Onsite Program >

2014 ASAP Global Alliance Summit The Expertise to Collaborate... The Leadership to Perform.

March 10 –13, 2014 Onsite Program > Scottsdale, Arizona www.strategic-alliances.org The Talking Stick Resort

Platinum Sponsor Gold Sponsor

Onsite Program Book printed courtesy of Xerox Corporation Table of Contents

Welcome to the 2013 ASAP Global Alliance Summit ...... 3

ASAP Corporate Officers & ASAP Program Committee ...... 4

Social Media Outlets & ASAP Global Staff ...... 5

Conference Agenda ...... 6

ASAP Global Members & Corporate Members ...... 11

Summit Sponsor Recognition ...... 12

ASAP Board of Directors ...... 13

Overview of Sessions ...... 14

Alliance Excellence Awards ...... 16

Workshops ...... 19

Monday Session Descriptions ...... 20

Tuesday Session Descriptions ...... 21

Wednesday Session Descriptions ...... 26

Alliance Management Resource Center ...... 34

Summit Sponsor Recognition ...... 35

Conference Speakers ...... 36

Floor Plan ...... 49

2 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Welcome to the 2014 ASAP Global Alliance Summit

On behalf of the Global Board of Directors and staff of the Association of Strategic Alliance Professionals, welcome to our 2014 Global Alliance Summit. We invite you to take the next three days to learn, engage, and experience the best this profession has to offer! We invite you to fully participate in this highly interactive experience where the learning comes as much from those assembled as from the many top-flight speakers and discussion leaders. Connect with your peers, partners, and industry executives to learn how others are rising to the challenge— and enhance your performance and value to your organization.

The Summit is by far the world’s largest annual gathering of our profession’s leading individuals and organizations. Each year, alliance management and partnering practitioners, thought leaders, academics and consultants gather to discuss the state of the profession, how to evolve the discipline, and advance their understanding of partnering and collaboration strategy and execution. No other event delivers as much immediately actionable and relevant information, connects you to more of the profession’s thought leaders, or does more to advance your career than the ASAP Global Alliance Summit.

The theme of this year’s Summit is “The Expertise to Collaborate, the Leadership to Perform.”We know that today, executive leaders and C-suite stakeholders are increasingly—and publicly—acknowledging that the appropriate deployment of all manner of business collaborations and partnering activities are indispensable to business survival and success. The future is bright for alliance and partnering professionals who can guide their organizations to collaborative success!

Develop your expertise. More than 30 keynotes, panels, interactive discussions and participant-led roundtables offer attendees from a wide variety of industries insights into the most pressing strategic issues facing the senior level partnering executive and the biggest challenges encountered by the individual practitioners responsible for the day-to-day management of business collaborations. Sessions teach attendees how to utilize the discipline’s most modern tools, processes, and methodologies in all phases of the life cycle of partnering—from strategy, selection, negotiation, planning, and execution to termination or expansion.

The Summit is also a celebration of the community’s crème-de-la-crème. Our Alliance Excellence Awards recognizing the companies and executives behind the previous year’s most successful alliance initiatives are handed out at the annual Alliance Excellence Awards Recognition program. Learn what separates the winners from everyone else—and plot your strategy to be counted among the best.

The Association of Strategic Alliance Professionals (ASAP) is the only membership organization dedicated solely to advancing the alliance and partner management profession. We are the organization that Global 1000 and multinational companies turn to in order to support their alliance capability and achieve the larger business objectives of their partnerships. It provides a forum for companies and the individuals responsible for executing their partnership initiatives to exchange best practices and build a framework for cultivating the skills and toolsets that ensure its partnering activities drive innovation, increase revenue, penetrate new market segments, or obtain critical expertise or intellectual property.

We would like to extend a gracious thank you to the ASAP Program Committee and Summit Task Force for their hard work and effort in putting together this stellar program. We would also like to thank our speakers for sharing their expertise and experience. And, lastly, we would like to thank all of the participants for contributing their insights and knowledge to the discussion.

Sincerely,

Michael Leonetti, CSAP President & CEO Association of Strategic Alliance Professionals Russ Buchanan, CSAP Chairman of the Board, ASAP Vice President, Worldwide Alliances Xerox

Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 3 ASAP Corporate Officers

Chairman Vice Chairman Secretary Treasurer Michael Leonetti, CSAP Russ Buchanan, CSAP Jack Pearson, CSAP Brian Handley, CA-AM Harry Atkins, CSAP President & CEO Vice President, Managing Director & Business Development Senior Director, Association of Strategic Worldwide Alliances Chief Alliance Officer Emerson Corporation Corporate Alliance Professionals Xerox Alliance Development Development International, LLC Dr. Reddy’s

2014 ASAP Global Alliances Summit Planning Committee

Programs Committee: > Chairperson: Jan Twombly, CSAP, President, The Rhythm of Business > Vice Chairperson: Annlouise Goodermuth, CSAP | Director, Alliance Management, External Innovation, Strategy and Science Policy | Sanofi > Committee Member: Manlio Huacuja, CA-AM | Senior Director Corporate Development | LoJack Corporation Summit Task Force: > Jeffrey Cummings, CSAP, PhD | Associate Professor | Loyola University > Frank Curran | NE Chapter President | Director of Business Development and Alliances | SUSE > Susan Hed, CSAP | Strategic Alliance Executive > Ron McRae, CSAP | Director, Alliance Management | Janssen Pharmaceutical Companies of Johnson & Johnson > Phil Sack, CSAP | Asia Pacific Business Community President | Oracle Be Social!

Stay Connected with ASAP & your Colleagues Throughout the Year…

> Extend the education and networking value of the 2014 ASAP Global Alliance Summit > Let your colleagues who were unable to attend know what they are missing. > Share your experiences and insights from the conference after the last session ends with fellow attendees. > Comment on the Collaborative Buzz postings on the ASAP website www.strategic-alliances.org/buzz.

Like Us on Facebook: http://www.facebook.com/#!/ASAPGlobal

Join Our Group LinkedIn: http://tinyurl.com/ASAPLinkedIn

ASAP Global Staff

> Michael Leonetti, CSAP | President & CEO, [email protected] | +1-781-562-1630 ext.201 > 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 > Kimberly T. Miller | Marketing Director, [email protected] | +1-781-562-1630 ext. 208 > Michele Shannon, CA-AM, CMP | Senior Meeting & Event Manager, [email protected] | +1-781-562-1630 ext. 204 > Jennifer Silver | Certification Coordinator, [email protected] | +1-781-562-1630 ext. 205 > Brendan Ward | Database and IT Administrator, [email protected] | +1-781-562-1630 ext. 200 > Michele Yudysky | Membership Coordinator, [email protected] | +1-781-562-1630 ext. 209

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Monday, March 10, 2014

Time Session Code | Session Title Speaker Location

7:00 a.m. – 6:00 p.m. Conference Registration Great Hall Foyer

8:00 a.m. – 5:00 p.m. Alliance Team Meetings Various Locations

8:00 a.m. – 12:30 p.m. ASAP Board of Directors Meeting Roadrunner A, B, & C (Invitation Only)

8:30 a.m. – 2:30 p.m. Session 101 | CA-AM Exam Prep Workshop Ann Trampas, CSAP | Phoenix Consulting Group Red Bird K (Additional Fee to Attend)

8:30 a.m. – 2:30 p.m. Session 102 | CSAP Exam Prep Workshop Peter Simoons, CSAP | Simoons & Company Red Bird L (Additional Fee to Attend)

12:30 p.m. – 1:45 p.m. ASAP Board of Directors Luncheon Fire Garden (Invitation Only)

1:00 p.m. – 1:45 p.m. Session 104 | Speed Networking Salt River 2 & 3

1:00 p.m. – 5:00 p.m. Session 103 | Introduction to Alliance David Thompson, CA-AM | Eli Lilly and Company Quail E Management Workshop: Tools and Steve Twait, CSAP | Eli Lilly and Company Techniques (Additional Fee to Attend)

1:55 p.m. – 2:40 p.m. Session 108 | In Partners We Trust: Five Jennifer Vessels | Next Step Salt River 2 & 3 Keys to Success in the Channel Today

2:00 p.m. – 3:10 p.m. Leadership Forum (Invitation Only) Salt River 7 & 8

2:40 p.m. – 3:10 p.m. Networking Break Great Hall Foyer

3:15 p.m. – 4:00 p.m. Session 106 | The Marshmallow Challenge: The Rhythm of Business & ASAP Media Salt River 2 & 3 A Competition about Collaboration

4:10 p.m. – 4:55 p.m. Session 107 | Unconference Session: Salt River 2 & 3 Open Discussion Tables

6:15 p.m. Peer-to-Peer Meet Up

6 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Conference Agenda

Tuesday, March 11, 2014

Time Session Code | Session Title Speaker Location

7:00 a.m. – 8:00 a.m. Networking Breakfast Fire Garden

7:00 a.m. – 6:00 p.m. Conference Registration Great Hall Foyer

8:00 a.m. – 7:00 p.m. Alliance Management Resource Center (AMRC) Great Hall Foyer

8:15 a.m. – 8:30 a.m. Opening Remarks Salt River 4 & 5

8:30 a.m. – 9:15 a.m. Session 201 | Leading the Charge: Keynote Speaker: Lisa Caswell | Salt River 4 & 5 How Partnering Prepared Me to Become Siemens, e-Meter a Corporate Division President

9:15 a.m. – 10:00 a.m. Session 202 | Mastering the Message: Bart Queen | Ultimate Strategic Speaking Salt River 4 & 5 The Art of Expert Communication System & Speak America

10:00 a.m. – 10:30 a.m. Networking Break Great Hall Foyer

10:30 a.m. – 11:15 a.m. Session 203 | The Next Generation: Harm-Jan Borgeld, CA-AM | Merck Salt River 4 & 5 How Millennials Are Changing Business Serono - Merck KGaA Jeff Cummings, CSAP, PhD | Loyola University Scott Davidson | Microsoft Kerri Lampard, CSAP | Cisco Services

11:15 a.m. – 12:00 p.m. Session 204 | Alliances Seen from the Mike Leonetti, CSAP | ASAP Salt River 4 & 5 Executive Suite: An Audience Q&A with Erna Arnesen, CSAP | Plantronics the CAOs

12:00 p.m. – 1:15 p.m. Networking Lunch Fire Garden

1:15 p.m. – 2:00 p.m. Session 301 | Inflection Points: Optimizing Janice Babia-Ramos, CSAP | Janssen Biotech Inc. Salt River 4 & 5 Your Alliance and Life Cycle Challenges Ron McRae, CSAP | Janssen Pharmaceutical Companies of Johnson & Johnson

Session 401 | Right Partners, Right Strategy: Lorin Coles, CSAP | Alliancesphere Salt River 7 & 8 Taking a Strategic Approach to the Partner Scott Musson | Red Hat Portfolio Jeffrey Shuman, CSAP, PhD | The Rhythm of Business

Session 501 | Wind in Your Sales: Building Mitch Lewis | Juniper Networks Salt River 2 & 3 Long-Term, Cross-Functional Alliance Organizations

2:10 p.m. – 2:55 p.m. Session 302 | Maximum Impact: Alliance Helen Morin, CSAP | SAS Institute Salt River 4 & 5 Storytelling for the C-Suite and Others Donna Peek, CSAP | SAS Institute

Session 402 | Strategic Alliances: Innovator’s Manoj Bhatia, CA-AM | Cisco Salt River 7 & 8 Dilemma or High-Tech Nightmare?

Session 502 | The Right Person for the Job: Nancy Breiman, CSAP | IBM Global Solutions Salt River 2 & 3 Hiring Your Alliance Workforce and Alliances Allistair Pim, CSAP | Schneider Electric Sheri Smith | Intrinsic Genius

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Tuesday, March 11, 2014

Time Session Code | Session Title Speaker Location

2:55 p.m. – 3:25 p.m. Networking Break Great Hall Foyer

3:25 p.m. – 4:10 p.m. Session 303 | Finding and Removing Your Michael Taylor | SchellingPoint Salt River 4 & 5 Alliance’s Hidden Misalignment-Without Needing to Talk!

Session 403 | Yours, Mine, and Ours: Driving Christophe Melle | Philips Lighting Salt River 7 & 8 Growth Through Cobranded Alliances Wanda Stevens | Philips International

Session 503 | Toward a New Normal: Karen Denton, CA-AM | Bayer HealthCare Salt River 2 & 3 Creating the Organizational Foundation Stuart Kliman, CA-AM | Vantage Partners for Alliance Success

4:20 p.m. – 5:05 p.m. Session 304 | Unconference Session: Salt River 4 & 5 Leadership Roundtables

Session 404 | Doing a 180: Partner Today, Leona Helverson, CSAP | Verizon Enterprise Solutions Salt River 7 & 8 Channel Partner Tomorrow! Karen Robinson, CSAP | Verizon

Session 504 | Getting Up to Speed Together: Gerald Dehkes, CSAP | KPMG LLP Salt River 2 & 3 Sales Team Collaboration and Alliance David Erlenborn, CSAP | KPMG LLP Enablement

5:10 p.m. – 6:40 p.m. AMRC Welcome Reception Great Hall Foyer

8 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Conference Agenda

Wednesday, March 12, 2014

Time Session Code | Session Title Speaker Location

7:00 a.m. – 8:15 a.m. Networking Breakfast Fire Garden

7:00 a.m. – 6:00 p.m. Conference Registration Great Hall Foyer

8:00 a.m. – 6:00 p.m. Alliance Management Resource Center (AMRC) Great Hall Foyer

8:25 a.m. – 9:10 a.m. Session 601 | The Developing Biopharma Andy Eibling, CSAP | Covance Salt River 2 & 3 Alliance Agenda: An Executive Panel Anthony Hörning, CSAP | Novartis Discussion Thierry Saugier | Sanofi

Session 701 | Better Than Best Practice: Speaker TBA Salt River 7 & 8 Critical Success Factors for Alliance Relationships

Session 801 | Smart Cities, Smarter Annick De Swaef, CA-AM | Consensa Consulting Salt River 4 & 5 Partnering: What Alliance Professionals Anne Fitzpatrick, CA-AM | IBM Can Bring to Smart Cities Initiatives Allistair Pim, CSAP | Schneider Electric

9:20 a.m. – 10:05 a.m. Session 602 | A Target-Rich Environment: Diana Brassard, CA-AM | Sanofi Oncology Salt River 2 & 3 Key Alignment Lessons from a Multitarget Michael Lebel, CA-AM | Celgene Avilomics Research Discovery Alliance

Session 702 | Designing Alliances: The Ard-Pieter de Man, CSAP | VU University of Salt River 7 & 8 Control-Trust Dilemma Amsterdam

Session 802 | All Eyes on the Same Goal: Mark Mattox | Verizon Enterprise Solutions Salt River 4 & 5 Making Sense of Multisector, Multiparty Nancy Miller, CSAP | Stratis Health Alliances Bettina Raymond, CA-AM | Verizon

10:05 a.m. – 10:35 a.m. Networking Break Great Hall Foyer

10:35 a.m. – 11:20 a.m. Session 603 | Think Globally, Partner Anny Bedard | Biopharmaceutical Executive Salt River 2 & 3 Locally:Applying Alliance Management to Local Commercial

Session 703 | Scorecards: Does Your Alliance R. Lynn Richard, CA-AM | Unisys Corporation Salt River 7 & 8 Pass the Strategic Test?

