sales, marketing, and service management.His team is also responsible for establishing strategic alliances withnational and international FinTechs.

Prior to Everlink, Phil was the VP, North American Strategic Partners atMoneris Solutions, Canada’s largest payment processor where heestablished himself as an expert in disruptive technologies and FinTechstart-ups. Phil also lead the wireless data channel partner programs forRogers Wireless, Canada’s largest mobility provider after successfullymanaging the strategic alliance with IBM when at Bell Canada.

A natural collaborator, Phil was the President of the ASAP TorontoChapter from 2011 until 2015. Phil has also written extensively on suchtopics as disruptive technology, global perspectives on payments, andstrategic alliance & channel programs for business magazines andnewspapers.

Christoph Huwe, CA-AM, PhDStrategic Alliance Manager Therapeutics |Bayer AG Pharmaceuticals

Session 901Alliance Management: A Growing, Enterprise-wide Activity

Christoph Huwe, CA-AM, PhD, is a strategic alliance managertherapeutics at Bayer AG Pharmaceuticals, with a focus on the Bayer-Evotec Endometriosis, Bayer-Evotec Kidney Diseases, and Bayer-OncoMed Oncology strategic alliances, and the Tuberculosis DrugAccelerator consortium. He is also a founding member of Bayer’sAlliance Community Excellence Team.

Previously he was responsible for the Bayer-Shanghai Institute ofOrganic Chemistry Collaboration (China), and a chemoinformaticsplatform reengineering project lead collaborating with Tripos (USA). Hehas served as senior management support at Bayer, as member of thePharma Industry Benchmarking Forum and the EFPIA Industry LiaisonGroup. He has held various positions in medicinal chemistry at Bayer(Germany), Berlex Biosciences (USA) and Schering AG (Germany).Christoph Huwe has received a PhD from the Technical University Berlin(Germany), followed by a postdoc at The Scripps Research Institute, LaJolla (USA).

Conference Speakers


Conference Speakers

Bill Kleinman, JDPartner - Alliances, M&A and TechnologyGroup | Haynes and Boone


Bill Kleinman’s legal practice focuses on strategic alliances, jointventures, M&A, and technology transactions. His approach to the lawreflects the collaborative nature of alliance formation and operation,based on many years of successful alliance work that spans manyindustries.

Bill originally trained as a chemical engineer, and he has a broadunderstanding of the science and technology that drive today’s mostinnovative companies. He helps companies turn their technologyadvantage into competitive advantage.

Bill has nearly 35 years of transactional experience and is AV® PeerReview Rated Preeminent by Martindale-Hubbell® Law Directory. Hewas recognized by The Best Lawyers in America, Woodward/White, Inc.,for both Corporate Law and Mergers & Acquisitions Law, 2016-2018.

Stuart Kliman, CA-AM Partner | Vantage Partners

Session 501 Realizing the Value of Non-TraditionalPartnerships in Pharma/Biotech andTechnology

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.

Dave Luvison, CSAP, PhD Executive in Residence | Loyola UniversityMaryland

Session 602Building Your Collaborative Business Model

Dave holds the rank of Executive in Residence atLoyola University Maryland and is a Fulbright Specialist. He earned hisdoctorate 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-organizational collaboration and strategic alliances. Prior to enteringteaching, Dave accumulated over 20 years of hands-on experiencemanaging alliances, building alliance programs, and consulting to firmsin the area of alliance management. He holds a Certified StrategicAlliance Professional (CSAP) level certification from The Association ofStrategic Alliance Professionals (ASAP), was one of the editors of TheASAP Handbook of Alliance Management: A Practitioner’s Guide, and

has written the official review courses for both levels of the association’scertification exams. He also serves as a faculty member for the AmericanManagement Association, where he authored three courses on strategicalliances. His academic research has been published in Group andOrganization Management, The International Journal of StrategicBusiness Alliances, Management Decision, and The Journal of AppliedManagement and Entrepreneurship, as well as various edited books.

Robert Porter Lynch, CA-AM President | The Warren Company

Session 902Leaders in Collaborative Excellence

Session 903The Value Alliance Professionals Can Bring toComplex Projects

Robert is a passionate champion for unlocking the power ofcollaboration in alliances, high performance teamwork, innovation, andtrust. He has been on a quest to address three fundamental issues at thecore of mankind’s future on this planet:

First: How can people of greatly different backgrounds and beliefscome together without destroying each other? More importantly,could they actually work together synergistically to create andinnovate?

