Onsite Program

2015 ASAP Global Alliance Summit Collaboration at the Core: Forging the Future of Partnering

Onsite Program

March 2 – 5, 2015 Orlando, Florida

Hyatt Regency Orlando www.strategic-alliances.org/summit +1-774-256-1401

Platinum Sponsor Gold Sponsor Silver Sponsors Table of Contents

Welcome to the 2015 ASAP Global Alliance Summit ...... 3

ASAP Executive Committee & Management Board & 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 Executive, Management & Advisory Board of Directors ...... 13

Overview of Sessions ...... 14

Alliance Excellence Awards Finalists ...... 16

Pre-Conference Professional Development Workshops ...... 18

Monday Session Descriptions ...... 21

Tuesday Session Descriptions ...... 22

Wednesday Session Descriptions ...... 27

Alliance Management Resource Center ...... 34

Conference Speakers ...... 36

2015 ASAP BioPharma Conference Call For Topics ...... 51

Floor Plan ...... 53

2 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Welcome to the 2015 ASAP Global Alliance Summit

On behalf of the Board of Directors and staff of the Association of Strategic Alliance Professionals, welcome to our 2015 Global Alliance Summit. We invite you to take the next three days to learn, engage, and experience the best the profession has to offer! We invite you to fully participate in this highly interactive experience where the learning comes as much from those assembled as from the many top-flight speakers and discussion leaders. Connect with your peers, partners, and industry executives to learn how others are confronting the challenges of our ever-changing business environment and forging the future of partnering.

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

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

The theme of this year’s Summit is “Collaboration at the Core: Forging the Future of Partnering.”Partnering executives are among the ultimate change agents in a world of accelerating disruption, industries in collision, and rapidly evolving business models. As the ability to collaborate has become core to organizational growth, agility, and innovation, mastering the art and science of alliance management has never been more crucial to success.

Enrich your knowledge, strengthen your foundation, and augment your skills through the nearly 40 keynotes, panels, interactive discussions and participant-led roundtables delivered by presenters from a wide variety of industries to: Build and manage alliances and other collaborations Lead amidst disruption—and be an agent of change Deliver outcomes that matter—by creating value and mitigating risk

Develop your expertise and gain insights into the most pressing strategic issues facing the senior level partnering executive and the biggest challenges encountered by the individual practitioners responsible for the day-to-day management of business collaborations.

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

Forge the future of partnering—from fundamentals to advanced practices. Meet and learn from other practitioners, their success, and their challenges—in your industry and others. Discover new models for partnering business collaboration and how to build world-class capabilities at the core of your organization.

Only at the 2015 ASAP Global Alliance Summit!

Sincerely,

Michael Leonetti, CSAP President & CEO Association of Strategic Alliance Professionals Christine Carberry, CSAP Chairman, ASAP SVP, Quality, Technical Operations, Program & Alliance Management, FORUM Pharmaceuticals

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 3 ASAP Executive & Management Board

Chairman Christine Carberry, CSAP | SVP, Quality, Technical Operations, Program & Alliance Management | FORUM Pharmaceuticals

Vice Chairman Donna Peek, CSAP | Director, Partner Enablement & Operations | SAS Institute

Treasurer Brooke Paige, CSAP | Staff Vice President, Strategic Initiatives and Chief of Staff | HealthCore

Secretary R. Lynn Richards, CSAP | Vice President Global Alliances | Unisys

Chairman, Chapter Development Brian Handley, CA-AM | Business Development | Emerson Corporation

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

Chairman, Membership Erna Arnesen, CSAP | VP, Global Channel & Alliance Marketing | Plantronics

2015 ASAP Global Alliance Summit Planning Committee

Programs Committee: Chairman: Jan Twombly, CSAP | President | The Rhythm of Business Vice Chairman: Annlouise Goodermuth, CSAP | Director, Alliance Management, Strategy, Science Policy and External Innovation | Sanofi

4 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Be Social!

Stay Connected with ASAP & Your Colleagues Throughout the Year…

Extend the education and networking value of the 2015 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.