Session 803 | Unconference Session: Salt River 4 & 5 Emerging Trends Roundtables

11:30 a.m. – 12:15 p.m. Session 604 | Early Days: Insights from the Steve Courtney, PhD | Evotec (UK) Ltd Salt River 2 & 3 Bayer-Evotec Alliance Christoph Huwe, PhD | Bayer HealthCare

Session 704 | When Minutes Turn to Hours: David Thompson, CA-AM | Eli Lilly and Company Salt River 7 & 8 The Unsexy but Vital Function of Taking Steve Twait, CSAP | Eli Lilly and Company Alliance Minutes

Session 804 | Disruptive Technology + New Lorin Coles, CSAP | Alliancesphere Salt River 4 & 5 Business Models = Partnering at the Core Ron Long | NetApp Scott Van Valkenburg, CSAP | SAS

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Wednesday, March 12, 2014

Time Session Code | Session Title Speaker Location

12:15 p.m. – 1:30 p.m. Networking Lunch Fire Garden

1:35 p.m. – 2:20 p.m. Session 901 | Producing RESULTS: Turning Nick Arena | RESULTS Salt River 2 & 3 Naysayers into Alliance Champions

Session 1101 | The VAR Debate: Frank Curran | SUSE (moderator) Roadrunner A, B, C Nontraditional Partnerships in IT Greg Fox, CSAP | Citrix Gavin Miller | Avnet Technology Solutions

Session 1201 | Don’t Worry About the Pamela Duchars, CA-AM | Emergent BioSolutions Salt River 7 & 8 Government: Applying Alliance Management to Government Partnerships

2:30 p.m. – 3:15 p.m. Session 902 | Building the Pipeline: Nancy Breiman, CSAP | IBM Global Solutions Salt River 2 & 3 Marketing Alignment from Demand and Alliances Creation to the Close for Alliance Teams Sue Hed, CSAP | Strategic Alliance Executive

Session 1102 | Changing the Channel: Dede Haas, CA-AM | DLH Services, LLC Roadrunner A, B, C Succeeding as a Channel Manager in the Norma Watenpaugh, CSAP | Phoenix Age of SaaS and SMAC* Consulting Group

*Double session 2:30 p.m. – 4:30 p.m.

Session 1202 | On the Ground in China: Joost Allard, CA-AM | Allinnova LLC Salt River 7 & 8 How to Succeed in Chinese Alliances Frank Grams, PhD | Sanofi and JVs Manlio Huacuja, CA-AM | LoJack Corporation

3:15 p.m. – 3:45 p.m. Networking Break Great Hall Foyer

3:45 p.m. – 4:30 p.m. Session 105 | Transcending Organizational Stuart Kliman, CA-AM | Vantage Partners Salt River 2 & 3 Barriers to Effective Partnering | Vantage Partners Sponsored Session

*Double session 2:30 p.m. – 4:30 p.m.

Session 1203 | Creating Value: The Three Ben Gomes-Casseres | Brandeis University Salt River 7 & 8 Rules of Success

4:40 p.m. – 5:40 p.m. Alliance Excellence Awards Ceremony Salt River 4 & 5

6:15 p.m. – 9:15 p.m. Sunset Celebration Fire Garden

10 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA ASAP Global Members

ASAP Corporate Members

360incentives.com Emergent Biosolutions PricewaterhouseCoopers Alliancesphere, LLC Enbridge Pipelines Productivity Alberta Ameritas Life Insurance Corporation Experian Quintiles Amgen F. Hoffman LaRoche Reckitt Benckiser ANCILE Solutions Fluor Canada Ltd. The Rhythm of Business Availity, LLC GlaxoSmithKline (GSK) Royal Philips Electronics Axis Marketing Halozyme Therapeutics Salesforce.com Bayer HealthCare Infosys Servier Becton Dickinson Intel SunGard Blue Coat Systems Ipsen Pharmaceuticals SUSE Boehringer Ingelheim Pharmaceuticals Konica Minolta Takeda Pharmaceuticals Brocade Medifast Teva Pharmaceuticals Colgate Palmolive Merck Thomson Reuters Elite Colt Technology Services National Grid Turkcell Communications Media Inc. Nationwide Insurance Unisys Cornerstone OnDemand One2One Uprise Daiichi Sankyo Panduit USAA Dassault Systemes Pfizer Vantage Partners Deloitte Canada Pierre Fabre Medicament Zealand Pharma The Dow Chemical Company Plantronics Elm Polycom, Inc.

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Conference Sponsors

ASAP would like to acknowledge the following companies and their commitment and support of our organization. We greatly appreciate their investment in making the 2014 ASAP Global Alliance Summit a huge success.

Platinum Sponsor

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 succeedand direct support services—both launching new alliances and intervening in and enhancing those alliances that are failing to achieve all that they might.

Gold Sponsor Bring your toughest collaboration challenges to The Rhythm of Business. We help you harness the full potential of alliances to achieve your most strategic business goals. Our customizable solutions, consulting, and learning programs build your partnering capability and give you the actionable knowledge to optimize individual alliances and your overall portfolio. Our proven strategies, frameworks, and tools increase partnering performance and drive revenues while reducing complexity and risk.

The Partner Portfolio Manager™ fully automates The Rhythm of Business’s proprietary portfolio management methodology and profiling process. This function-rich web app makes it simple to analyze your company’s overall portfolio—letting you align it with strategy and focus resources to maximize value and performance. Learn more in the Alliance Management Resource Center or at www.rhythmofbusiness.com.

Silver Sponsors

12 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA ASAP Board of Directors

Toni Adams Anthony Hoerning, CSAP Vice President Global Partner and Alliance Marketing BD&L, Head Global Alliance Management, General Medicines VMware Novartis Jeremy Ahouse, CSAP, PhD Kerri Lampard, CSAP Director, Alliance Management Director, Global Technology and Software Partners Novartis Institute for BioMedical Research Cisco Services Joel Artzt John Larson, CA-AM Executive Director, Global Strategic Alliances General Manager Alliance Management Dell AbbVie Harry Atkins, CSAP** Charlie Li Senior Director, Corporate Development Vice President Dr. Reddy’s Capgemini Steve Blacklock, CA-AM Ron Long Director, Global Alliances Senior Manager, Partner Sales Global System Integrators and Citrix Systems Alliances NetApp Nancy Brieman, CSAP Manager Industry Solutions and Business Development Jack Pearson, CSAP** IBM Global Solutions and Alliances Managing Director & Chief Alliance Officer Alliance Development International, LLC Russ Buchanan, CSAP** Vice President, Worldwide Alliances Robert Porter Lynch, CA-AM Xerox President The Warren Company Christine Carberry, CSAP* Vice President, Program & Alliance Management Rob Minaglia, CA-AM EnVivo Pharmaceuticals Vice President, Strategic Alliances CA Ard-Pieter de Man, CSAP Dean at Sioo W. Griffin Morrel, CSAP* Professor of Strategy and Organization Cisco Global Enterprise Partner Organization VU University of Amsterdam Cisco Systems, Inc. Scott Davidson Donna Peek, CSAP General Manager, U.S. Developer and Platform Alliances Global Alliance Director Microsoft SAS Institute Gerald Dehkes, CSAP Alistair Pim, CSAP* Director, Alliance Management Vice President of Global Strategic Alliances KPMG LLP Schneider Electric Snehal Desai, CA-AM* Mary Jo Struttmann, CA-AM Global Marketing Director Senior Director, Alliance Management Dow Water and Process Solutions Astellas Nick Dunscombe, CA-AM David Thompson, CA-AM Leader, Global Alliance Management Centre Of Excellence Chief Alliance Officer AstraZeneca Lilly Andy Eibling, CSAP Jan Twombly, CSAP* VP Alliance Management President Covance The Rhythm of Business Frank Grams, PhD Norma Watenpaugh, CSAP Vice President, Head of Alliance Management & Contracting Principal Sanofi Phoenix Consulting Group Brian Handley CA-AM** Robert Wills Business Development VP of Alliance Management Emerson Corporation Janssen Pharmaceutical Companies of Johnson & Johnson Leona Helverson, CSAP Channel Engagement & Enablement Global Sales Operations Verizon Enterprise Solutions

*Executive Committee **ASAP Corporate Officer & Executive Committee

Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 13 Overview of Sessions

Monday, March 10, 2014 – Afternoon Sessions Track 100: Monday Innovations 1:00 p.m. – 1:45 p.m. 1:55 p.m. – 2:40 p.m. 3:15 p.m. – 4:00 p.m. 4:10 p.m. – 4:55 p.m. Salt River 2 & 3 Salt River 2 & 3 Salt River 2 & 3 Salt River 2 & 3 Session 104 Session 108 Session 106 Session 107 Speed Networking In Partners We Trust: The Marshmallow Challenge: A Unconference Session: Open Five Keys to Success in Competition about Collaboration Discussion Tables the Channel Today

Tuesday, March 11, 2014 – Morning Sessions Track 200: Plenary Sessions: The Expertise to Collaborate, the Leadership to Perform 8:30 a.m. – 9:15 a.m. 9:15 a.m. – 10:00 a.m. 10:30 a.m. – 11:15 a.m. 11:15 a.m. – 12:00 p.m. Salt River 4 & 5 Salt River 4 & 5 Salt River 4 & 5 Salt River 4 & 5 Session 201 Session 202 Session 203 Session 204 Keynote Speaker: Lisa Caswell, Mastering the Message: The Art The Next Generation: How Alliances Seen from the President, Siemens e-Meter of Expert Communication Millennials Are Changing Executive Suite: An Audience Business Q&A with the CAOs Leading the Charge: How Partnering Prepared Me to Become a Corporate Division President

Tuesday, March 11, 2014 – Afternoon Sessions Track 300: Growing Alliance Leadership 1:15 p.m. – 2:00 p.m. 2:10 p.m. – 2:55 p.m. 3:25 p.m. – 4:10 p.m. 4:20 p.m. – 5:05 p.m. Salt River 4 & 5 Salt River 4 & 5 Salt River 4 & 5 Salt River 4 & 5 Session 301 Session 302 Session 303 Session 304 Inflection Points: Optimizing Maximum Impact: Alliance Finding and Removing Your Unconference Session: Your Alliance Amid Life Cycle Storytelling for the Alliance’s Hidden Misalignment- Leadership Roundtables Challenges C-Suite and Others Without Needing to Talk!

Track 400: Enabling Growth Through Smart Partnering Strategies Salt River 7 & 8 Salt River 7 & 8 Salt River 7 & 8 Salt River 7 & 8 Session 401 Session 402 Session 403 Session 404 Right Partners, Right Strategy: Strategic Alliances: Innovator’s Yours, Mine, and Ours: Driving Doing a 180: Partner Today, Taking a Strategic Approach to Dilemma or High-Tech Growth Through Cobranded Channel Partner Tomorrow! the Partner Portfolio Nightmare? Alliances

Track 500: Developing the Organizational Capability for Successful Alliances Salt River 2 & 3 Salt River 2 & 3 Salt River 2 & 3 Salt River 2 & 3 Session 501 Session 502 Session 503 Session 504 Wind in Your Sales: Building The Right Person for the Job: Toward a New Normal: Getting Up to Speed Together: Long-Term, Cross-Functional Hiring Your Alliance Workforce Creating the Organizational Sales Team Collaboration and Alliance Organizations Foundation for Alliance Success Alliance Enablement

14 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Overview of Sessions

Wednesday, March 12, 2014 – Morning Sessions Track 600: Frontiers in BioPharma Alliance Management 8:25 a.m. – 9:10 a.m. 9:20 a.m. – 10:05 a.m. 10:35 a.m. – 11:20 a.m. 11:30 a.m. – 12:15 p.m. Salt River 2 & 3 Salt River 2 & 3 Salt River 2 & 3 Salt River 2 & 3 Session 601 Session 602 Session 603 Session 604 The Developing Biopharma A Target-Rich Environment: Think Globally, Partner Locally: Early Days: Insights from the Alliance Agenda: An Executive Key Alignment Lessons from a Applying Alliance Management Bayer-Evotec Alliance Panel Discussion Multitarget Discovery Alliance to Local Commercial Partnerships

Track 700: Partnering Tools and Techniques (Part 1) Salt River 7 & 8 Salt River 7 & 8 Salt River 7 & 8 Salt River 7 & 8 Session 701 Session 702 Session 703 Session 704 Better Than Best Practice: Designing Alliances: The Scorecards: Does Your Alliance When Minutes Turn to Hours: Critical Success Factors for Control-Trust Dilemma Pass the Strategic Test? The Unsexy but Vital Function Alliance Relationships of Taking Alliance Minutes

Track 800: Emerging Trends, Growing Complexities Salt River 4 & 5 Salt River 4 & 5 Salt River 4 & 5 Salt River 4 & 5 Session 801 Session 802 Session 803 Session 804 Smart Cities, Smarter Partnering: All Eyes on the Same Goal: Unconference Session: Disruptive Technology + New What Alliance Professionals Can Making Sense of Multisector, Emerging Trends Roundtables Business Models = Partnering Bring to Smart Cities Initiatives Multiparty Alliances at the Core

Wednesday, March 12, 2014 – Afternoon Sessions Track 900: Partnering Tools and Techniques (Part 2) 1:35 p.m. – 2:20 p.m. 2:30 p.m. – 3:15 p.m. 3:45 p.m. – 4:30 p.m. Salt River 2 & 3 Salt River 2 & 3 Salt River 2 & 3 Session 901 Session 902 Session 105 Producing RESULTS: Turning Naysayers into Building the Pipeline: Marketing Alignment Transcending Organizational Barriers Alliance Champions from Demand Creation to the Close for to Effective Partnering | Vantage Partners Alliance Teams Sponsored Session

Track 1100: Innovating the Channel Roadrunner A, B, C Roadrunner A, B, C Session 1101 Session 1102 The VAR Debate: Nontraditional Changing the Channel: Succeeding as a Channel Manager in the Age of SaaS and SMAC Partnerships in IT

Track 1200: New Partners New Technologies for Gaining Value Salt River 7 & 8 Salt River 7 & 8 Salt River 7 & 8 Session 1201 Session 1202 Session 1203 Don’t Worry About the Government: On the Ground in China: How to Succeed Creating Value: The Three Rules of Success Applying Alliance Management to in Chinese Alliances and JVs Government Partnerships

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Celebrate the Expertise and Leadership of ASAP Alliance Excellence Award Finalists!