Second: Is there a transcendent “design architecture” to transformwhole organizations, value networks, or even industries that can beapplied across a multitude of cultures and boundaries with highlysuccessful & predictable results?

Third: Could we reliably diagnose key causative factors, predictoutcomes, and prescribe corrective actions to produce extraordinaryresults consistently?

The answers to Robert’s lifelong quest has resulted in a holisticArchitecture of Collaboration which holds the promise to boost thepower of strategic alliances a quantum leap.

Robert is the Founding Chairman of the Association of Strategic AllianceProfessionals. His groundbreaking work in alliance best practices nowunderpin thousands innovation alliances globally.

Robert has trained over thirty five thousand executives around theworld, and has consulted for major corporations in wide varietyindustries ranging from aerospace, automotive, bio-pharma, energy,financial services, government, health care, high tech, medical devices,petro-chemicals, and telecommunications, as well as advisingnumerous governmental institutions in Canada and the U.S.

He serves as adjunct professor at the Universities of Alberta, BritishColumbia, and teaches senior executives in Supply Chain Collaborationat the University of San Diego, He holds degrees from Brown Universityin International Relations and Harvard University in OrganizationDevelopment.


Conference Speakers

Andy Masland Senior Manager, Microsoft Global Alliance |NEC

Session 502Alliances Standing the Test of Time

Andy has managed alliances for much of his 30years in the high-tech industry. These alliances have includedcollaboration between the worlds of business and education, alliancescomprised of fierce competitors, alliances between product and servicefirms, as well as more traditional product development and marketingalliances among firms in the high technology industry.

For the past 18 years, Andy has managed the global alliance betweenNEC and Microsoft. Over that time, the alliance has evolved fromcollaboration on product development to include development of newvertical solutions for the public sector, retail, and manufacturing. Thisshift has required changes to internal organizations as well as alliancegovernance.

Molly McCartney, CA-AM Alliance Manager | Equifax, Inc.

Session 702Metrics and Measures: Tools for FindingTroubles and Triumphs

Molly is an alliance manager and part of theEquifax Enterprise Alliances team that collaborates with partners todrive fundamental, incremental, and transformational revenue. TheEquifax team received the Alliance Program Excellence Award at theASAP Global Alliance Summit in 2017. Molly provides alliancemanagement expertise to strategic partners in the automotive, financialservices, and mortgage industries programs which align with corporatestrategy, innovation, and accelerate time to revenue.

With more than sixteen years experience in both alliance programs andmanagement consulting, Molly brings together leaders from bothEquifax and its partners to create a joint vision as well drive thegovernance to execute actionable strategies.

Molly has a great interest for collaboration and partnering; has been amember of Association of Strategic Alliance Professionals (ASAP) since2016 and achieved the CA-AM Certification.

Lynda McDermott, CA-AM, MSOD,CSPPresident | EquiPro International, Ltd.

Session 105Next Gen Alliance Management: Mapping atTE-AM Road for Successful Alliances

Lynda McDermott is President of EquiPro International, Ltd., aninternational management consulting firm which specializes inleadership, team and business development for Fortune 500 andmedium-size companies and professional services firms. She is also analliance management consultant for organizations working in strategicpartnerships and joint ventures. Her client list includes such companiesas Pfizer, Biogen Idec, PricewaterhouseCoopers, BMS, and SanofiPharmaceuticals.

Ms. McDermott is co-author of the best-selling book World Class Teams(Wiley). She is a Certified Speaking Professional with the NationalSpeakers Association and is on the faculty of the Association of StrategicAlliance Professionals and received the Certification of Achievement-Alliance Management (CA-AM). Ms. McDermott is an instructor forASAP’s CA-AM certification exam prep workshop and TE-AM AllianceTraining program, and is an ASAP Educator Provider Partner. Ms.McDermott is a Phi Beta Kappa graduate of Miami University and has aMaster of Science in Organization Development from Bowling GreenState University.

Ronald (Ron) McRae, CSAP Director, Alliance Management | JanssenBiotech, Inc.—one of the PharmaceuticalCompanies of Johnson & Johnson

Session 403 How to Optimize Value and Gracefully EndAlliance Relationships

Ron McRae is director of alliance management at Janssen Biotech, oneof the Pharmaceutical Companies of Johnson & Johnson (J&J).Currently Ron is responsible for more effectively optimizing therelationships and business results for several alliances that involve keycommercial products within the Janssen Biotech portfolio. Prior toalliance management, Ron gained considerable experience andsuccess in business development, sales, and marketing. He previouslyheld positions at J&J and Bristol-Myers Squibb (BMS) in businessdevelopment, covering the therapeutic areas of immunology, oncology,dermatology, women’s health care, and respiratory diseases at bothdivisional and group levels. Prior to BMS, he held positions of increasingresponsibility in sales and marketing at Searle Pharmaceuticals.