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

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

ASAP Global Staff

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 5 Conference Agenda

Monday, March 2, 2015

Time Session Code | Session Title Speaker Location

7:00 a.m. – 6:00 p.m. Conference Registration Plaza International Foyer

8:30 a.m. – 11:45 a.m. ASAP Advisory Board Meeting (Invitation Only) Plaza E & F

8:30 a.m. – 2:30 p.m. Session 101 | CA-AM Certification Exam Ann Trampas, CSAP | Phoenix Consulting Group Discovery 44 Prep Workshop

Session 102 | CSAP Certification Exam Prep Norma Watenpaugh, CSAP | Phoenix Discovery 45 Workshop Consulting Group

Session 103 | Introduction to Alliance David Thompson, CA-AM | Eli Lilly & Company Discovery 47 Management: Tools and Techniques Jeff Hurley, CA-AM | Eli Lilly & Company sponsored by Eli Lilly & Company Steve Twait, CSAP | AstraZenec

Session 104 | Designing a Partnership that Candido Arreche, CA-AM| Xerox Worldwide Discovery 46 Works: Onboarding Your High Tech Partnership Alliances sponsored by Xerox

9:00 a.m. – 5:00 p.m. Alliance Team Meetings Various Locations

12:00 p.m. – 1:15 p.m. ASAP Board of Directors Luncheon (Invitation Only) Challenger 38, 39, 40

1:00 p.m. – 7:00 p.m. Alliance Management Resource Center (AMRC) Plaza International Foyer

1:30 p.m. – 4:30 p.m. Leadership Forum (Invitation Only) Plaza I, J, K

1:30 p.m. – 2:15 p.m. Session 105 | Creativity – An Essential Ability Jeffrey Cummings, CSAP, PhD | Plaza G/H for Collaboration Loyola University

2:20 p.m. – 3:05 p.m. Session 804 | The Second Annual ASAP Jeff Shuman, CSAP, PhD | The Rhythm Plaza G/H Marshmallow Challenge of Business

3:05 p.m. – 3:50 p.m. Session 106 | Future of Capitalism: Robert Porter Lynch, CA-AM | The Warren Plaza G/H Collaborative Capitalism Company

3:50 p.m. – 4:00 p.m. Networking Break | Sponsored by Relayware Plaza International Foyer

4:00 p.m. – 4:45 p.m. Session 108 | Speed Networking Facilitator Sue Hed, CSAP | Qlik Florida Ballroom A & B

6:00 p.m. – 7:00 p.m. Welcome Reception Plaza International Foyer

6 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Conference Agenda

Tuesday, March 3, 2015

Time Session Code | Session Title Speaker Location

7:00 a.m. – 6:00 p.m. Conference Registration Plaza International Foyer

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

8:00 a.m. – 5:00 p.m. Alliance Management Resource Center (AMRC) Plaza International Foyer

8:30 a.m. – 8:45 a.m. Opening Remarks Michael Leonetti, CSAP | ASAP Plaza G/H

8:45 a.m. – 9:30 a.m. Session 201 | The New Space Industry: Dale Ketcham | Space Florida Plaza G/H Partnering for the Future

9:30 a.m. – 10:15 a.m. Session 202 | ASAP Alliance Excellence Awards Mike Leonetti, CSAP | ASAP Plaza G/H Annlouise Goodermuth, CSAP | Sanofi

10:15 a.m. – 10:45 a.m. Networking Break | Sponsored by Relayware Plaza International Foyer

10:45 a.m. – 11:15 a.m. Session 203 | Meet the 2015 ASAP Alliance Jan Twombly, CSAP | The Rhythm of Business Plaza G/H Excellence Award Winners

11:15 a.m. – 12:00 p.m. Session 204 | Fostering Real Collaboration: Dr. Mark Rosenberg, MD, MPP | The Task Force Plaza G/H Lessons from Solving Global Health Problems For Global Health

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

1:15 p.m. – 2:00 p.m. Session 301| Opportunities Abound: Prioritizing Nancy Breiman, CSAP | IBM Corporation Plaza G/H Joint Solution Development to Drive Results Kim Lockwood, CA-AM | IBM Corporation

Session 401 | Partnering in an Open Ecosystem Fred Azar | Philips Florida Ballroom A Gijs Habets | Philips

Session 501 | Improving Alliance Outcomes: Jeff Shuman, CSAP, PhD | The Rhythm of Business Florida Ballroom B What’s an Alliance Professional to Do? Jan Twombly, CSAP | The Rhythm of Business