Wednesday, March 12, 4:40-5:40 p.m.

The 2014 ASAP Alliance Excellence Awards shine the spotlight on those exemplars of business collaboration—organizations that epitomize the expertise to collaborate and leadership to perform. An ASAP Alliance Excellence Award is the world’s most prestigious honor for business collaborators—the world’s premier award celebrating advancements in the management of strategic alliances.

2014 ASAP Alliance Excellence Awards Finalists

> Cisco > Janssen Biotech > Sanofi > Covance > KPMG LLP > SAS Institute > DNDi > Microsoft Canada > Schneider Electric > Eli Lilly and Company > NetApp I S T S F I NA L

This year’s finalists share their real-world experiences and demonstrate how effective alliance management delivers meaningful results—revenue grown, markets captured, customers delighted, solutions delivered, communities served, lives transformed. The ASAP Alliance Excellence Awards recognize the people and teams, relationships, and approaches that foster collaborative culture and nurture collaborative engagements, for years or even decades. And with the 2014 ASAP Chapter Excellence Awards, we recognize the efforts of those who build community and advance the profession of alliance management among practitioners on the local and regional level.

The Alliance Excellence Awards acknowledge major corporations, mid-sized enterprises, start-ups and public-private initiatives alike across a diverse array of industries. Some of this year’s finalists and winners have been honored before; others will for the first time join prestigious company that includes Schneider Electric, Oracle, Deloitte, SAS, Coherence, IBM, SAP, Cisco, HP, Xerox, Turkcell, Teradata, Novartis, Eli Lilly and Company, Roche, Ipsen, Inspiration Pharmaceuticals, P&G, Harley Davidson, Starbucks, and Federal Express, among others.

16 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Alliance Excellence Awards

ASAP Alliance Excellence Award Categories

Alliances for Corporate Social Responsibility—alliances that have made a profound, measurable, and positive social impact. The principal objective of the alliance should be social impact, not profit—although profit, especially if used to fund program expansion, is not discouraged.

Alliance Program Excellence—organizations that have instilled the capability to consistently implement and manage alliance portfolios and demonstrated consistent success of those alliances over time. Winners will have programs built on an integrated suite of processes, tools, professional development/alliance professional certification, and other elements.

Individual Alliance Excellence

Excellence in planning, implementation, and results of a single alliance. The alliance may be between two companies or multiple organizations. Up to two awards are given each year in the category of small-to-midsize company alliance, emerging alliance, and/or emerging alliance.

Innovative Alliance Best Practice

New individual alliance management tools or processes that have made an immediate and powerful impact on the organization and/or the discipline of alliance management. These tools or processes are not comprehensive alliance programs, but additions to existing portfolios that address specific elements of alliance management such as measurement, training, conflict resolution, general communication across the partner ecosystem, or similar facet of the discipline.

Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 17

Workshops – Monday, March 10, 2014 Additional Fee to Attend

CA-AM Exam Prep Workshop Introduction to Alliance Management Workshop: Tools 8:30 a.m. – 2:30 p.m. | Red Bird K | Session 101 and Techniques Speaker: Ann Trampas, CSAP | Practice Lead | Phoenix 1:00 p.m. – 5:00 p.m. | Quail E | Session 103 Consulting Group Speakers: David Thompson, CA-AM | Chief Alliance Officer, Advance your strategic alliance management expertise with experiential Alliance Management | Eli Lilly and Company learning. Enhance your alliances skills and advance your career with this Steve Twait, CSAP | Senior Director, Alliance Management and workshop designed to help alliance managers and other individuals M&A Integration | Eli Lilly and Company involved with managing collaborative partner relationships to prepare for For the first time, Eli Lilly and Company is offering an introductory ASAP’s CA-AM (Certification of Achievement - Alliance Management) exam. training course for new alliance managers. The course is a distillation of The CA-AM not only measures knowledge but also the ability to apply best Lilly’s century of business alliance experience led by 2 of the most skilled practices and principles to alliance management situations and enhances alliance managers in the field - David S. Thompson, Chief Alliance Officer, the ability to choose the best course of action. You will receive tools and Eli Lilly and Company, CA-AM and Steven E. Twait, Senior Director, references to help prepare for the exam and for use in your career. Alliance Management, Eli Lilly and Company, CSAP. The course will provide never-before published case studies, tools, and techniques used CSAP Exam Prep Workshop to train alliance managers at Lilly. 8:30 a.m. – 2:30 p.m. | Red Bird L | Session 102 Upon completion of this non-industry specific course, students will Speaker: Peter Simoons, CSAP | Business Coach & Trainer | have working knowledge of alliance management including the start- Simoons & Company up, maintenance, and winding down of alliances as well as an understanding of how to get the most value from an alliance. Students Advance your strategic alliance management expertise with experiential who attend the course will have the opportunity to participate in a pre- learning. This workshop is designed to help experienced alliance session discussion and survey and will receive a set of battle-tested professionals prepare for the Certified Strategic Alliance Professional alliance management tools and a post-session follow-up with the examination. The CSAP exam measures the ability to apply best practices instructors. and principles throughout the entire alliance life cycle from inception to ASAP would like to thank Eli Lilly and Company for donating all materials, transformation. You will receive tools and references useful for exam IP and instructors for this workshop. prep and for on the job application.

Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 19 Monday Session Descriptions – Track 100

Monday, March 10 The Marshmallow Challenge: A Competition about Collaboration Monday Innovations – Track 100 3:15 p.m. – 4:00 p.m. | Salt River 2 & 3 | Session 106 Speakers: The Rhythm of Business & ASAP Media

Speed Networking Like alliances themselves, this first annual Marshmallow Challenge is conceptually simple, but actually quite difficult. Join the fun and 1:00 p.m. – 1:45 p.m. | Salt River 2 & 3 | Session 104 participate in this team event that reveals the true nature of The networking at the ASAP Global Alliance Summit brings people back collaboration. Bring a team of four or come alone and learn how to year after year. Plan to arrive in time for the first session of the conference quickly collaborate with strangers. There will be music, prizes, fun-and and see how many people you can meet—and seed all those follow-on you’ll learn an alliance management technique you can use at kickoff conversations that will occur throughout the week. Bring plenty of meetings and for team building. Because every alliance has its business cards! marshmallow.…

In Partners We Trust: Five Keys to Success in the Unconference Session: Open Discussion Tables Channel Today 4:10 p.m. – 4:55 p.m. | Salt River 2 & 3 | Session 107 1:55 p.m. – 2:40 p.m. | Salt River 2 & 3 | Session 108 Monday represents a prime opportunity to get to know other Summit Speaker: Jennifer Vessels | CEO | Next Step participants by engaging in discussions about the alliance and partner management issues that interest you the most. What you talk about and As with alliances, the main route to success in the channel is a trust- with whom is up to you at Monday’s Unconference session. Start a based relationship that benefits both parties. But trust is not enough, roundtable looking for input on a burning question…or join someone and other critical elements are required. In this session, participants will else’s roundtable and discover the value of the ASAP community’s learn the five keys for success in the channel today. The program will collective wisdom. include real-world best practices from Cisco, Adobe, eVault, and other Fortune 500 companies that obtain over 70 percent of their revenue through the channel. Alliance managers will gain new ideas on how they can collaborate with their channel colleagues to enhance their company’s channel program; similarly, channel managers will leave with techniques they can use immediately to improve the effectiveness of their channel program.

20 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Tuesday Session Descriptions – Track 200

Tuesday, March 11 The Next Generation: How Millennials Are Changing Business Opening Plenary Sessions – Track 10:30 a.m. – 11:15 a.m. | Salt River 4 & 5 | Session 203 200 Speakers: Harm-Jan Borgeld, CA-AM | Head Alliance Management | Merck Serono - Merck KGaA The Expertise to Collaborate, the Jeff Cummings, CSAP, PhD | Associate Professor | Loyola Leadership to Perform University Scott Davidson | General Manager - Developer and Platform Evangelism | Microsoft Leading the Charge: How Partnering Prepared Me to Kerri Lampard, CSAP | Director, Global Technology and Become a Corporate Division President Software Partners | Cisco Services 8:30 a.m. – 9:15 a.m. | Salt River 4 & 5 | Session 201 They’ve grown up online and through social media, and with | President | Siemens, e-Meter Speaker: Lisa Caswell smartphones, tablets, and other devices practically in their playpens. Lisa Caswell’s background in alliance development and sales has given Collaboration is part of their natural makeup. The millennial generation, her a chance to see all aspects of business. She’s now parlaying that born roughly between 1982 and 2000, is now making its mark on the background into her role as President of Siemens e-Meter business and business world. Our panel of alliance leaders will consider the impact this driving towards complete integration with Siemens Smart Grid Division. generation may have on business, partnering activities, and how we Lisa will share why her ability to create partnering-led businesses and to manage collaborations and chart careers as alliance professionals. collaborate internally and externally has opened doors for her—and can open doors for alliance managers with the expertise to collaborate and exhibit the leadership to perform. Alliances Seen from the Executive Suite: An Audience Q&A with the CAOs 11:15 a.m. – 12:00 p.m. | Salt River 4 & 5 | Session 204 Mastering the Message: The Art of Expert Speaker: Mike Leonetti, CSAP | President & CEO| ASAP Communication Erna Arnesen, CSAP | VP, Global Channel & Partner Marketing | 9:15 a.m. – 10:00 a.m. | Salt River 4 & 5 | Session 202 Plantronics Speaker: Bart Queen | CEO, Founder, Ultimate Strategic Guest Appearances from the CAOs of Leading ASAP Member Speaking System | Speak America Companies Every alliance professional needs to be an expert communicator. Learn What are CEOs’ current expectations of their alliance and partnering core guiding principles for mastering this essential skill from Bart Queen, professionals? How should we be defining alliance leadership? What are a highly sought after speaker, communication expert and trainer who the stumbling blocks to building truly collaborative organizations that has worked with ASAP members to help them articulate their message we must overcome, and how are these challenges being faced in more clearly and with greater impact, results and influence. Improve alliance-savvy companies? This audience Q&A provides an opportunity your ability to collaborate and grow your leadership through clear, for Summit attendees to ask these and other questions of a concise, powerful messaging. representative cross-industry panel of chief alliance officers.

Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 21 Tuesday Session Descriptions – Track 300

Tuesday, March 11 Finding and Removing Your Alliance’s Hidden Misalignment-Without Needing to Talk! Growing Alliance Leadership – Track 3:25 p.m. – 4:10 p.m. | Salt River 4 & 5 | Session 303 300 Speaker: Michael Taylor | CEO | SchellingPoint Alliance managers understand the need to “be aligned,”and use various techniques to get there. But so far we’ve only been able to sense Inflection Points: Optimizing Your Alliance Amid Life alignment, not measure it. The fact that there are four types of Cycle Challenges alignment-two known, and two unknown-is just one reason alignment is 1:15 p.m. – 2:00 p.m. | Salt River 4 & 5 | Session 301 difficult to control and manage. The new management science of Speakers: Janice Babia-Ramos, CSAP | Director, Alliance alignment optimization is now being taught at leading business schools Management | Janssen Biotech Inc. and used by the Fortune 50, new ventures, governments, associations, alliances, and coalitions, can be used to measure, maximize, and Ron McRae, CSAP | Director, Alliance Management | Janssen maintain strong alignment. In this session, you will learn the Pharmaceutical Companies of Johnson & Johnson characteristics of alignment, and how alignment is now being measured- How can you effectively optimize your alliance despite mergers, without interaction or dialogue-allowing alliance managers to rapidly arbitrations, and the loss and/or addition of new products to the pinpoint the necessary conversations. portfolio? This presentation addresses some of the serious challenges and inflection points that may occur during the life cycle of an alliance, providing real examples as well as useful tools. Unconference Session: Leadership Roundtables 4:20 p.m. – 5:05 p.m. | Salt River 4 & 5 | Session 304

Maximum Impact: Alliance Storytelling for the C-Suite Alliance and partner professionals must exhibit leadership in all its many forms. Tuesday’s Unconference session provides an opportunity and Others to discuss the leadership-related topic of your choice. Start a 2:10 p.m. – 2:55 p.m. | Salt River 4 & 5 | Session 302 roundtable looking for input on a burning question…or join someone Speakers: Helen Morin, CSAP | SAS Global Alliances Director | else’s roundtable and tap into the value of the ASAP community’s SAS Institute collective wisdom. Donna Peek, CSAP | Global Alliance Director | SAS Institute

Convincing C-suite executives and internal and external stakeholders of the value of alliances and alliance management is an ongoing challenge. In this session, two seasoned alliance professionals will tackle this problem head-on and show how to incorporate storytelling techniques to craft presentations and narratives that are compelling, captivating, memorable and deliver maximum impact.

22 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Tuesday Session Descriptions – Track 400

Tuesday, March 11 Yours, Mine, and Ours: Driving Growth Through Cobranded Alliances Enabling Growth Through Smart 3:25 p.m. – 4:10 p.m. | Salt River 7 & 8 | Session 403 Partnering Strategies – Track 400 Speakers: Christophe Melle | Head of Strategic Partnerships and Alliances | Philips Lighting Wanda Stevens | Director Group Strategy and Alliances | Philips Right Partners, Right Strategy: Taking a Strategic International Approach to the Partner Portfolio What should be the role of brands in alliances? How do you develop a 1:15 p.m. – 2:00 p.m. | Salt River 7 & 8 | Session 401 cobranding strategy that manages differences in company culture-all Speakers: Lorin Coles, CSAP | CEO | Alliancesphere while you are talking to the same consumer? These and other questions Scott Musson | Vice President | Global Strategic Alliances | Red will be answered in this presentation. Hat Jeffrey Shuman, CSAP, PhD | Principal | The Rhythm of Business Doing a 180: Partner Today, Channel Partner Tomorrow! As the ways in which customers access and use technologies are 4:20 p.m. – 5:05 p.m. | Salt River 7 & 8 | Session 404 changing, technology providers are finding that partnering is Speakers: Leona Helverson, CSAP | Channel Engagement & increasingly important-and more complex, as routes to market multiply Enablement Global Sales Operations | Verizon Enterprise Solutions and partners change their business models. This session will show how Karen Robinson, CSAP | Strategic Alliance Director | Verizon Red Hat is examining and evolving its partnering strategy and optimizing its portfolio to ensure that it is engaged in the right activities As more companies realize the value of expanding sales distribution and with the right partners, aligned with the company’s strategic initiatives the promise of increased revenue via partnership, alliance managers and business unit priorities, while also ensuring that its alliance who previously focused on strategic codevelopment and on “being the professionals are focusing their efforts. channel” for their partners are finding they need to embrace new concepts and skill sets. This session will provide defined best practices for companies considering a solution distribution strategy shift from Strategic Alliances: Innovator’s Dilemma or High-Tech direct sales to enabling successful indirect, partner-focused Nightmare? distribution/sales programs. 2:10 p.m. – 2:55 p.m. | Salt River 7 & 8 | Session 402 Manoj Bhatia, CA-AM | Senior Business Development Manager | Cisco

In IT, where innovators seek short-term, low-cost experimentation on the most popular technology platforms, alliance stakeholders often understand the value of partnering but find alliance management bureaucratic and slow in today’s world. Can the alliance management function thrive in high tech, or has it evolved into an ecosystem play? Are alliance managers stifling innovation with excessive governance and complicated rules of engagement? This presentation will answer those questions using ideas from giants like Cisco, HP, IBM, Apple, Google, and others.

Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 23 Tuesday Session Descriptions – Track 500

Tuesday, March 11 Toward a New Normal: Creating the Organizational Foundation for Alliance Success Developing the Organizational 3:25 p.m. – 4:10 p.m. | Salt River 2 & 3 | Session 503 Capability for Successful Alliances – Speakers: Karen Denton, CA-AM | Director, Alliance Track 500 Management | Bayer HealthCare Stuart Kliman, CA-AM | Partner | Vantage Partners

Alliances, even in a portfolio, tend to be considered and treated Wind in Your Sales: Building Long-Term, Cross- as distinct entities with unique and individual needs, and the Functional Alliance Organizations partnering capabilities of organizations often reflect a 1:15 p.m. – 2:00 p.m. | Salt River 2 & 3| Session 501 somewhat scattershot, alliance-by-alliance approach. But an Speakers: Mitch Lewis | Vice President, Strategic Alliances | organization’s partnering capability is more than just the sum of Juniper Networks its alliance managers or even the alliance management function- it should meet the collective needs of all of its alliances. This In the challenge of aligning two companies’ organizations to face presentation will outline how Bayer HealthCare assessed and common competitors, success comes down to how the field sales force diagnosed its organizational partnering capabilities with a sells together and how long-term solutions are built based on each of vision of improving them to achieve true excellence in alliance the alliance’s innovations. Giving examples of good governance and execution, and to embed an understanding of alliances in the constant internal selling, this presentation will show how to build and way the company does business every day. develop a cross-functional alliance organization, with executive buy-in from both companies, a deep and wide governance model, and hard metrics to measure success. Getting Up to Speed Together: Sales Team Collaboration and Alliance Enablement The Right Person for the Job: Hiring Your Alliance 4:20 p.m. – 5:05 p.m. | Salt River 2 & 3 | Session 504 Workforce Speakers: Gerald Dehkes, CSAP | Director, Alliance 2:10 p.m. – 2:55 p.m. | Salt River 2 & 3 | Session 502 Management | KPMG LLP Speakers: Nancy Breiman, CSAP | Manager Industry Solutions David Erlenborn, CSAP | Director, Alliance Portfolio | KPMG LLP and Business Development | IBM Global Solutions and Alliances Getting sales teams to collaborate consistently and productively at the Allistair Pim, CSAP | Vice President, Global Strategic Alliances | account level is the toughest challenge in go-to-market alliances- Schneider Electric especially when one firm’s account teams have no background in client-level collaboration and when the cultures and practices of the Sheri Smith | CEO | Intrinsic Genius partners don’t naturally mesh. This session will present a case study on How do you identify the right human skills for the complexity of an how one large and new-to-alliances firm tackled the challenge of sales alliance manager job-or any job, for that matter? The panel will discuss a team enablement. real use case-the candidate identification, selection, and hiring process for our new ASAP CEO-showing the unique process, tools, and expertise used to match the right candidate to the job requirements.

24 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA

Wednesday Session Descriptions – Track 600

Wednesday, March 12 Think Globally, Partner Locally: Applying Alliance Management to Local Commercial Partnerships Frontiers in BioPharma Alliance 10:35 a.m. – 11:20 a.m. | Salt River 2 & 3 | Session 603 Management – Track 600 Speaker: Anny Bedard | Biopharmaceutical Executive Alliances with local commercial partners are often considered merely transactional distributor relationships-but maximizing the value that a The Developing Biopharma Alliance Agenda: An network of local go-to-market partners creates requires working with Executive Panel Discussion them as true partners. In this session you’ll learn how your local 8:25 a.m. – 9:10 a.m. | Salt River 2 & 3 | Session 601 partners-and thus your company-can benefit from alliance Speakers: Andy Eibling, CSAP | Vice President, Alliance governance, streamlined communication, knowledge sharing among Management | Covance partners in different markets representing the same product, and the presence of an ally to help solve problems with internal functions. The Anthony Hörning, CSAP | Global BD&L, Head Global Alliance presenter will discuss the nuances of this type of partnering and share Management, General Medicines | Novartis learnings from her recent experiences leading the development and Thierry Saugier | Vice President, Alliances & Partnerships | growth of the Asia Pacific region for an international Sanofi biopharmaceutical company, highlighting why alliance management is At the 2013 ASAP Biopharma Conference, our keynote speaker, Ken Getz, critical for maximizing revenue from local commercial partners and chairman of the Center for Information & Study on Clinical Research how to introduce it into ongoing relationships. Participation (CISCRP) and associate professor at the Tufts University School of Medicine, described how changing market economics, empowered patients, and new technologies are driving fundamental Early Days: Insights from the Bayer-Evotec Alliance shifts in drug development. This year’s panel of biopharma alliance 11:30 a.m. – 12:15 p.m. | Salt River 2 & 3 | Session 604 executives will lead an interactive discussion of the implications of these Speakers: Steve Courtney, PhD | Senior Vice President, Drug shifts for alliances and alliance managers. Discovery | Evotec (UK) Ltd Christoph Huwe, PhD | Alliance Manager, Global Drug Discovery | Bayer HealthCare A Target-Rich Environment: Key Alignment Lessons from a Multitarget Discovery Alliance The recently formed Bayer-Evotec alliance around endometriosis 9:20 a.m. – 10:05 a.m. | Salt River 2 & 3 | Session 602 brings together a Big Pharma company and a biotech partner facing significant scientific hurdles as they identify new targets and develop Speakers: Diana Brassard, CA-AM | Alliance Manager - potential clinical candidates. This session will present the rationale, Oncology | Sanofi Oncology collaboration structure, first lessons learned, and initial results of this Michael Lebel, CA-AM | Director, Program and Alliance brand-new alliance. Management | Celgene Avilomics Research

Research and discovery alliances with multiple targets can be complex to manage given their timelines, milestones-and senior management expectations. This presentation will provide an overview of lessons learned from a multitarget discovery alliance, demonstrating the importance of aligning two organizations around key success measures (goals) and clearly defined outcomes.

26 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Wednesday Session Descriptions – Track 700

Wednesday, March 12 When Minutes Turn to Hours: The Unsexy but Vital Function of Taking Alliance Minutes Partnering Tools and Techniques – 11:30 a.m. – 12:15 p.m. | Salt River 7 & 8 | Session 704 Track 700 Speakers: David Thompson, CA-AM | Chief Alliance Officer | Eli Lilly and Company Steve Twait, CSAP | Senior Director, Alliance Management and Better Than Best Practice: Critical Success Factors for M&A Integration | Eli Lilly and Company Alliance Relationships Most alliance managers, asked to list the activities that make up the 8:25 a.m. – 9:10 a.m. | Salt River 7 & 8 | Session 701 drudgery of their job, would put taking minutes near the top of that list. Alliance relationships can be optimized to provide maximum value to all Officially documenting the decisions, discussions, and action items of an partners by identifying a list of common success factors, then alliance, while far from “sexy,” is one of the most important functions an benchmarking that list against an alliance best practice database. This alliance manager performs. Built on the bedrock of the contract, the pragmatic presentation will share how more than 300 companies have minutes are the essential framework on which to build and grow an done this over the last 10 years with multiple case studies in both the alliance. What is said in the minutes, how it is said, and what documents high tech and pharmaceutical sectors. are captured as supporting materials are all critical matters and generally should not be left to someone unskilled in managing the three types of alliance risk (business risk, human risk, and legal uncertainties). This Designing Alliances: The Control-Trust Dilemma session will demonstrate the importance of taking minutes and the role 9:20 a.m. – 10:05 a.m. | Salt River 7 & 8 | Session 702 this activity plays in the successful operation of an alliance. Speaker: Ard-Pieter de Man, CSAP | Dean at Sioo, Professor of Strategy and Organization | VU University of Amsterdam

What type of governance structure does a given alliance need? Should it be based on control or trust? How do we foresee and manage changes in the structure? Using case studies to illustrate, this presentation gives an overview of the different forms of alliances and their governance structures, providing a practical framework for alliance design.

Scorecards: Does Your Alliance Pass the Strategic Test? 10:35 a.m. – 11:20 a.m. | Salt River 7 & 8 | Session 703 Speaker: R. Lynn Richard, CA-AM | Vice President, Global Alliances | Unisys Corporation

Metrics, while not always a popular topic with alliance professionals, is always important to senior management. Key metrics are indicators of whether an alliance strategy is working and what elements of the strategy are working better than others. This presentation will link alliance strategies to execution and give tips on building scorecards and dashboards, using real case studies. The mantra? “An average strategy well executed is better than a brilliant strategy never executed.”

Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 27 Wednesday Session Descriptions – Track 800

Wednesday, March 12 Unconference Session: Emerging Trends Roundtables 10:35 a.m. – 11:20 a.m. | Salt River 4 & 5 | Session 803 Emerging Trends, Growing New partners, new business models, and an increasing need for Complexities – Track 800 collaborative skills throughout the enterprise mean that the opportunities for alliance and partnering professionals are exploding. Wednesday’s Unconference session provides an opportunity to Smart Cities, Smarter Partnering: What Alliance discuss the emerging trends-related topic of your choice. Start a Professionals Can Bring to Smart Cities Initiatives roundtable looking for input on a burning question…or join someone else’s roundtable and tap into the value of the ASAP community’s 8:25 a.m. – 9:10 a.m. | Salt River 4 & 5 | Session 801 collective wisdom. Speakers: Annick De Swaef, CA-AM | Managing Partner | Consensa Consulting Anne Fitzpatrick, CA-AM | Business Development | IBM Disruptive Technology + New Business Models = Allistair Pim, CSAP | Vice President, Global Strategic Alliances | Partnering at the Core Schneider Electric 11:30 a.m. – 12:15 p.m. | Salt River 4 & 5 | Session 804

The buzz about how to make cities “smart” has reached a crescendo-but Speakers: Lorin Coles, CSAP | CEO | Alliancesphere not because of technological limitations. On the contrary, new questions Ron Long | Global Partner Manager Global System Integrators | about Smart Cities include how to design and deliver innovative public- NetApp private funding mechanisms, and how to structure and streamline these Scott Van Valkenburg, CSAP | Sr. Director Global Alliances and complex multipartner collaborative business models more efficiently Channels | SAS and effectively, with so many stakeholders involved. This presentation will focus on how alliance professionals perceive Smart Cities initiatives In the world of high tech, alliances and partnering are now at the core of today; what unique value we can bring to these initiatives worldwide, corporate strategy and part of every aspect of business. No longer is which alliance best practices could work in the Smart City context, and alliance management just about having a “seat at the table”-alliance what lessons we’ve learned so far. leaders are stepping up in bigger ways, playing an even more important role, and driving the change required to support business transformation. This panel will explore how different leaders and All Eyes on the Same Goal: Making Sense of companies are approaching the changes in the IT marketplace and Multisector, Multiparty Alliances leveraging alliances and partnerships to adapt to the changing landscape and achieve their business objectives. 9:20 a.m. – 10:05 a.m. | Salt River 4 & 5 | Session 802 Speakers: Mark Mattox | Director, Global Partner Solutions | Verizon Enterprise Solutions Nancy Miller, CSAP | Program Manager, Strategic Alliances | Stratis Health Bettina Raymond, CA-AM | Strategic Alliance Manager | Verizon

How is managing a multiple-partnership alliance different from a two- partner alliance? Are there standard best practices that can be applied to both, or are multiparty alliances so exponentially more complex that they require unique management solutions? This session will address some unique challenges of working toward common goals in multipartner, cross-sector alliances, especially those that require collaboration among multiple layers of nonprofit and government entities, different cultures, and “alliances within an alliance.”

28 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Wednesday Session Descriptions – Track 900

Wednesday, March 12 Transcending Organizational Barriers to Effective Partnering | Vantage Partners Sponsored Session Partnering Tools and Techniques 3:45 p.m. – 4:30 p.m. | Salt River 1 | Session 105 (Part 2) – Track 900 Speaker: Stuart Kliman, CA-AM | Partner | Vantage Partners This vendor-sponsored session will examine the tangible costs of ineffective alliance management and provide some key hypotheses about Producing RESULTS: Turning Naysayers into Alliance the root causes of ongoing alliance challenges that plague even the most Champions experienced companies. Using data gathered for Vantage Partners’ 2014 1:35 p.m. – 2:20 p.m. | Salt River 2 & 3 | Session 901 alliance study, Alliance Management Today: Current Challenges and Root Speaker: Nick Arena | Expansion Manager | RESULTS Causes, the presenter will show how companies progress in their quest for alliance capabilities and provide analysis of facts and figures pointing to When an alliance has a well-placed champion in the senior executive the most recent alliance management trends-including alliance success ranks, decisions get made faster, resources become available, and rates and organizations’ reliance on partnering. problems get solved. On the flip side, a naysayer at almost any level can spell doom for an alliance. This session teaches a proven method for building champions that has been taught to thousands of citizen advocates and has leveraged billions of dollars in the fight against extreme poverty—often from unlikely sources and even out-and-out opponents. This focused application of the hardest of soft skills— influencing without authority—will help you advocate for your alliance and deliver RESULTS.

Building the Pipeline: Marketing Alignment from Demand Creation to the Close for Alliance Teams 2:30 p.m. – 3:15 p.m. | Salt River 2 & 3 | Session 902 Speakers: Nancy Breiman, CSAP | Manager Industry Solutions and Business Development | IBM Global Solutions and Alliances Sue Hed, CSAP | Strategic Alliance Executive

Demand creation and pipeline generation represent yet another challenge faced by sales-oriented alliance managers, along with competing offers by the partner and the cutting of alliance management budgets. With this as backdrop, building an alliance marketing plan still requires understanding each company’s limitations, expectations, and measurements for success. The end result should be alignment on the marketing investment, from demand creation, to lead follow-up, to closing sales. This session will discuss some of the vital skills and techniques needed to maximize resources in order to generate demand and close sales.

Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 29 Wednesday Session Descriptions – Track 1100

Wednesday, March 12 Changing the Channel: Succeeding as a Channel Manager in the Age of SaaS and SMAC Innovating the Channel – Track 1100 2:30 p.m. – 4:30 p.m. | Roadrunner A, B, C | Session 1102 Speakers: Dede Haas, CA-AM | Channel Sales Strategist | DLH Services, LLC The VAR Debate: Nontraditional Partnerships in IT Norma Watenpaugh, CSAP | Founding Principal | Phoenix 1:35 p.m. – 2:20 p.m. | Roadrunner A, B, C | Session 1101 Consulting Group Speakers: Frank Curran | Director of Business Development The IT channel is rapidly changing, and true collaboration between and Alliances | SUSE (moderator) technology providers and their partners has never been more important. Greg Fox, CSAP | Director, Citrix Ready Partner Program | Citrix This interactive mini-workshop will explore how to succeed as a channel Gavin Miller | VP & GM, Sales and Marketing Solutions | Avnet manager in today’s world, where traditional hardware and software Technology Solutions channels are at a crossroads and SaaS (software as a service) and SMAC (social, mobile, analytics, and cloud) present new challenges and This panel discussion will look at nontraditional alliance partnerships opportunities for profitable and sustainable channel relationships. that address the evolving ways customers use and deploy technology. Participants will learn how to establish relationships that ensure partners Two approaches will be discussed: one from Citrix, a volume, will support and advocate the joint value proposition to customers; how multitiered developer and ISV partner program; and a second from to help partners build their business and navigate technology changes Avnet, a global distributor. through effective channel, training, and marketing programs; and how to create incentive programs to gain partner mindshare, supporting change and increasing revenue.

30 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Wednesday Session Descriptions – Track 1200

Wednesday, March 12 Creating Value: The Three Rules of Success 3:45 p.m. – 4:30 p.m. | Salt River 7 & 8 | Session 1203 New Partners New Technologies for Speaker: Ben Gomes-Casseres | Professor of International Gaining Value – Track 1200 Business, Brandeis University; Author, “Mastering Alliance Strategy”

When thinking about alliances, senior executives tend to have one Don’t Worry About the Government: Applying Alliance question uppermost in their minds: What value will they create for our Management to Government Partnerships business? Our presenter will lay out a new approach to answering this 1:35 p.m. – 2:20 p.m. | Salt River 7 & 8 | Session 1201 key strategic question, based on thirty years of research and practice Speaker: Pamela Duchars, CA-AM | Senior Manager, Alliance that have gone into a new book due out later this year. This presentation Management and Business Development | Emergent will provide new perspectives and tools that will be critical for your BioSolutions alliance success, including three important rules your company must master in order to succeed. A good partnership with the government follows all the fundamentals of alliance management in the private sector-but there are differences too. This session will present both the differences and similarities of working with the government, and will show how to use alliance management principles to build a successful relationship with a government partner.

What does it really take to develop successful in-market collaborations within Greater China? One key is to be there, on the ground, experiencing Chinese culture and becoming fluent in local business practices. The presenters will share important lessons learned from their time living and working in China for former employers to guide conference participants in navigating the journey to the East.

Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 31 A Warm and Heartfelt Thank You!

For your dedication and commitment to ASAP and our profession, for the countless hours, and indelible mark you both have left on our organization.

Russ Buchanan, CSAP Chairman of the Board, ASAP | 2010 - 2014 Vice President, Worldwide Alliances Xerox

Jack Pearson, CSAP Vice Chairman, ASAP | 2010 – 2014 Interim President & CEO | May 2014 – October 2014 Managing Director & Chief Alliance Officer Alliance Development International, LLC

32 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA

Alliance Management Resource Center

The following organizations are companies and service providers who tailor their services to support the alliance management community. We’d like to encourage you to take time to find out more about them during the conference. The Alliance Management Resource Center is within the Great Hall Foyer along with the Registration Area.

Alliancesphere empowers collaborative execution to drive innovation, transformation, and growth. Our collaborative business services create mutual stakeholder value while maximizing the potential of strategic relationships.

Founded in 1998, the Association of Strategic Alliance Professionals (ASAP) is a professional association dedicated to the elevating and promoting the profession and discipline of alliance management. ASAP is the only organization dedicated to providing knowledge and resources, education and professional development, and a community for networking to alliance professionals at every stage of business collaboration.

The ASAP Alliance Management Certification Program offers individuals the opportunity to demonstrate a mastery of alliance management skills and the ability to manage collaborative business relationships. There are two levels of certification the Certification of Achievement-Alliance Management (CA-AM) and Certified Strategic Alliance Professional (CSAP).

34 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Alliance Management Resource Center

ASAP Media publishes the Strategic Alliance Magazine, the world’s only publication dedicated to pressing issues facing alliance management professionals today.

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Joost Allard, CA-AM Janice Babia-Ramos, CSAP Founder & CEO | Allinnova LLC Director, Alliance Management | Janssen Session 1202 Biotech Inc. On the Ground in China: How to Succeed in Session 301 Chinese Alliances and JVs Inflection Points: Optimizing Your Alliance Amid Life Cycle Challenges Mr. Allard is the Founder of Allinnova LLC, a consultancy providing alliance and innovation coaching to alliance Janice Babia-Ramos is the Group Product Director, Commercial Alliance organizations, emerging technology companies and corporate investment Management, Oncology at Janssen Pharmaceuticals. She has over twenty teams. He is executive advisor to CARP Language Technologies B.V., a years of pharmaceutical marketing, health care/biotech consulting Dutch emerging IT company. His earlier assignments involved account and experience and has managed alliance partnerships for several, multi- project management roles in financial services, regulatory and medical billion dollar, global brands for Janssen. During her tenure on these device companies. A native of the Netherlands, Mr. Allard has lived and brands, she led numerous, multi-partner alliances and developed worked internationally since 1987 and resides currently in the USA. He is initiatives spanning the scope of product life cycle: launch, cross market CA-AM certified and an active volunteer in the ASAP organization as a commercialization, transition to established products, termination member of the ASAP Membership Committee and Chair of the Partnering planning. She began her career at Janssen over twelve years ago in the Programs Task Force. health economics group, then transitioned into several leadership roles in marketing. Prior to her alliance role, she led Global Market Nick Arena Development activities for immunology products in Gastroenterology and Dermatology. As a champion for alliance awareness and education Expansion Manager | RESULTS and she has developed Janssen alliance training workshops partnering Session 901 with global Janssen alliance leadership and ASAP. Janice attained her Producing RESULTS: Turning Naysayers into CSAP in 2013. Janice achieved her Bachelors of Science in Nursing from Alliance Champions Rutgers University and Masters in Nursing and Business Administration from Barry University, Florida. She is married with two young children Since 1986, Nick Arena has been a involved in and lives in New Hope, Pennsylvania. ending poverty in the world with RESULTS (www.results.org). He has been a Group Leader and Regional Coordinator of volunteers across the US with a focus in Indiana, Ohio and Maryland. He has served in several grassroots Anny Bedard management roles, including National Manager and Global Grassroots Biopharmaceutical Executive Manager. He was RESULTS’ Chief Operating Officer from 2008-2010, and Session 603 most recently has served as a Senior Advisor to the Executive Director and the Board of Directors. He is currently the Expansion Manager (part-time) Think Globally, Partner Locally: Applying for RESULTS in the US. In addition to his career at RESULTS, he has worked Alliance Management to Local Commercial in Commercial Banking for over 20 years. He worked for several large Partnerships companies including JP Morgan Chase and Citibank. Currently, he is Vice Anny Bedard is a dynamic global executive who leads organizations to President/Relationship Manager in Commercial Banking for a community achieve extraordinary expansion and growth. She has a keen ability to bank in Washington, DC. operate with strategic agility and to effectively meld company, geographic and cultural perspectives to build and realize new business opportunities. Erna Arnesen, CSAP Her ability to understand collaboration and apply it to strategic VP, Global Channel & Partner Marketing | partnerships has been key to her success in geographic business Plantronics expansion and in capturing market share. Most recently, as Vice President and General Manager of Asia Pacific for Shire (global biopharmaceutical) Session 204 Anny championed the expansion of the company’s Rare Disease franchise Alliances Seen from the Executive Suite: An in this region and built a $100 million business from a zero-base revenue Audience Q&A with the CAOs and reshaped the company’s growth strategy. By creating and managing high performing teams and establishing strategic alliances, she was able to significantly impact revenue growth and generate important market knowledge for the organization. She is also credited with the leadership in building Shire’s Rare Disease business in Latin America, mainly in Brazil and Mexico. Prior to Shire, she led the US marketing efforts for Serono’s Reproductive Health franchise where she successfully launched three products. In addition to her strong general management and business expansion experience, throughout her career, Anny held several roles including alliance management, country management, global marketing, training and sales. Her 22 years of experience within the biopharmaceutical industry expertise stretches geographically from Canada, France, USA, Latin America to Asia. Anny holds a Masters in Molecular and Cellular Biology from Laval University in Quebec, Canada.

36 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Conference Speakers

Manoj Bhatia, CA-AM Nancy Breiman, CSAP Senior Business Development Manager | Cisco Manager Industry Solutions and Business Session 402 Development | IBM Global Solutions and Alliances Strategic Alliances: Innovator’s Dilemma or Session 502 High-Tech Nightmare? The Right Person for the Job: Hiring Your Alliance Workforce Manoj Bhatia is a Sr. Product Marketing Manager in Collaboration Technology Group (CITG) at Cisco, RTP, NC, USA. He is Session 902 responsible for Go-To-Market planning and Alliance management in North Building the Pipeline: Marketing Alignment from Demand America for Commercial sales. Prior to Cisco, he was at GE Energy -Strategic Marketing and Alliances team where he drove effective alliances in Energy Creation to the Close for Alliance Teams & Utilities Vertical with Telecom Infrastructure firms. Manoj is an MBA from As a Certified Strategic Alliance Professional (CSAP), Nancy Breiman leads a University of North Carolina, Chapel Hill, NC and BS (EE) in Electrical team of Global Alliance Executives responsible for developing and driving Engineering and is active in ASAP - RTP chapter. He is CA-AM specialized adoption of innovation solutions in collaboration with cisco. Her team is and has 20+ years of Business Development and Product Marketing responsible for the joint industry strategy including offering development; experience working for hi-tech IT sector firms like Cisco, GE Energy, Nortel go to market strategy, sales enablement and sales execution in Networks, Tata Engineering in USA and India. He has worked with partners, collaboration with cisco. her previous team was responsible for driving channels and large enterprises in crafting alliance strategies and new alliance joint solutions with ibm innovation partners; schneider electric, business models to drive business growth. ricoh, hok and gehry technologies. prior to this role, she lead an alliance team responsible for evaluating and on boarding new cloud based Harm-Jan Borgeld, CA-AM alliances and providing support to the ibm global alliance solutions alliance portfolio as the Cloud Center of Excellence. In her 7 years as an Head Alliance Management | Merck Serono - alliance professional she was also personally responsible for IBM’s alliance Merck KGaA relationship with both business objects and salesforce.com. Before joining Session 203 Global Alliance Solutions, Mrs. Breiman held positions as the Global Client The Next Generation: How Millennials Are Director responsible for the IBM relationship with DHL; Vice President, WW Changing Business Cross Brand Competitive Sales; Vice President, Americas Competitive Sales, Server and Technology Group; Vice President, WW Linux Cluster and High Harm-Jan is currently heading the Alliance Management Department of End Intel Sales and Manager of the IBM Corporate Competitive Intelligence Merck Serono, the Department manages all the global, commercial, Team responsible for the launch of IBM’s eServer portfolio. Mrs. Breiman development and research alliances. For global brands also some of the joined IBM in July 1984 as a professional hire in sales. Since joining she has regional alliances are managed by the department. Before that, he was held numerous sales, marketing and management positions across IBM. leading a project focusing on developing a novel immunotherapy to treat Nancy Breiman holds a Bachelor of Science degree in Industrial Arts from cancer. He started his work in 2005 at Merck Serono in the Licensing and the State University College at Buffalo, New York and is a CSAP Certified Business Development Department. Harm-Jan was previously leading the member of the Association of Strategic Alliance Professionals and a business development activities of the Japanese firm, Kyorin member of the Society of Competitive Intelligence Professionals. Pharmaceuticals, in Europe. He received his MBA from the Rotterdam School of Management, the Netherlands / Haas Business School in, US, in 2003, and completed his PhD studies at the Faculty of Medicine of the Lisa Caswell University of Nagoya, Japan in 1999. In 1994 he served as lieutenant in the President | Siemens, e-Meter Dutch army. He graduated from the Wageningen University, the Session 201 Netherlands in 1993. Leading the Charge: How Partnering Prepared Me to Become a Corporate Division President Diana Brassard, CA-AM Alliance Manager - Oncology | Sanofi Oncology With her distinguished background in alliance development and sales, often creating from scratch or helping firms move Session 602 to a partner-driven business, Lisa Caswell is responsible for driving the A Target-Rich Environment: Key Alignment eMeter business and working toward complete integration into the Lessons from a Multitarget Discovery Alliance Siemens Smart Grid division. Prior to eMeter Ms Caswell served as the VP of Global Alliance Sales at Chordiant Software. She has a history of working Diana Brassard is currently responsible for increasing with firms that have fundamentally changed an industry or business alliance effectiveness and guarding against risks to the long term value of practice area including: Aravo, Ariba, CBT Systems, Visioneer, Apple Sanofi Oncology research and development alliances. This includes ensuring Computer, and IBM. Lisa’s strong knowledge of both enterprise software that there is internal alignment and readiness regarding contractual and consumer facing solutions gives way to a perfect fit for eMeter, which milestones and metrics. Prior to this role, Diana spent 4 years as a Project not only serves the Utility marketplace but also provides software for the Director responsible for project development strategy of multiple Oncology utilities to better interact with consumers. and Internal Medicine projects. She led global cross-functional R&D project teams in the execution of drug or device development activities, generated a development strategy and facilitated resolution of cross-functional disagreements.