Ron earned a Master in Management from Northwestern University’sKellogg Graduate School of Management and a Jurist Doctorate fromDePaul University’s College of Law. He also holds the highest level ofcertification in Alliance Management as a Certified Strategic AllianceProfessional (CSAP).

Todd Miller, CA-AMUS Market Leader | ChromaWay


Todd is the vice president, US BusinessDevelopment for ChromaWay, an innovative blockchain softwarecompany with offices in Stockholm, Tel Aviv, and Washington, DC. AtChromaWay, Todd is responsible for managing all aspects of the USoperation including marketing, business development, and thoughtleadership. His team is responsible for creating strategic partnershipswith channel partners and facilitating the establishment of data sharingconsortiums among financial institutions, supply chain partners, andpublic sector agencies.

Prior to ChromaWay, Todd was a senior leader at Fannie Mae where heled product development and technology partnerships teams acrossthe single family business. Part of this work included leading successfulefforts to incorporate mortgage service partners into the electronicmortgage. Before joining Fannie Mae, Todd was a management

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consultant at HP/EDS and Price Waterhouse focusing on processreengineering and digital business.

Todd has been a member of ASAP since 2016, represents ChromaWayat the Mortgage Industry Standards Maintenance Organization (MISMO)and the American Council for Technology/Industry Advisory Council. Heearned a BA from the University of Wisconsin and an MPA from New YorkUniversity.

Tim Minahan Senior Vice President, Business Strategyand Chief Marketing Officer | Citrix

Session 201Today’s New Business Strategy Leads withStrategic Alliances

Tim Minahan is senior vice president, business strategy and chiefmarketing officer (CMO) at Citrix, where he has a proactive role inhelping to drive focused strategic initiatives and the company’s overallbusiness strategy. In addition, he leads global marketing strategy andoperations for the company’s vision of securely delivering the world’smost important apps and data to enable people and businesses to workbetter.

A technology industry veteran who specializes in defining new marketsand positioning companies to own them, Minahan has served in a broadrange of business leadership roles at leading enterprise software, cloud,and services firms. He most recently spearheaded SAP’s successfultransition to the cloud as CMO of the company’s Cloud and Line ofBusiness unit. Minahan joined SAP when the company acquired Ariba,where he was SVP of Business Network Strategy and global CMO.

At Ariba, Minahan led the commercial strategy for the Ariba Network, theworld’s largest and most global business network, and oversaw thedesign and execution of go-to-market programs and marketinginitiatives to fuel its growth as a leading cloud company. Previously,Minahan was senior vice president of marketing at Procuri Inc., where hehelped drive the company’s strategic direction and emergence as oneof the fastest-growing Software as a Service (SaaS) applicationproviders. He also served as chief services and research officer atAberdeen Group, a leading independent market research firm, and heldseveral leadership roles at Reed Business Information.

Minahan is on the board of Made in a Free World, a non-profittechnology company that is using the power of networks and big datato detect and mitigate forced labor from global supply chains. He holdsa bachelor’s degree from Boston College and completed the CMOProgram at Northwestern University, Kellogg School of Management.

Mark Noguchi Vice President, Global Head, Alliance andAsset Management, Global Head, Asia andEmerging Markets Partnering | RochePartnering

Session 205ASAP Leadership Spotlight | The Goods andBads of Partnering Behaviors: Challenges Faced by AllianceManagement


Mark Noguchi is the vice president and global head, alliance and assetmanagement as well as global head, Asia and emerging marketspartnering for Roche.

He oversees the Roche staff of global alliance directors, managing over150 R&D through commercial-stage partnerships with pharmacompanies, biotechnology firms, universities, and other healthcareentities, as well as the alliances with Roche Group members ChugaiPharmaceuticals, and Foundation Medicine, Inc. Additionally, hemanages the out-partnering of commercial and R&D assets.

Mark leads the Roche business development staffs located in Tokyo andShanghai, seeking partnerships for innovative medicines from Asiacountries and emerging markets.

Prior to his current role, Mark held global and regional managementpositions in Roche business development, portfolio management,pharmaceutical marketing, regulatory affairs, and informationtechnology.

Educated as a zoologist at the University of California, Davis, Markreceived his MBA from UCLA’s Graduate School of Management.