2:10 p.m. – 2:55 p.m. Session 302 | Optimizing Your Alliance LaVon Koerner | Revenue Storm Plaza G/H Partnerships Using a Strategic Account Bernard Quancard | Strategic Account Management Approach Management Association

2:55 p.m. – 3:25 p.m. Networking Break | Sponsored by Relayware Plaza International Foyer

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 7 Conference Agenda

Tuesday, March 3, 2015 (continued)

Time Session Code | Session Title Speaker Location

3:25 p.m. – 4:10 p.m. Session 303 | Connecting the Ecosystem: Ron Long | NetApp Plaza G/H Being the Catalyst to Accelerate Multi-Partner Maria Olson | NetApp Go to Market Plans

Session 403 | Assembling the Case for Action: Andrew McCormick | End Buruli Ulcer Alliance Florida Ballroom A Enrolling Stakeholders, Finding Money, Michael Taylor, CA-AM | SchellingPoint Overcoming Objections

3:25 p.m. – 5:05 p.m. Session 503 | Negotiation, Nuance, Conflict & Dr. Jack Brown | Body Language Success Florida Ballroom B Resolution – The Nonverbal Advantage (90-minute session)

4:20 p.m. – 5:05 p.m. Session 304 | Creating Value, Measuring Phil Sack, CSAP | ASAP Asia Collaborative Plaza G/H Impact Business Community Norma Watenpaugh, CSAP | Phoenix Consulting Group

Session 404 | Lessons Learned from Managing Mark Mattox | Verizon Enterprise Solutions Florida Ballroom A Alliance Disruptions

5:15 p.m. – 6:30 p.m. Peer-to-Peer Networking Event Plaza I & J Conference Agenda

Wednesday, March 4, 2015

Time Session Code | Session Title Speaker Location

7:00 a.m. – 6:00 p.m. Information Desk Plaza International Foyer

7:00 a.m. – 8:15 a.m. Networking Breakfast Orlando Ballroom

8:00 a.m. – 5:00 p.m. Alliance Management Resource Center (AMRC) Plaza International Foyer

8:25 a.m. – 9:10 a.m. Session 601 | Collaborating Creatively to Shelia Westmoreland, DPM, MPH, PMP | AbbVie Plaza G/H Build Innovation into the Pipeline

Session 802 | Expanding Innovation Bridget Moloney | University of Waterloo Florida Ballroom B Partnering with Academia

9:20 a.m. – 10:05 a.m. Session 602 | Aligning Quality Mindsets Diana Brassard, CA-AM, PhD | Sanofi Plaza G/H Among Alliance Partners Sherri Wallinger, ASQ, CMQ/OE | Sanofi

Session 702 | Enabling the Channel As Telco Jeff Schmitt | CenturyLink Cloud Florida Ballroom A and the Data Center Converge

Session 801 | Aligning for the Health and John Maltby | Control Risks Florida Ballroom B Safety of Business Travelers and Ex-Pats Sally Wang | International SOS Assistance, Inc.

10:05 a.m. – 10:35 a.m. Networking Break | Sponsored by Relayware Plaza International Foyer

10:35 a.m. – 11:20 a.m. Session 604 | Balancing Lifecycle Management Ron McRae, CSAP | Janssen Pharmaceutical Plaza G/H and Portfolio Priorities in Mature Alliances Companies of Johnson & Johnson Nancy Griffin, CA-AM | Novartis Gray Hulick | Takeda Pharmaceuticals

Session 803 | One Word to Jumpstart or Brian Lloyd, CSAP | Medifast Florida Ballroom B Reinvigorate Your International Growth Strategy: Partnership

10:35 a.m. – 12:15 p.m. Session 703 | It’s Not About You: Optimizing Dede Haas, CA-AM | DLH Services Florida Ballroom A Channel Relationships Ann Trampas, CSAP | Phoenix Consulting Group (90-minute session)

11:30 a.m. – 12:15 p.m. Session 603 | Partnering to Diversify Yields Terry Herring | Mission Pharmacal Plaza G/H Rapid Growth

Session 107 | A Global Framework for Gregory Burge, CSAP | Corporate Partnering Florida Ballroom B Leadership of Collaborative Relationships Services Nimma Bakshi, CA-AM, MBA, MSOR | PWC Dr. Aleksandr N. Zhuk | Business Relationship Management Institute