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Lorin Coles, CSAP Jeff Cummings, CSAP, PhD CEO | Alliancesphere Associate Professor | Loyola University Session 401 Session 203 Right Partners, Right Strategy: Taking a The Next Generation: How Millennials Are Strategic Approach to the Partner Portfolio Changing Business

Session 804 Jeffrey L. Cummings, CSAP, PhD, is an Associate Disruptive Technology + New Business Models = Partnering at Professor of Strategy and International Business at Loyola University Maryland where he teaches in the BBA, MBA and the Core Executive programs. Jeff began his career as an investment banker and Widely recognized as a pioneer in the field of alliance management and then management consultant delivering advisory services and training on collaboration, Lorin Coles cofounded Alliancesphere in 2002 with the goal strategic practices to management teams and boards. Aspects of his of creating a consulting and training firm with a sharp, singular focus on advisory work, management seminars, off-sites and research have been alliance execution. In the decade since, Lorin has been instrumental in published in leading journals such as in International Journal of Strategic continually defining and designing Alliancesphere’s offerings and Business Alliances, Long Range Planning and California Management supporting tools, and his team has become known for relentlessly driving Review. Jeff earned his PhD in international business strategy in 2002 from business results through a unique process of end-to-end, corporate-to- George Washington University. field, customer-centered execution of alliance strategy. Working directly with companies such as Hewlett-Packard, Microsoft, Intel, Cisco Systems, Frank Curran NetApp, and The Coca-Cola Company—and adept at juggling the many Director of Business Development and moving parts and pieces of their alliance initiatives—Lorin and his crack Alliances | SUSE Alliancesphere team help support the entire alliance life cycle of clients’ partnerships, from development to management to deployment and Session 1101 support, to deliver breakthrough outcomes for all stakeholders. With more The VAR Debate: Nontraditional Partnerships than two decades of proven large-enterprise experience serving in IT companies in various sales, marketing, and alliance management roles, Lorin is now a featured speaker in academic and corporate forums, where Frank Curran is an accomplished Business Development, Sales and he shares his experience and knowledge as a leading change agent and Partnering Executive with a proven track record for designing, developing visionary in the alliance management and collaboration arena. He is also and executing strategic partnerships and global programs to accelerate frequently quoted in the press and once was featured in a SmartPartner company growth with significant experience in start-up and new product cover story that described Lorin as "Mr. Alliance." Lorin Coles holds a launch environments. A professional with more than 18 years of bachelor’s degree in marketing from the University of Georgia and resides experience from leading technology firms, Frank works for SUSE today in Atlanta with his wife, Meg, and three children. and is responsible for Business Development and Alliance Management. Frank is also the current President of NE Chapter of the Association of Strategic Alliance Professionals. He was also part of the Microsoft / Novell Steve Courtney, PhD Alliance Team working with companies and partners on Interoperability Senior Vice President, Drug Discovery | Evotec between Linux and Windows. Frank is the former Director of Business (UK) Ltd Development at Black Duck responsible for worldwide partners and Session 604 alliances such as: IBM, Microsoft, Intel, and NEC . Prior to joining Black Early Days: Insights from the Bayer-Evotec Duck, Frank served as a Vice President for Affinnova an interactive Discovery & Design by Evolutionary Algorithms Technology Company Alliance working with Fortune 500 Consumer Packaged Goods companies. He also Steve Courtney is Senior Vice President, Drug Discovery at Evotec (UK). One worked as a Vice President at Message Machines and FitPlay Software, two of his primary responsibilities is for the Bayer-Evotec Strategic Alliance VC-backed companies based in Boston. Frank worked at an incubator where he leads the Evotec scientific and alliance management activities. founded by the former CTO of Lycos, as an executive working with Steve has more than 20 years industrial experience in drug discovery and portfolio companies in Security Technology, Peer to Peer Technology and has led several alliances resulting in the identification of drug candidates in Gaming. From 1985 to 1995, Frank held senior management and oncology, cardiovascular disease and neurodegeneration. Prior to Evotec consulting positions in health care and biotechnology. Frank has lectured he was Medicinal Chemistry Group Leader at Oxford GlycoSciences (UK). at several colleges including MIT, Harvard, and Babson and has spoken at He was awarded his PhD from Strathclyde University, Glasgow (UK) and various conferences around the country on Open Source, Alliances, followed this with postdocs at UBC, Vancouver (Canada) and Portsmouth Entrepreneurship, Management and Operations. University (UK).

38 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Conference Speakers

Scott Davidson Gerald Dehkes, CSAP General Manager - Developer and Platform Director, Alliance Management | KPMG LLP Evangelism | Microsoft Session 504 Session 203 Getting Up to Speed Together: Sales Team The Next Generation: How Millennials Are Collaboration and Alliance Enablement Changing Business Gerry Dehkes is Director of Alliance Management for Scott Davidson is a seasoned IT veteran who brings extensive experience in KPMG LLP, a leading accounting and advisory firm. Before joining KPMG, the delivery of large scale development and infrastructure projects. Scott Gerry developed and led Strategic Alliances programs and organizations in brings more than 20 years of experience in the technology industry having the US and Europe as Senior VP of Alliances and Channels for Telcordia served successfully in corporate IT for a Fortune 500 transportation Technologies, as VP of Strategic Alliances for Lucent Technologies, as AVP of company, as a sales and services leader in the technology reseller channel, Alliance Programs and Services Alliances for NCR and as Principle of and across several roles spanning Sales, Services, Evangelism and ProPartnering. Gerry and his teams have managed alliances with over two Marketing within Microsoft. Scott joined Microsoft 14 years ago and has hundred companies. Mr. Dehkes has spoken on partnering and trained alliance managers in twenty-six countries around the globe. His work has held a variety of positions across Enterprise Sales & Marketing, Microsoft been cited in publications ranging from Peter Drucker’s Leading Beyond Consulting Services, and the Small Mid-Market Solutions & Partner the Walls to Keith Patching’s Management and Organisation Development organization before becoming the leader for the US Developer and to Business Finance magazine. Gerry received his MBA and BSB from the Platform Evangelism team in East Region. In his current role he is University of Minnesota’s Carlson School of Management. He makes his responsible for helping to lead Microsoft’s Developer Tools sales efforts in home in rural Hunterdon County, New Jersey. the US, driving Microsoft’s engagement with key technical audiences such as IT Professionals, Developers and Students along with working to build a strong ecosystem of ISVs that support our strategic priorities related to Karen Denton, CA-AM Cloud Computing, Windows Phone and the Microsoft Client platform. Director, Alliance Management | Bayer HealthCare Originally from Chicago, IL, Scott graduated from Towson State University Session 503 in Maryland with a BS in Psychology. Toward a New Normal: Creating the Organizational Foundation for Alliance Success Ard-Pieter de Man, CSAP Karen Denton is based in Montville, New Jersey and is Dean at Sioo, Professor of Strategy and responsible for a number of Bayer’s global strategic alliances including Onyx, Organization | VU University of Amsterdam Algeta, J&J, Merck and GSK. Working for over 20 years in the pharmaceutical Session 702 industry in a wide variety of commercial roles Karen joined Bayer in 2001 as Designing Alliances: The Control-Trust Dilemma a Director for Global Marketing and worked on brands in cardiology and sexual health before joining the business development team in 2007. Prior to Ard-Pieter de Man is Professor of Knowledge Networks Bayer Karen worked for Searle. Originally from the UK Karen held positions in and Innovation at the VU University Amsterdam and Dean at Sioo, Institute sales, sales management, and marketing management before transferring to for organization design and change management. He also is active as a the US in 1999 to lead global cardiovascular medical education. Karen has a consultant. Key themes in his consulting and research are designing BSc in Biology and a Masters in Marketing. alliance governance structures, building up alliance capabilities, alliance evaluation, business modeling and open innovation. His most recent book Pamela Duchars, CA-AM is Alliances: An Executive Guide to Designing Successful Strategic Senior Manager, Alliance Management and Partnerships. Ard-Pieter is a member of the Board of Directors of the Business Development | Emergent BioSolutions Association of Strategic Alliance Professionals. Session 1201 Don’t Worry About the Government: Applying Annick De Swaef, CA-AM Alliance Management to Government Partnerships Managing Partner | Consensa Consulting Ms. Duchars has more than 15 years of experience in the pharmaceutical Session 801 industry, with the majority of that time focused on government funded Smart Cities, Smarter Partnering: What Alliance development programs. She began her career in R&D, moved on to project Professionals Can Bring to Smart Cities management, and finally on to alliance management and business Initiatives development. She has been in Emergent’s Strategic Investments Department since 2010, where she focuses on licensing and transactions as As a civil engineer, Mrs. Annick De Swaef worked for many years in the well as the successful establishment, management, and support of public infrastructure department of the Brussels Capital region. Eager to Emergent’s collaborations. Parts of Ms. Duchars’ responsibilities are to help balance and structure the complex public and private interests better guide alliance strategy, planning, alignment, transparency and open during the life cycle of large infrastructural works, Annick started her communication. Prior to working with Emergent, Ms. Duchars was a journey in the strategic alliance management discipline. In 2009 she Relationship Manager at Battelle Memorial Institute, a Program Manager at cofounded the Belgian based consulting firm Consensa Consulting, a DynPort Vaccine Company, and a Senior Research Assistant at Guilford multidisciplinary network of experts dedicated to deliver high-end Pharmaceuticals. Ms. Duchars has been a certified Project Management strategic alliance advisory services to a broad spectrum of clients, ranging Professional (PMP) since 2005, and a Certified Alliance Manager (CA-AM) from multinationals to local public authorities. since 2012. Ms. Duchars is a graduate of the Dickinson College.

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Andy Eibling, CSAP Greg Fox, CSAP Vice President, Alliance Management | Director, Citrix Ready Partner Program | Citrix Covance Session 1101 Session 601 The VAR Debate: Nontraditional Partnerships The Developing Biopharma Alliance Agenda: in IT An Executive Panel Discussion Greg Fox is the Director of the Citrix Ready program Andy Eibling is currently Global Vice President of Alliance Management at leading global strategy, execution, and the team for Citrix’s industry- Covance, Inc, and is responsible for the ground breaking alliance between leading end-to-end technology partner program that identifies verified Covance and Eli Lilly and Company, a $1.6 billion partnership that includes solutions that are trusted to enhance virtualization, mobility, networking activities spanning early drug discovery through post-launch clinical and cloud computing solutions from Citrix. Prior to Citrix, Greg held senior development around the world. Prior to joining Covance in 2011, Andy marketing roles at Cisco, Novell, Compaq Computer, and WordPerfect spent over 24 years at Eli Lilly and Company, most recently implementing Corporation. Greg is a published author, industry speaker, chairs two non- Lilly’s partnering strategy with roles in Business Development and as a profit boards, and is a Certified Strategic Alliance Professional (CSAP), founding member of Lilly’s pioneering Office of Alliance Management. holding a B.A. in Economics and an MBA in Marketing from BYU. During that time Andy managed a variety of alliances ranging from early discovery technologies, to global drug development alliances with Lilly Ben Gomes-Casseres ICOS, LLC for Cialis® and Amylin for Byetta®. Andy is a member of the Professor of International Business, Brandeis Association of Strategic Alliance Professionals, a Certified Strategic Alliance University; Author, “Mastering Alliance Strategy” Professional, has spoken at numerous conferences and workshops, and his work on “Unique Aspects of Alliance Projects” was published by Wiley in Session 1203 2010 in the book, Pharmaceutical and Biomedical Project Management in Creating Value: The Three Rules of Success a Changing Global Environment. Ben Gomes-Casseres is a leading scholar and consultant on strategy of business combinations. Currently a professor at Brandeis University, he previously taught at Harvard Business School. His David Erlenborn, CSAP first book ("The Alliance Revolution") introduced the concept of alliance Director, Alliance Portfolio | KPMG LLP constellations; his second book ("Mastering Alliance Strategy") gives advice Session 504 on all aspects of alliance management. He is now completing a strategy Getting Up to Speed Together: Sales Team book on how business combinations create value, to be published by Collaboration and Alliance Enablement Harvard Business Press. Ben’s work has appeared in research journals, in industry periodicals, and on the web. He consults and speaks widely at David is responsible for KPMG’s alliance strategy and Fortune 500 companies. Ben holds degrees from Brandeis, Princeton, and portfolio. Prior to KPMG he was Managing Partner in Professional Harvard. A native of Curacao, he speaks four languages. His work is Partnering Services, LLC a professional services firm providing advisory available at www.alliancestrategy.com; follow him on Twitter at services to alliance organizations. David has over 15 years of experience in @bencasseres. channels and alliances including VP, North American Alliances for Telcordia Technologies and Director, Alliance Operations for Lucent Technologies. He Frank Grams, PhD also held positions in Product Management, Sales, International Vice President, Head of Alliance Management Consulting, Corporate Strategy, Human Resources, and Program & Contracting | Sanofi Management. David lives in NJ with his wife and three children and is Treasurer of the Tri-State Chapter of ASAP. Session 1202 On the Ground in China: How to Succeed in Chinese Alliances and JVs Anne Fitzpatrick, CA-AM Frank is the Global Head of R&D Alliance Management & Transactions at Business Development | IBM Sanofi and a board member of ASAP. He is currently based in Paris, France. Session 801 Prior to joining Sanofi he was working in different Partnering functions for Smart Cities, Smarter Partnering: What Alliance Roche in China and Switzerland. Before switching to Partnering, he served Professionals Can Bring to Smart Cities Initiatives in various Research positions for Roche in Switzerland and for Boehringer Mannheim in Germany. He holds a PhD in Chemistry from TU Munich (MPI Anne Fitzpatrick is responsible for developing and Biochemistry, Martinsried, lab of Nobel laureate Robert Huber). driving adoption of innovation solutions in collaboration with Cisco. This includes offering development, go to market strategy, sales enablement and sales execution. Her areas of expertise are Smarter Cities solutions and The Internet of Things. She joined IBM in 1996 and has held sales and business development roles with major alliance partners for the majority of her tenure. Prior to IBM she was in technology advertising with Ziff-Davis and M&T Publishing. She earned a Bachelor of Science in Marketing and a Bachelor of Arts in Spanish from Saint Louis University.