Ross Reck, PhDPresident | Ross Reck & Associates

Session 601Taking Charge! Negotiating the Deal YouWant Every Time

Ross is an author, consultant and speaker in theareas of negotiation, sales and employee engagement. His recent booksinclude: Turning You Customers into Long-Term Friends, and 100%Employee Engagement—Guaranteed! He is also the author of TurningYour Customers into Your Sales Force, The X-Factor, and his very popularnewsletter: Ross Reck’s Weekly Reminder. In addition, he is coauthor ofthe best-selling The Win-Win Negotiator, REVVED! and InstantTurnaround!

A compelling and dynamic speaker, Ross has been featured athundreds of meetings, conferences and conventions throughout theUnited States, Canada, Latin America, Europe, and Asia. His consultingclients include John Deere, American Express, Janssen-Ortho, Inc., ShirePharmaceuticals, Nestle Mexico, Philip Morris International, the ChicagoCubs, Rolls-Royce, and Banco Santander.

Ross received his PhD from Michigan State University in 1977. From1975 to 1985 he served a Professor of Management at Arizona State

Conference Speakers


University. During his career at ASU he was the only two-time recipientof the prestigious Teaching Excellence in Continuing Education awardand was identified by the university as an Outstanding Teacher.

Philip Sack, CSAP CollaboRare® & Digital Leadership Institute


Philip leads CollaboRare® a boutique advisory &consulting services specialist focusing on the development ofsuccessful client go-to-market & strategic partnerships. He has extensiveexperience building successful start-up business partnerships,ecosystems, and strategic alliances, receiving numerous Global ITVendor and Independent Industry awards. Philip is also co-founder ofASAP’s Asia Collaborative Business Community and the DigitalLeadership Institute.

He has significant business experience within a number of disciplinesincluding executive leadership, sales and support services, globalalliance and partner ecosystems, business advisor, and mentor. Hisorganization experiences include Oracle Corporation, Siebel Systems,Sun Microsystems, Canon Computer Systems, Association of StrategicAlliance Professionals, and the Digital Leadership Institute.

He is a member of Australian Institute of Company Directors andAustralian Institute of Management, and previously AustralianInformation Industry Association’s CollabIT & Exporter programs, andan Australian Graduate School of Management student mentor. Philipholds an executive MBA, Bachelor’s degree in Business & Computing,Associate Diploma of Engineering – Electronics & Computing, CertifiedStrategic Alliance Professional, and a graduate of the Australian Instituteof Company Directors.

Scott San Antonio, CA-AM Global Director, IoT and Edge ComputeAlliances | Schneider Electric


Session 803Centralized vs. Decentralized Alliance Organizations: How toSurvive and Thrive in Both Ecosystems!

Scott San Antonio is Schneider Electric’s global director for IOT andedge compute alliances. His primary responsibilities includerelationship management, solution development, and sales executionfor Schneider Electric’s relationship with their ecosystem of partnersthat support their IOT strategy.

Previously, Scott supported Schneider Electric’s Alliances with bothCisco and IBM.

Scott’s has experience in team building, problem solving, creativesolution development, and value proposition development. He hasbeen involved in small, dynamic, entrepreneurial ventures as well asglobal-enterprise organizations. Scott has lead focus groupsconcentrating on team building and conflict resolution, and well as

organizational design and theory. Scott’s experience includes channeland direct sales, custom and off-the-shelf solution development, andsales team management.

Scott received his Bachelor of Arts degree in Political Science from theUniversity of Rhode Island in 1995. He continued his graduate studies atURI and received a Master’s Certificate in Organizational Developmentin 2004.

Joe SchrammVice President Strategic Alliances |BeyondTrust

Session 301Partnering with Change in a World of OngoingDisruption

Joe brings over 25 years of experience in a variety of alliances andbusiness development roles. In his current position as vice president ofstrategic alliances at BeyondTrust he has global responsibility for allchannel, systems integrator, and technology alliances. Prior to joiningBeyondTrust, he helped direct partner programs for various high growthsecurity and technology companies including Core Security, Endeca,Oco, Nexaweb, BusinessObjects/Crystal Decisions, and SAP.

Joe holds a BS degree in Business Administration from BryantUniversity. He is also an active member of the executive committee forWhite Hat USA, a community of cyber security professionals dedicatedto raising funds for Children’s National Health System to provide care forchildren in need of medical treatment. Joe is also an active member andcontributor to the Association of Strategic Alliances Professionals(ASAP) and a member of the Cyber Security Committee ofWashingtonExec.