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 9 Conference Agenda

Wednesday, March 4, 2015 (continued)

Time Session Code | Session Title Speaker Location

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

1:35 p.m. – 2:20 p.m. Session 902 | Setting the Agenda: A Forum Jeff Cummings, CSAP, PhD | Loyola University Plaza G/H of Academic Researchers and Industry Practitioners

Session 1001 | Creating and Sustaining Andrew Masland | NEC Corporation of America Florida Ballroom A Productive Alliances among Competitors Judy Mirkin | Riverbed Technology

Session 1101 | Leading from the Start: Martin Echavarria | Coherence Florida Ballroom B Creating a Collaborative and Systematic Alliance Development Process

2:30 p.m. – 3:15 p.m. Session 901 | ASAP’s 5th State of Alliances Dave Luvison, CSAP | DeVry University Plaza G/H Study: How Business Planning Can Improve Alliance Success Rates

Session 1002 | Building Powerful Dashboards Sue Hed, CSAP | Qlik Florida Ballroom A that Engage Executives Mike Tarallo | Qlik Sense Community Advocate

3:15 p.m. – 3:45 p.m. Networking Break | Sponsored by Relayware Plaza International Foyer

3:45 p.m. – 4:30 p.m. Session 903 | The Three Laws of Profit in Ben Gomes-Casseres, CSAP | Brandeis University | Plaza G/H Partnership Alliance Strategy

Session 1003 | Eight Steps to Create Change Leona Kral Helverson, CSAP | Verizon Enterprise Florida Ballroom A for Alliance Success Solutions Karen Robinson, CSAP | Verizon Enterprise Solutions

Session 1103 | Testing and Enhancing Your Stuart Kliman, CA-AM | Vantage Partners Florida Ballroom B Organizational Alliance Management Capability: A Hypotheses Testing, Data Driven Approach

4:40 p.m. – 5:00 p.m. Closing General Session Plaza G/H

6:00 p.m. – 8:00 p.m. Networking Celebration Upper Pool Deck

10 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA ASAP Global Members

ASAP Corporate Members

Alliancesphere GlaxoSmithKline (GSK) Polycom American Family Insurance GO Productivity PricewaterhouseCoopers Amgen Grunenthal PWC UK ANCILE Solutions Halozyme Therapeutics Qlik Bayer HealthCare HealthCore Quintiles Becton Dickinson Infosys Reckitt Benckiser Group Boehringer Ingelheim Pharmaceuticals Intel Relayware Border States Electric Intel Security Revenue Storm Brocade Ipsen The Rhythm of Business The Chapman Group JDA Software Ricoh Americas Corporation Colgate Palmolive Mead Johnson Nutrition Royal Philips Electronics Colt Technology Services Medifast Servier Communications Media National Grid StrategyGen Cornerstone OnDemand Nationwide SUSE Daiichi Sankyo NEC Corporation of America Teva Pharmaceuticals Dassault Systemes Nimble Storage Thomson Reuters Elite Elm Panduit Unisys Emergent Biosolutions Partnering Solutions Vantage Partners Enbridge Pipelines Pfizer Zealand Pharma F. Hoffman LaRoche Pierre Fabre Medicament Florida Hospital Strategic Venture Group Plantronics

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 11 2015 ASAP Global Alliance Summit Sponsor Recognition

ASAP would like to acknowledge the following companies and their commitment and support of our organization. We greatly appreciate their investment in making the 2015 ASAP Global Alliance Summit a huge success.

Platinum Sponsor

MARCH 2-5, 2015 ORLANDO, FLORIDA

Vantage Partners is the world’s leader in helping companies achieve breakthrough business results by transforming the way they negotiate, and manage relationships with, key business partners. With a direct heritage from the Harvard Negotiation Project, Vantage provides both capability building services-helping client implement the processes, tools, and approaches necessary to implement organizational strategies that rely on external collaboration to succeed and direct support services-both launching new alliances and intervening in and enhancing those alliances that are failing to achieve all that they might.