40 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Conference Speakers

Dede Haas, CA-AM Anthony A. Hörning, CSAP Channel Sales Strategist | DLH Services, LLC Global BD&L, Head Global Alliance Session 1102 Management, General Medicines | Novartis Changing the Channel: Succeeding as a Session 601 Channel Manager in the Age of SaaS and The Developing Biopharma Alliance Agenda: SMAC An Executive Panel Discussion Ms. Haas, an award-winning high-tech sales professional, creates innovative Anthony Hörning heads the Global Alliance Management General and successful channel sales solutions. She has developed and managed Medicines function within Business Development & Licensing (BD&L) at channel partner programs for enterprise and cloud based products and Novartis Pharma AG since November 2004; Alliance Management takes services for small and medium businesses and for industry leaders, such as responsibility for the implementation of complex development and Intel Corp, where she interfaced with Fortune 50 companies, led many marketing collaborations with partner companies. He has been a member diverse sales teams, and increased sales growth. She has also recruited and of the Novartis Global BD&L management team for ten years. Prior to this, managed channel partners throughout the United States, Europe, India, Anthony Hörning was the Novartis Group’s CFO in Brazil (1998-2000). Until Australia and Asia and is the author of The Channel Sales Guide, which was 1998, he was Head of Investor Relations and Capital Markets (pre- and post written for Virginia’s Center for Innovative Technology. the merger of Sandoz and Ciba-Geigy), within Novartis Group Finance. Before joining Novartis in 1993, Anthony was a banker for ten years with JPMorgan & Co., where he gained international capital markets experience Sue Hed, CSAP with various types of client-related activities in Treasury, Credit, and Strategic Alliance Executive Investment Banking in Zürich and New York. Anthony Hörning graduated Session 902 from Zürich University in 1983 with a masters degree in Business Building the Pipeline: Marketing Alignment Administration. from Demand Creation to the Close for Alliance Teams Manlio Huacuja, CA-AM Sue Hed has over 20 years in Global Strategic Alliance leadership and Senior Director Corporate Development | LoJack Corporation expertise in selling technology solutions Sue's most recently held the Session 1202 position of Vice President IBM Global Alliance at Schneider Electric. Prior to On the Ground in China: How to Succeed in Chinese Alliances that position, she was with IBM for 13 years where she held various alliance and JVs roles with increasing responsibility. At IBM Sue was Vice President Global Oracle Alliance focusing on General Business and Channels where she was Manlio has over 25 years of experience developing growth strategies, responsible for strategic growth of IBM Hardware, Software and Services identifying, assessing and executing expansion opportunities that include revenue associated with Oracle’s application software. Prior to this organic and inorganic alternatives such as partnerships, alliances and acquisitions in established and start-up companies. Manlio has lived and position, she was VP Global Alliance Solution in NE EMEA, responsible IBM worked in the US, Latin America, Europe and China and he currently resides technology and services sales within a portfolio of Global Strategic ISVs. in Boston. Manlio is the Senior Director of Corporate Development and Sue is an active ASAP member and has her CSAP certification. Plus she is an International for LoJack Corporation. He leads the development of active with Women Unlimited & Executive Club of Chicago. Sue has her expansion opportunities domestically and internationally including business degree from University of Minnesota. alliances, acquisitions or licensing arrangements. Furthermore, Manlio manages the Latin American region with P&L responsibility. Prior to LoJack, Leona Helverson, CSAP Manlio worked for General Motors and OnStar. He had a variety of positions Channel Engagement & Enablement Global in areas such as alliances, market analysis, competitor intelligence, Sales Operations | Verizon Enterprise Solutions strategy, and planning. Manlio was the director of Strategic Alliances and Purchasing creating several alliances, acquiring companies and managing Session 404 15 alliances. He was responsible for all the commercial negotiations at Doing a 180: Partner Today, Channel Partner OnStar. Manlio has a B.S. in Economics from Monterrey’s Tech and an M.S. Tomorrow! also in Economics from Purdue University. He is fluent in Spanish. Leona Helverson leads global channel marketing and enablement for system integrator alliances at Verizon. In her previous positions, Ms. Helverson launched an executive engagement program, led a team to design the new Verizon Partner Program, managed a portfolio of global strategic alliances and built and managed an Alliance Partner Program at Avaya. Ms. Helverson has twenty three years of international sales and marketing experience, speaks three languages, and has spent many years living and working outside the US. Ms. Helverson holds a Bachelor of Science degree in Marketing from the Rutgers School of Business and Bachelor of Arts degree in German from Rutgers University and University of Constance, Germany. She is currently working on her EMBA at the Strayer University Jack Welsh Management Institute.

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Conference Speakers

Christoph Huwe, PhD the strategy for new partner types within a more services-led and Alliance Manager, Global Drug Discovery | Bayer solutions-driven environment. Prior to Cisco, Kerri was in sales at a Service HealthCare Provider in Australia during the deregulation of the industry. She has a great interest for collaboration and partnering; has been a member of Session 604 Association of Strategic Alliance Professionals (ASAP) for many years and is Early Days: Insights from the Bayer-Evotec currently serving on the Global Board of Directors representing Cisco. She Alliance achieved the Certificate of Strategic Alliance Professionals (CSAP) in 2011 and is a founding leader of the Asia Business Community for ASAP. Christoph Huwe is an Alliance Manager at Bayer HealthCare, with a focus on the Evotec Strategic Alliance, and the IMI public-private partnership as an EFPIA Industry Liaison Group member. Previously he was responsible for Michael Lebel, CA-AM the SIOC Collaboration (China), and a chemoinformatics platform Director, Program and Alliance Management | Celgene Avilomics reengineering project lead collaborating with Tripos (USA). He has served Research as management support at BHC, as member of the Pharma Industry Session 602 Benchmarking Forum, and held various positions in medicinal chemistry at Bayer, Berlex Biosciences (USA) and Schering AG. He has received a PhD A Target-Rich Environment: Key Alignment Lessons from a from Technical University Berlin (Germany), followed by a postdoc at The Multitarget Discovery Alliance Scripps Research Institute (USA). Michael is a Director of Alliance Management at Celgene Corporation since April 2012. He has worked with partners ranging from large Stuart Kliman, CA-AM pharmaceutical companies to smaller biotechnology companies as an Partner | Vantage Partners Alliance Manager for the last 7 years. Michael joined Celgene through the acquisition of Avila Therapeutics and has since been integrated into Session 105 Celgene’s Alliance group in managing various partners and building the Vantage Partners Sponsored Session: internal alliance capabilities. Michael received a BS in Biochemistry from Transcending Organizational Barriers to the University of Maine, an MBA from Suffolk University’s Sawyer School of Effective Partnering Business and has received ASAP’s Certification of Achievement - Alliance Management (CA-AM). Session 503 Toward a New Normal: Creating the Organizational Foundation Michael Leonetti, CSAP for Alliance Success President & CEO, ASAP Stuart Kliman is a founding partner of Vantage Partners LLC, and heads up Session 204 Vantage’s Alliance Practice Area. As such, he has worked to help clients build and implement the processes, tools, skills and structures necessary to Alliances Seen from the Executive Suite: An more effectively manage key alliance relationships. In addition to the Audience Q&A with the CAOs alliance space, Mr. Kliman has also worked extensively with organizations Mike is an accomplished Pharmaceutical Executive looking to engage in more value maximizing and integrated ways with key with 25 plus years of successful pharma experience within a variety of key suppliers and customers. Mr. Kliman is a regular speaker and writer on Strategic Alliance, Commercial and Business Development leadership issues of alliance and key supplier relationship management. capacities.

In previous positions at Boehringer Ingelheim Mike held VP positions in, Kerri Lampard, CSAP Managed Markets, Trade relations, State and Federal Government Affairs Director, Global Technology and Software and Sales Management. Mike also lead the US Business Development and Partners | Cisco Services Alliance Management team where he developed highly successful Session 203 Phama alliances resulting in multi-billion dollar partnerships with key The Next Generation: How Millennials Are partners such as Abbott Labs, Eli Lilly, Pfizer, Astellas, inVentiv Health as Changing Business well as other key pharmaceutical partners. Mike was named to the “Pharma Voice, 100 most inspiring people in Health Care” as well Kerri leads the Global Technology and Software Alliances for Cisco Services. receiving the Outstanding Alliance Professional award from the ASAP This team drives the global services strategy with Technology Platform where Mike served as chairman of the board from 2006 - 2010 and was partners and Software/ISV partners that are critical to Cisco’s success also chair of the Bio pharmaceutical Council within ASAP. Mike has been against the company priorities. Her organization oversees the happily married to Kim for 34 years and living in CT where they were development and execution of joint services offers and the acceleration of blessed with three children, Elizabeth, Erica and Michael. go-to-market with these valued partners. She is currently leading a cross organization project for the development of Services ISV GTM plan. As a 15 year veteran of Cisco, she has held various roles within country, regional and global teams in both the product and services organizations. Starting in the product organization focusing on the channel and distribution partners and after 5 years Kerri transitioned to Cisco Services and led the services relationship with Dimension Data globally for several years. After which she developed the Strategic Services Partner team which executes

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Mitch Lewis Additionally, Mr. Mattox is an officer and former pilot in the Ohio Air Vice President, Strategic Alliances | Juniper National Guard, serving contiguously since 1987. Mark also provides Networks mentoring to returning military veterans seeking to enter the civilian workforce through a joint partnership between American Corporate Session 501 Partners and Verizon. He currently resides in Columbus, Ohio with his wife Wind in Your Sales: Building Long-Term, and four (4) children. Cross-Functional Alliance Organizations Mitch Lewis is Vice President, WW Partners and Alliances at Juniper Ron McRae, CSAP Networks, where has had the pleasure of working since June 2010. He has Director, Alliance Management | Janssen over 25 years of executive experience in the telecommunications industry Pharmaceutical Companies of Johnson & Johnson as a service provider, partner and infrastructure solutions provider. His career started with AT&T and developed with Ericsson, Dilithium Networks Session 301 and Microsoft including a wealth of experience and expertise acquired Inflection Points: Optimizing Your Alliance Amid while based at various positions in Europe, Asia and the United States. Life Cycle Challenges Mitch has served in technical, marketing, sales, engineering and general Ron McRae is Director of Alliance Management at Janssen Biotech, one of management positions. His background has been centered in the Pharmaceutical Companies of Johnson & Johnson (J&J). Currently Ron telecommunications broadband, IP and mobile networks; voice, data and is responsible for more effectively optimizing the relationships and multimedia; infrastructure, service layer and applications development business results for several alliances that involve key commercial products solutions. He holds an MBA and Bachelor’s degrees from Pepperdine within the Janssen Biotech portfolio. Prior to Alliance Management, Ron University and Executive Management certificates from Harvard and gained considerable experience and success in business development, Stanford Universities. sales and marketing. He previously held positions at J&J and Bristol-Myers Squibb (BMS) in business development, covering the therapeutic areas of Ron Long Immunology, Oncology, Dermatology, Women’s Health Care, and Global Partner Manager Global System Respiratory Diseases at both divisional and group levels. Prior to BMS, he held positions of increasing responsibility in sales and marketing at Searle Integrators | NetApp Pharmaceuticals.Ron earned a Master in Management from Northwestern Session 804 University’s Kellogg Graduate School of Management and a Jurist Disruptive Technology + New Business Doctorate from DePaul University’s College of Law. Models = Partnering at the Core Ron Long is a senior IT business professional and an expert in the Christophe Melle formulation and management of alliance partner business models Head of Strategic Partnerships and Alliances | integrating new technologies, services, and business acumens into Philips Lighting revenue producing programs. He has managed the initiation and Session 403 collaboration of multi-partner strategic alliances bringing to market Yours, Mine, and Ours: Driving Growth integrated technology solutions to diverse markets. He has managed joint partner sales opportunities resulting in new market share expansion. Ron Through Cobranded Alliances is most recognized as an entrepreneur that has had responsibility for Christophe Melle has been with Philips more than 10 years, of which more creating and executing new business ventures within large corporations than 8 years in Philips Consumer Lifestyle. He held various marketing and that incorporate multi alliance upstream and downstream frameworks.. management positions in Philips, and has been working and living in Ron has been an ASAP member in various corporations and independently France, the Netherlands, Turkey and USA. Two years ago he became since 1999. He is currently responsible for managing the Global System responsible for Strategic Alliances and Partnerships for Philips Lighting. Integrator and Global Alliance business program office at NetApp. In this role he is setting up Strategic Alliances and Partnerships, maintaining and improving the Philips Strategic Alliances process and Mark Mattox tools and developing the Philips Lighting Alliances community. Director, Global Partner Solutions | Verizon Christophe holds a Master of Manufacturing Engineering from Institut Enterprise Solutions Francais de Mécanique Avancée (IFMA), France. Session 802 All Eyes on the Same Goal: Making Sense of Gavin Miller Multisector, Multiparty Alliances VP & GM, Sales and Marketing Solutions | Mark Mattox is a Strategic Alliance Director, responsible for managing Avnet Technology Solutions Alliances with Technology Partners at Verizon Enterprise Solutions, Session 1101 focusing on Cloud and Network partnerships. Mr. Mattox has 20 years of The VAR Debate: Nontraditional Partnerships experience in Logistics & Supply Chain Management Technology holding various Operations, Management and Sales roles while in the industry. in IT Mark has been with Verizon the past four (4) years, focused upon Global Gavin Miller serves as vice president and general manager of sales and Alliance Partnerships. He holds an Associate’s Degree in Avionics from marketing solutions for Avnet Technology Solutions, Americas. In this role, Community College of The Air Force, Bachelor’s Degree in Aviation Miller is responsible for developing strategies and offerings designed to Engineering from The Ohio State University, and a Masters Certificate in drive technology solutions through vertical markets and aligning Avnet’s International Logistics from Deutsche Logistik Akademie Bremen. go to market strategies with supplier and partner needs. Over the past

44 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Conference Speakers

three years he has expanded and evolved Avnet’s SolutoinsPath vertical and execution with Red Hat’s strategic partners - Global System approach to drive a high level of engagment with Avnets strategic Integrators, independent software vendors (ISVs) and system / hardware accounts while leading sales teams responsible for in excess of $3 billion in vendors. As Red Hat continues to expand its product portfolio, the annual revenue including Client Executive accounts, Government, System ecosystem of partners is critical to continued success. He is a proven Integrators and Avnet’s Enterprise Solutions group. channel and sales leader with a record of success at multiple IT companies, including HP, Dell, NCR and most recently at VMware as the Senior Director Nancy Miller, CSAP of Global Strategic Alliances. At VMware he developed and executed the Program Manager, Strategic Alliances | Stratis strategic and technical alliance collaboration model, which leveraged key partner strengths and initiatives that drove record results. Scott is a Cum Health Laude Computer Science graduate of the University of Dayton. He has Session 802 been married to his wife for 25 years and has three children. He is also an All Eyes on the Same Goal: Making Sense of Ironman Triathlete and avid cyclist. Multisector, Multiparty Alliances Nancy R. Miller, MBA, CSAP, is an alliance leader with experience across Donna Peek, CSAP public, private, nonprofit and global organizations. She is the Founder of Global Alliance Director | SAS Institute Alliancential, a consultancy that provides essential alliance solutions, Session 302 program management leadership and management consulting services. Maximum Impact: Alliance Storytelling for the Nancy is engaged with Stratis Health, a nonprofit organization that leads collaboration and innovation in health care quality, and with Global Health C-Suite and Others Administration Partners, a nonprofit that partners with overseas mission Donna Peek is Director, SAS Global Alliances at SAS, hospital administrators to enhance practices in health care management. where she has responsibility for a portfolio of global and regional Recognized for acumen in bridging global and organizational cultures, consulting partners. She is passionate about alliance formation, Nancy’s professional experience is augmented by post-graduate research management and strategy. Donna has over 30 years of experience in the on global and cross-industry alliances. high tech industry, including over 15 years managing alliance partnerships. Donna started her career at IBM, and managed alliance relationships and Helen Morin, CSAP teams at Seer Technologies and several startups before joining SAS in 2002. Donna is a CSAP, is on the ASAP Global BOD and is a founding Board SAS Global Alliances Director | SAS Institute Member of the RTP/Carolinas ASAP chapter. Follow her blog at Session 302 http://peekalliance.blogspot.com Maximum Impact: Alliance Storytelling for the C-Suite and Others Allistair Pim, CSAP SAS is the largest privately held software company in Vice President, Global Strategic Alliances | the world and is recognized as the leader in Enterprise Business Analytics - Schneider Electric data quality, data integration, business intelligence, data mining and Session 502 analytic solutions. Helen Morin, a Certified Strategic Alliance Professional The Right Person for the Job: Hiring Your (CSAP) is the Director of the SAS IBM Global Alliance. Helen joined SAS Canada in 1996 as a consultant focused on Data Warehousing and Business Alliance Workforce Intelligence. Having held senior positions in both corporate and Session 801 government Information Service organizations Helen brought a unique mix of sales and technical acumen to her role at SAS. Smart Cities, Smarter Partnering: What Alliance Professionals Can Bring to Smart Cities Initiatives Immigrating to the United States in 1998 Helen honed her SAS skills in pre- sales, sales strategy, professional services, marketing, and alliances. Helen Alistair Pim is VP of Global Strategic Alliances for Schneider Electric. In assumed her current alliance leadership role in 2006. Prior to joining SAS this role Alistair is responsible for Alliance strategy and process across all Helen worked for the Canadian Department of National Defence (DND) Schneider Business Units. Alistair has spent 21 years in the industry, 17 Directorate of Financial Management Information Services. Helen and her with APC/Schneider Electric, developing partnerships with GSIs and team were honored with the Government of Canada Technology Excellence leading IT OEMs. From 1999 to 2003 Alistair was with start-up SynQor Inc, Medal and the Department of National Defence Award for Innovation. working as GM European operations, and VP WW Sales. Alistair is on the Executive Council of ASAP, and a CSAP. He holds an MBA from Cranfield School of Management (UK) and a BSc in Engineering Science from the Scott Musson University of Exeter (UK). Vice President | Global Strategic Alliances | Red Hat Session 401 Right Partners, Right Strategy: Taking a Strategic Approach to the Partner Portfolio Scott Musson joined Red Hat as the Vice President of Global Strategic Alliances in June of 2013. He is responsible for the strategy development