Stefanie Schubert, CA-AM, PhDProfessor of Economics |

SRH University Heidelberg

Session 104Strategic Decision Making & Negotiations:Learnings from Game Theory and AM Practice

Stefanie Schubert is professor of economics at SRH UniversityHeidelberg. Previously, she was assistant professor of organizationtheory and management at WHU-Otto Beisheim School of Management(Koblenz & D¸sseldorf). Her expertise includes strategic decisionmaking, managerial economics, and strategic alliances, and networks.In addition, Stefanie is consultant for strategic management with aparticular focus on conceptual strategy development and strategicbehavior. She has published in distinguished international journals,such as the Journal of Health Economics, Applied Economics and SmallBusiness Economics. She received her PhD from University Duisburg-Essen and graduated from Heidelberg University.

Conference Speakers


Jeffrey C. Shuman CSAP, PhD Principal | The Rhythm of Business;Professor of Management | BentleyUniversity

Session 505 Joint Development of Complex SolutionsRequires Extreme Partnering

Jeffrey C. Shuman CSAP, PhD, principal, The Rhythm of Business andprofessor of management, Bentley University is an educator and trustedadvisor to executives who are building, leading, and managing alliancesand partner networks. His mix of operational, consulting, research andclassroom experiences allow him to blend the theoretical with thepractical, providing useful, easily implementable, and repeatableadvice.

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 theASAP’s Strategy Team, he is actively involved on the teams that havedeveloped the Certificate of Achievement – Alliance Management (CA-AM) certification and the CSAP certification and contributed to theHandbook of Alliance Management. He frequently presents at ASAP andother organization’s conferences and events. Together with businesspartner Jan Twombly, he has a rich history of developing andpublishing strategic and practical thinking that advances the art andscience of partnering and alliance management.

Brian N. Stewart, CA-AMDirector Alliance Management | MerckKGaA

Session 402Navigating and Effectively Managing ComplexAlliances between Large Biotech/PharmaOrganizations

Brian Stewart is director, alliance management Merck KGaA, DarmstadtGermany. As part of his current role, Brian helps lead and manage theMerck KGaA, Darmstadt Germany, alliance with Pfizer, with focus on theco-promotion of Xalkori, and the Avelumab external combinationpartnerships. Brian joined Merck KGaA, Darmstadt Germany, fromWalgreens Co., where he spent the previous five years leadingrelationships with global pharma partners, with a focus on specialtybiologics, product launch and distribution strategies, and businessdevelopment. Prior to joining Walgreens, Brian spent 10+ years inPharma, holding increasing levels of responsibility across multiple rolesincluding market access, field sales, and sales training. Prior to Brian'scareer in pharma, he was an entrepreneur, owning multiple businesses.He holds a BS in Kinesiology from Indiana University.

Lisa Stifelman-Perry Director, Partner Marketing Operations &Partner Experience | Qlik

Session 303Experience the Future of the Channel: Integrationas a Strategy for Success

With Qlik Inc. for more than a decade and 20+ years in high-tech, LisaStifelman-Perry knows how to achieve meaningful experiences backed-up by solid operational processes. Currently, Lisa serves as Director ofPartner Marketing Operations & Partner Experience at Qlik, where she isresponsible for the online partner experience, partner lead managementprograms, vendor management and product management. Previously,she was Qlik’s Alliances Operations Manager for North America andGlobal Senior Recruiter. Prior to Qlik, she worked for Cisco, ProgressEnergy (now Duke Energy) and Ciber Inc.

Scott Sugimoto Manager, Sales Cloud Product Marketing |Salesforce

Session 801Three Strategies for Increasing PartnerAdoption and Engagement

Scott Sugimoto is a product marketing manager at Salesforce aligned topartner communities, Salesforce’s Partner Relationship Managementproduct. He has presented thought leadership on what partners arelooking for from their vendors at Dreamforce, Salesforce’s annualindustry conference attended by 170,000 people. Prior to Salesforce,Scott spent 7 years implementing Salesforce at Enterprise Businesses asa Technology Consultant at Accenture.

Scott has a degree in Economics from Columbia University in NYC andan MBA from UCLA Anderson School of Management.

Renee P. Tannenbaum, CSAP,PharmDVice President, Global AllianceManagement | Halozyme, Inc.

Session 702Metrics and Measures: Tools for FindingTroubles and Triumphs

Renee leads the global alliance management team at Halozyme and itsmore than ten partnerships with major biopharmaceutical anddiagnostic companies.