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Bart Queen business development, strategy, marketing and sales. Mr. Richard holds BS CEO, Founder, Ultimate Strategic Speaking and MBA degrees from Murray State University, a graduate degree in System | Speak America Banking from the University of Colorado, and has earned the Certification of Achievement-Alliance Management from the Association of Strategic Session 202 Alliance Professionals. Mastering the Message: The Art of Expert Communication Karen A. Robinson, CSAP In today’s global economic environment it has never been more Strategic Alliance Director | Verizon important to have the competitive advantage. The ability to Session 404 communicate your message clearly, concisely and powerfully is your “silver bullet”. Bart is a highly sought after speaker, communication Doing a 180: Partner Today, Channel Partner expert and trainer. He is a valued asset and resource in helping Tomorrow! individuals and businesses around the world develop solid Karen enthusiastically focuses on Global Alliances and communications skills for their professional and personal success. Bart’s Partnership Management with proven skill and 360 experience in Partner communication training experience spans more than 25 years. Speak Management, sell to, sell through, sell with including governance, America operates across industries and with executives, IT professionals, engagement, business and access requirements, operations and systems salespeople and individuals in any capacity who are communicating face integration. Always seeking to increase joint corporate revenues through to face or in the virtual world. The result of his training helps them customer satisfaction and retention, Karen supports employee satisfaction articulate their message more clearly and with greater impact, results with balanced lifestyle management. Recognized as the ‘go to’ person, and influence. As seen in USA today, on CBS, NBC, ABC and FOX, Bart Karen places strong emphasis on detail, identifying critical functions and founded Speak America based on people’s longing to make a difference organizing teams for greatest success. yet not knowing how. Speak America inspires, develops and helps people Karen enjoys travel, people, open minded experiences increasing personal realize that difference! Learn more at www.speakamerica.com. and professional productivity and profitability. Karen has her MBA from Loyola University; BS from Pennsylvania State University; and is ASAP CSAP Bettina Raymond, CA-AM certified. Strategic Alliance Manager | Verizon Session 802 Thierry Saugier All Eyes on the Same Goal: Making Sense of Vice President, Alliances & Partnerships | Multisector, Multiparty Alliances Sanofi Session 601 Bettina Raymond is a Strategic Alliance Director, The Developing Biopharma Alliance Agenda: responsible for managing Alliances with Technology Partners at Verizon An Executive Panel Discussion Enterprise Solutions focusing on Cloud partnerships. Ms. Raymond has 18 years of experience in Information Technology holding various Sales and Thierry Saugier has more than 25 years’ experience in the pharmaceutical Marketing roles with a strong focus on Channel and Alliance Partnerships. industry mostly at Sanofi . He is currently Vice President Alliances & She received her Bachelor’s Degree in International Economics and Partnerships in the Corporate Strategy & Business Development group at Languages in Munich. Ms. Raymond is bi-lingual and has lived in Europe Sanofi. In his current role Thierry and his team are managing some of the and in the US. Ms. Raymond now lives with her husband and son in large and global Alliances of the company including the Alliances with Huntersville, NC. BMS, Procter & Gamble (now Actavis), Teva and also Regeneron. Before moving to his current role in 2006, Thierry Saugier had various responsibilities in the management Pharmaceutical Operations in several R. Lynn Richard, CA-AM European countries, and he also served as General Manager in Asia and Vice President, Global Alliances | Unisys Zone Director in Africa. Thierry is a member of ASAP and has participated Corporation in the establishment of the French chapter where he serves as Vice Session 703 President. Thierry holds a Doctor in Pharmacy from Paris University, France Scorecards: Does Your Alliance Pass the as well as a business degree from Institut Superieur de Gestion , Paris. Strategic Test?

R. Lynn Richard is a Vice President of Global Alliances at Unisys Corporation. In this role, he leads selected global and strategic alliances for key business units in Unisys. Mr. Richard leads strategic alliance development and strategies, execution, joint solution development, go to market strategies and execution, and support for field sales teams. Prior to joining Unisys, Mr. Richard worked 12 years for IBM in various roles in Global Services, Product Marketing, Emerging Technologies Marketing, Financial Services Marketing, and Alliances and Partner Marketing. Mr. Richard has over 20 years of experience in alliance development, alliance management,

46 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Conference Speakers

Jeffrey Shuman, CSAP, PhD Wanda Stevens Principal | The Rhythm of Business, Inc. Director Group Strategy and Alliances | Philips Session 401 International Right Partners, Right Strategy: Taking a Session 403 Strategic Approach to the Partner Portfolio Yours, Mine, and Ours: Driving Growth Through Cobranded Alliances Jeff Shuman is an educator and trusted advisor to executives who are building, leading and managing alliances and Wanda Stevens has been with Philips for more than 12 years. Since 2.5 collaborative networks of partners. His mix of operational, consulting, years she is Head of Consumer Lifestyle Alliances at Philips. The Strategic research and classroom experiences allow him to blend the theoretical Alliance team in Philips is part of Group Strategy and Alliances, she is with the practical, providing useful, easily implementable and repeatable responsible for Alliances in the sector Consumer Lifestyle. In her role she advice. At The Rhythm of Business consulting engagements include all supports the Consumer Lifestyle business units in creating and managing aspects of designing and implementing an alliance management Strategic Alliances. Before joining the Strategic Alliance team she has done capability, evaluating the alliance portfolio, and working with good several Marketing roles within different Business Units in Philips Consumer collaborations to become great collaborations. He partners with Lifestyle. She holds a Master in Industrial Design Engineering from Delft management to build learning programs designed to help people work Technical University in The Netherlands. effectively in alliances and collaborative networks. Shuman has co- authored numerous books, articles, and white papers and regularly speaks Michael Taylor on the ongoing transformation of traditional organization structures to CEO | SchellingPoint dynamic collaborative networks. Session 303 Finding and Removing Your Alliance’s Hidden Peter Simoons, CSAP Misalignment-Without Needing to Talk! Business Coach & Trainer | Simoons & Company A SchellingPoint co-founder, Michael leads their Session 101 research on Alignment Optimization, and development of its application. CSAP Exam Prep Workshop Michael has used Alignment Optimization to help design, launch, sustain, Peter Simoons worked for 10 years in business and repair strategies, projects, policies, mergers, and business relationships development in the partner channel in ICT, before in the Fortune 50, to pre-revenue ventures, not-for-profits, academia, building a joint venture partnership that failed miserably (one of his associations, and government groups. Prior to forming SchellingPoint, toughest lessons). Since that experience Peter worked at IBM for 8.5 years, Mike was a turnaround CEO, after building SCT Manufacturing & building partnerships and alliances. Distribution Systems with five colleagues from Andersen Consulting, where Mike was a Director in the Products Industry operating from the Since early 2010 Peter works with alliance professionals and business World Headquarters. Mike holds a B.Sc. (Hons.) in Mathematics, people as an independent coach, trainer, speaker and workshop facilitator Operational Research, Statistics, and Economics from the University of to help them create successful partnerships and alliances. He works with Warwick, England, and has lectured on Alignment Optimization at Cornell, his clients globally, one on one, in groups and in online programs. Peter is Duke, Warwick and Wharton business schools. the previous Chairman of the Benelux chapter of the Association of Strategic Alliance Professionals and a CSAP certified alliance professional. David Thompson, CA-AM Chief Alliance Officer, Alliance Management | Sheri Smith Eli Lilly and Company CEO | Intrinsic Genius Session 103 Session 502 Introduction to Alliance Management The Right Person for the Job: Hiring Your Workshop: Tools and Techniques Alliance Workforce Session 704 Sheri has 12 years experience as a corporate consultant and executive coach using assessment technologies. She holds When Minutes Turn to Hours: The Unsexy but Vital Function of a Masters degree in Communication, Culture and Technology from Taking Alliance Minutes Georgetown University. In 2013, she founded Watershed to help more As the leader of Lilly’s alliance management group, David is responsible for people love what they do. Sheri assists educational institutions and establishing and maintaining all major development, commercial, and corporations in finding people who will succeed and thrive in their roles. manufacturing partnerships. He also oversees the integration of Sheri’s “hiring for fit” philosophy focuses on increasing employee companies brought into Lilly via mergers and acquisitions. David has engagement, performance, and successful talent acquisition. played a key role in many major alliances at Lilly, working with Boehringer Ingelheim, Amylin, and Daiichi Sankyo. His involvement begins during the due diligence process and continues throughout each alliance’s lifecycle. Prior to his role as chief alliance officer, David held leadership positions in sales, marketing, market research, pricing, new product planning, business development, and corporate strategy.

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Ann Trampas, CSAP responsible for SAS’ global partner relationships. His teams are responsible Practice Lead | Phoenix Consulting Group for SAS partner Go-to-Market strategies and execution. Prior to joining SAS, Scott was the founder and Managing Partner of The Sequoia Architecture Session 101 Group, LLC. - a NYC-based VC business consultancy. Previous to this role, CA-AM Exam Prep Workshop Scott served as a Principal for PricewaterhouseCoopers within their Ann E Trampas, CSAP, is the Professional Management Consulting Services Practice’s Information and Technology Development Practice Lead for Phoenix Consulting Practice. While at PwC, Scott helped Fortune 500 corporations create, and Lecturer at the University of Illinois - Chicago. At UIC she teaches develop, evaluate, and implement ERP, CRM and client/server strategies eCommerce and Channels of Distribution, Marketing and Business Strategy. and solutions. While at PricewaterhouseCoopers, Scott created and led As Practice Lead she works with clients to develop and deliver skills mastery PwC’s global Industry Solution Center: ‘The Zone’. The Zone drove over classes in collaborative relationship management and consults with $450M in new business development revenue for the firm during its very organizations to optimize their strategic alliances. She is currently the first year of operation. President of the Midwest Chapter of the Association of Strategic Alliance Professionals and a member of the Professional Development Committee. Jennifer Vessels She is the former Certification Program Director for the ASAP. Ann is formerly CEO | Next Step the Vice President of Global Alliances for IBM-SPSS. Prior to that, she held management positions with BCE including Vice President of Partner Session 108 Marketing-Teleglobe and Director of Sales - Nortel. She received an MBA In Partners We Trust: Five Keys to Success in from Loyola University and a BS in Marketing (Honors) from UIC. the Channel Today Jennifer Vessels, Founder and CEO of Next Step, Steve Twait, CSAP brings over 30 years of Director level global sales, marketing and Senior Director, Alliance Management and M&A management experience with Tandem, Ungermann-Bass, and Tandberg Integration | Eli Lilly and Company (now a Cisco company) to her clients and workshop attendees. Next Step’s team of 40 seasoned professionals has helped to maximize growth for Session 103 Cisco Systems, Adobe, Genentech, Goodwill Industries, and numerous Introduction to Alliance Management Workshop: smaller organizations. Next Step’s programs focus on defining the value Tools and Techniques proposition and making the business case for strategic initiatives and working across generations and cultures. Jennifer is a Certified Session 704 Management Consultant (CMC) and holds an MBA from San Jose State When Minutes Turn to Hours: The Unsexy but Vital Function of University and a master’s degree in occupational psychology from the Taking Alliance Minutes University of London. With responsibility for M&A integration as well as alliance management for development, commercial, and manufacturing alliances, Steve leads teams Norma Watenpaugh, CSAP focused on maximizing the value of partnered assets at each stage of the Founding Principal | Phoenix Consulting Group development cycle. A founding member of Lilly’s Office of Alliance Management, Steve has played an integral role in some of the largest Session 1102 development and commercial alliances in the company’s history, including Changing the Channel: Succeeding as a worldwide partnerships with Bristol Myers Squibb, Boehringer Ingelheim, Channel Manager in the Age of SaaS and SMAC and Daiichi Sankyo. His experience also includes the post-acquisition Norma Watenpaugh, CSAP, founding principal of integration of ImClone Systems, Alnara Pharmaceuticals, and Avid Phoenix Consulting Group, is an acknowledged industry expert in Radiopharmaceuticals. An active member of the Association of Strategic partnering best practices. PhoenixCG helps companies accelerate revenue, Alliance Professionals, Steve serves on the PhRMA-Bio Council as well as tap new sources of innovation or open new markets through effective the advisory committee for the ASAP Certification and Standards Project. alliances and partner ecosystems. Prominent clients include Adobe, Cisco, Steve is the coauthor of the article “High Risks to High Reward,” recently Dupont, Lilly, Microsoft, PayPal, SAP, and Xerox. Her corporate experience published in Pharmaceutical Executive. Steve earned a bachelor of science includes executive positions at Sun Microsystems, Amdahl Corporation, degree in electrical engineering at Valparaiso University and an MBA at and BEA Systems where she built and led partner organizations. She has Indiana University’s Kelley School of Business. served on the ASAP Global Board and was formerly chair of the Best Practice Committee 2003-2012, leading the development for the CA-AM Scott Van Valkenburg, CSAP and CSAP certifications and the editorial team that produced the 3rd Sr. Director Global Alliances and Channels | SAS edition of the Alliance Managers Handbook. Session 804 Disruptive Technology + New Business Models = Partnering at the Core SAS is the largest privately held software company in the world and is recognized as the leader in Enterprise Business Analytics - data quality, data integration, business intelligence and analytic solutions. With over 800 partners in the portfolio, Scott leads the organization that is

48 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Hotel Floor Plan – Garden Level

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50 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA

Onsite Program &gt;

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