A seasoned leader with over 25 years of global commercial operatingand general management experience, Renee brings a proven trackrecord of success in leading high performing businesses anddeveloping and implementing innovative commercial strategies to herrole in alliance management.

Prior to joining Halozyme, she held executive level positions at AbbVie,Elan Pharmaceuticals, Novartis AG, Bristol Myers Squibb, and Merck andCompany. Renee serves as adjunct professor at the University of theSciences at Philadelphia in the Pharmaceutical and Healthcare BusinessProgram and is on the board of directors at Zogenix, Inc.

Conference Speakers


Since alliances and partnerships play an ever increasing role in thebiopharmaceutical industry, Renee has a strong interest andcommitment to ensuring successful outcomes from these relationships.While a relatively new member of the Association of Strategic AllianceProfessionals (ASAP), she achieved the Certificate of Strategic AllianceProfessionals (CSAP) early in 2017.

David S. Thompson, CA-AMChief Alliance Officer | Eli Lilly andCompany

Session 102Alliance Management 201: The Value ofAlliance Management


David is an internationally recognized alliance architect and alliancebuilder, specializing in making alliances productive and profitable witha track record of: designing and operating effective and efficientalliances; successfully managing and negotiating alliance conflict; anddeveloping high performing alliance management teams. David haspublished over 20 articles on the topic of alliance management and hasbeen sought out by fortune 100 companies outside of the pharmaindustry to consult on their alliance management programs. Davidregularly teaches alliance management courses as a guest lecturer atuniversities and has taught scores of alliance managers not only frompharmaceutical and biotech companies, but also high tech, insurance,petroleum, funeral, automobile, and financial services industries. Davidalso serves as a board member of the Association of Strategic AllianceProfessionals.

Currently, David is the chief alliance officer at Eli Lilly and Company(Lilly). As the leader of Lilly’s alliance management group, David isresponsible for establishing and maintaining all major development,commercial, and manufacturing partnerships. He also oversees theintegration of companies brought into Lilly via mergers andacquisitions. David has played a key role in many major alliances andacquisitions at Lilly, working with Boehringer Ingelheim, Amylin, DaiichiSankyo, and IMCLONE. His involvement begins during the duediligence process and continues throughout each alliance’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 E. Trampas, CSAP Professional Development Practice Lead |Phoenix Consulting Group

Lecturer | University of Illinois – Chicago(UIC)

Session 101CA-AM Certification Exam Prep Workshop

Session 702Metrics and Measures: Tools for Finding Troubles and Triumphs

Ann E. Trampas, CSAP, is the professional development practice lead forPhoenix Consulting and lecturer at the University of Illinois – Chicago(UIC). As practice lead she works with clients developing and deliveringskills mastery classes in collaborative relationship management andconsulting in optimizing their strategic alliances. At UIC she teacheschannels of distribution and ecommerce, marketing, sales managementand business strategy, and advises the American Marketing AssociationChapter. She is also a faculty member of the American ManagementAssociation, where is facilitates a variety of courses.

She is currently a board member and former president of the ASAPMidwest Chapter and a member of the Technical Advisory Group for theISO standard for Collaborative Business. She is a member of theExecutives Club of Chicago and the American Marketing Association.Previously Ann has held positions including ASAP certification programdirector and vice president of global alliances for IBM-SPSS.

Steve Twait, CSAP Vice President, Alliance and IntegrationManagement (AIM) | AstraZenecaPharmaceuticals

Session 403 How to Optimize Value and Gracefully EndAlliance Relationships

Steve has responsibility to continue to shape AstraZeneca’s alliance andintegration strategy in line with more diverse and varied externalisationdeals and further enhance AZ alliance and integration managementcapability to help position AstraZeneca externally as the partner ofchoice.

Steve’s team leads the integration of all major acquisitions, thetransitions for divestments, and management of alliances for AZ. Stevejoined AZ in January 2015, after spending 26 years at Eli Lilly andCompany where he was a founding member of Lilly’s Office of AllianceManagement.

Steve is a well published author in Pharmaceutical Executive, PLG’sBusiness Development & Licensing Journal, and Strategic AllianceMagazine and is a board member of the Association of Strategic AllianceProfessionals.

Steve holds an MBA, Marketing from Indiana University - Kelley Schoolof Business and a BSEE, Electrical Engineering from ValparaisoUniversity.

Conference Speakers

EPPP

ASAP and the Education Provider Partner Program(EPPP) bring together a community of consultantswho can help your team and partners meet theiralliance and collaboration objectives through a widevariety of personalized training and services.


For more information about this program, contact Lori Gold, director of membership services.+1-781-562-1630 ext 203 | [email protected] | www.strategic-alliance.org

tinyurl.com/ASAPLinkedIn facebook.com/#!/ASAPGlobal @asap_Globalwww.strategic-alliances.org

Our Team


Conference Speakers

Jan Twombly, CSAP President | The Rhythm of Business, Inc.

Session 505 Joint Development of Complex SolutionsRequires Extreme Partnering

Jan Twombly, CSAP, is president of The Rhythm ofBusiness, Inc. For nearly 20 years Twombly hasserved as a trusted, expert advisor to global and emerging companies.She works as an extension of the partnering and alliance managementteam, helping them develop their ability to accelerate outcomes frompartnering and alliances. Partnering with the executive suite, she helpscompanies reach higher levels of alliance success by integratingpartnering into all aspects of the business.

A few of the many companies she has worked with include Abbott,Astellas, AT&T, Bayer, Becton Dickinson, Biogen, Boehringer Ingelheim,Colgate-Palmolive, Dun & Bradstreet, EMC, Equifax, FIS, IBM, Intel,Novartis, Sanofi, Shire, and Xerox.

Twombly serves on the Executive and Management Committee of theAssociation of Strategic Alliance Professionals (ASAP). She is editorialadvisor to ASAP Media, which publishes Strategic Alliance Magazine,and contributed to the ASAP Handbook of Alliance Management.Together with business partner Jeffrey Shuman, Twombly has a richhistory of developing, publishing, and presenting strategic and practicalthinking that advances the art and science of partnering and alliancemanagement.

Wayne UsieSenior Vice President & Chief MarketDevelopment Officer | JDA Software

Session 205ASAP Leadership Spotlight | Retail Reinventedand the Imperative for Collaboration

Wayne Usie serves as chief market developmentofficer at JDA. In this role, Wayne is responsible for aligning andsynchronizing end-to-end support for global sales while driving greaterefficiency and growth. Wayne is responsible for bringing together theglobal functions across industry strategy, value delivery, globalalliances, business development, global sales operations, and theglobal deal desk to drive company growth.

Prior to this role, Wayne served as senior vice president, GlobalIndustries & Value Delivery, responsible for the global industry strategyacross manufacturing, distribution, and retail, and driving JDA’s industrystrategies along with building the value selling capabilities within thecompany. In his 16 years at JDA, Wayne has become a trusted advisor tocustomers worldwide.

Previously, Wayne served as vice president of IT at Family Dollar Stores,Inc., a publicly traded mass merchant discount retailer, and prior to that,he worked in executive positions for a regional retailer and a consultingfirm.

Wayne holds a BS in Business Administration from Louisiana StateUniversity, Baton Rouge, Louisiana.

Lucinda Warren VP Business Development, Neuroscience |Johnson & Johnson Innovation / JanssenBusiness Development

Session 205ASAP Leadership Spotlight | AllianceManagement: “To change the name and notthe letter...”

Lucinda (Cindy) heads the neuroscience business development teamwhich includes scientific finding, licensing transactions, mergers,acquisition, out licensing, divestitures, and alliance management.

With over 24 years of broad industry experience, Lucinda began herpharma career in Canada. In 1999, she joined the Johnson & JohnsonFamily of Companies and has held various USA and global roles ofincreasing responsibilities, including sales, marketing, new productdevelopment, alliance management, and business developmentleadership. Lucinda has been responsibility for the leadership andoversight of some of Janssen’s longest and largest global commercialalliances in addition to leading the global integration of Johnson &Johnson’s single largest asset REMICADE®, back into the organizationin 2011.

Just prior to joining the Janssen Business Development leadershipteam, Lucinda led the Immunology Business Unit in Australia, returningto the USA in 2014 as VP alliance management, Janssen, responsible forleading the total Pharmaceutical portfolio of collaborations.

Lucinda received her Bachelor of Science degree from the University ofAlberta, Canada.

Reed Warren Vice President | Revenue RocketSM

Consulting Group LLC

Session 304The Vendor’s Role in Building SolutionProvider Value in a Volatile Market

Revenue Rocket’s Vice President, Reed Warrenworks to identify and understand the barriers to growth, whileidentifying strategies required for success. It’s Reed’s job to learn aboutyour core business functions, facilitate all M&A responsibilities, andconduct the necessary assessments like target profiling, due diligence,financial modeling, valuation, closure proceedings and post-mergerintegration strategies. Reed has a Bachelor of Arts degree fromNorthwestern College in St. Paul, MN and works and lives in the TwinCities metro.

Conference Speakers


Norma Watenpaugh, CSAP Founding Principal | Phoenix ConsultingGroup

Session 106Building Corporate Capability forCollaboration—Leveraging an InternationalStandard

Session 302Architecting for Transformation: The Next Generation PartnerEcosystem

Norma Watenpaugh is the founding principal and CEO of PhoenixConsulting Group (www.phoenixcg.com) which provides education andconsulting services with expertise in market development strategy,multi-channel and alliance management, and ecosystem development.Prominent clients include Amazon, Adobe, Cisco, Dupont, Dell, PayPal,Nationwide Insurance, SAP, and Schneider. She was named a Woman ofInfluence in Silicon Valley by the Silicon Valley Business Journal for herwork in advancing best practices in Collaborative BusinessRelationships.

Norma has delivered seminars for Duke Corporate Education, theReuters Foundation, Digital Vision Fellowship Program at StanfordUniversity, San Jose State University Professional Development, and theAmerican Management Association. She is a frequently requested guestlecturer and speaker at industry events speaking on partnering trends indigital transformation and internet of things initiatives.

Norma is a Board member of the Association of Strategic AllianceProfessionals and former best practices committee chair. She has ledthe organization in developing professional certifications and inrevitalizing the ASAP Handbook of Alliance Management. She currentlyleads the US delegation to the ISO standards committee forCollaborative Business Relationship Management and is the liaison tothe Collaborative Innovation Management Technical Committee.

Morgan WheatonSenior Director Partner Alliances | JDASoftware

Session 301Partnering with Change in a World of OngoingDisruption

In his role as senior direct partner alliances, Morgan works closely withkey systems integration and technology partners to ensure their successand ongoing support of JDA supply chain customers. Advances intechnology and shifts in consumer behavior have caused disruption inglobal supply chains, elevating the need for close collaborationamongst alliance partners. Morgan works across JDA and partner teamsspanning product development, services, licensing, operation,s andmarketing to create a potent mix of programs and solutions.

With over 30-years experience in high tech, Morgan has held a numberof diverse roles spanning alliance management, enterprise sales, fieldmarketing and corporate strategy. Prior to joining JDA in early 2017,Morgan was with Microsoft for over 13 years, always focused on partnersuccess. Most recently he was Director of Microsoft’s Cloud SolutionProvider Program where he drove their global strategy to help resellersshift to the Cloud.

Andrew Yeomans, CSAP,MRPharmSGlobal Director of Alliance Management |EMD-Serono

Session 502Alliances Standing the Test of Time

Andrew is the global director of alliance management at Merck-Serono,based since 2012 in Germany and he is actively involved in leadingseveral key alliances for his company, within Europe, China, Japan, andKorea. He has over 23 years of experience in the pharmaceuticalindustry. His early career was within corporate sales and marketingleadership positions, focusing on Europe, Asia, and North America.During this time as a result of leading a number of successful productlaunches and Commercial collaborations, he evolved naturally intoformal, global alliance management over 11 years ago.

Andrew currently optimizes value across 30 alliances for his company,that span the globe, with a particular focus on commercial anddevelopment collaborations, with a total value of 1.75bn Euros. He ishighly active within ASAP as a Certified Strategic Alliance Professional(CSAP) and has been a member of several regional chapters. Andrew isa registered pharmacist in the UK and has an MBA from Henley BusinessSchool.

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We Want To Hear From You!

ASAP’s BioPharma Conference will be here before we know it—September 24-26, 2018 in Boston, MA, USA—and work is already underway to create a world-class professional development and community building event!

Whether you’re a seasoned presenter or a first-timer, consider submitting a proposal to lead a session on a topic that you’re passionate about! ASAP’s “Call for Topics” online submissionsite is now open.

Visit www.asapweb.org/topics and submit your topic today!Submission Deadline is April 6, 2018

Thanks for helping to make ASAP’s 2018 BioPharma Conference strong, relevant, timely andmeaningful. We look forward to seeing you in Boston this September 24-26!

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� 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?

Call for Topics

Learn | Network | Grow | Connect | Share | Cultivate | Advance

September 24-26, 2018

Boston, Massachusetts

www.asapbiopharma.org

October 17, 2018

San Jose, California

www.asaptechforum.org

Tech Partner Forum

November 8-9, 2018

Amsterdam, Netherlands

www.asapeusummit.org

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www.strategic-alliances.orgPlease check the website for the most up to date information.

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