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

Gold Sponsor Open the door to a new foundation for alliance management with The Rhythm of Business. Take on the challenges of the connected ecosystem era. Deliver the strategic and financial success the executive suite expects. Partner with The Rhythm of Business to transform your alliance and partnering practices. Embed the partnering mindset, skillset and toolset throughout the organization—with our cross-industry consulting and comprehensive learning programs for executives, team members and alliance managers. Our proven strategies, frameworks, and tools increase partnering performance and drive revenues while reducing complexity and risk in individual alliances and your overall portfolio.

When partnering is mission critical, the status quo no longer works. Take your alliance and collaboration management capabilities to new heights with The Rhythm of Business. Learn more at www.rhythmofbusiness.com and follow us on Twitter @RhythmofBiz.

Silver Sponsors Break Sponsor

12 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA ASAP Executive, Management & Advisory Board of Directors

Toni Adams Andy Hull Vice President Global Partner and Alliance Marketing Vice President, Global Alliance Management VMWare Takeda Pharmaceuticals Erna Arnesen, CSAP* Kerri Lampard, CSAP VP, Global Channel & Alliance Marketing Director, IoE Software Alliances Plantronics Cisco Systems, Inc. John Barry Charlie Li Head, Vendor Strategy and Management Vice President Merck & Co Capgemini Steve Blacklock, CA-AM Ron Long Senior Director, Global Strategic Alliances Head of Multi-Alliance GTM Citrix Systems, Inc. NetApp Nancy Breiman, CSAP Robert Porter Lynch, CA-AM Manager, Innovation Solutions & Business Development President IBM Corporation The Warren Company Russ Buchanan, CSAP* Brooke Paige, CSAP* Vice President, Worldwide Alliances Staff Vice President, Strategic Initiatives and Chief of Staff Xerox HealthCore Christine Carberry, CSAP* Donna Peek, CSAP* SVP, Quality, Technical Operations, Program & Alliance Management Director, Partner Enablement & Operations FORUM Pharmaceuticals SAS Institute Scott Davidson Sean Phelan General Manager - Developer and Platform Evangelism Executive Director, Global Strategic Alliances Microsoft Dell, Inc. Tony DeSpirito, CSAP R. Lynn Richards, CSAP* Managing Director - Strategic Accounts Vice President Global Alliances Schneider Electric Unisys Nick Dunscombe, CA-AM Mary Jo Struttmann, CA-AM Leader, Global Alliance Management Centre Of Excellence Senior Director, Alliance Management AstraZeneca Astellas Andy Eibling, CSAP David Thompson, CA-AM* Vice President, Alliance Management Chief Alliance Officer Covance Lilly David Erlenhorn, CSAP Steve Twait, CSAP* Director of Alliance Strategy and Operations VP, Alliance and Integration Management (AIM) KPMG AstraZeneca Adam Famularo Jan Twombly, CSAP* Global VP, Channel Sales President Verizon The Rhythm of Business Frank Grams, PhD Cindy Warren Vice President, Head of Alliance Management & Contracting Vice President Alliance Management Sanofi Janssen Global Services Nancy Griffin, CA-AM Norma Watenpaugh, CSAP VP, Strategic Alliances Principal Novartis Pharmaceuticals Corporation Phoenix Consulting Group Brian Handley, CA-AM* Sheila Westmoreland, PMP Business Development Sr. Director, Alliance Project Leader Emerson Corporation AbbVie Terry Herring President Commercial Operations Mission Pharmacal * Executive / Management Board

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 13 Overview of Sessions

Monday, March 2, 2015 Track 100: Collaboration to the Core 1:30 p.m. – 2:15 p.m. 2:20 p.m. – 3:05 p.m. 3:05 p.m. – 3:50 p.m. 4:00 p.m. – 4:45 p.m. Plaza G/H Plaza G/H Plaza G/H Florida Ballroom A & B Session 105 Session 804 Session 106 Session 108 Creativity - An Essential Ability The Second Annual ASAP Future of Capitalism: Speed Networking for Collaboration Marshmallow Challenge Collaborative Capitalism

Tuesday, March 2, 2015 – Morning Sessions Track 200: Collaboration at the Core: Forging the Future of Partnering 8:45 a.m. – 9:30 a.m. 9:30 a.m. – 10:15 a.m. 10:45 a.m. – 11:15 a.m. 11:15 a.m. – 12:00 p.m. Plaza G/H Plaza G/H Plaza G/H Plaza G/H Session 201 Session 202 Session 203 Session 204 Opening Keynote Presentation: ASAP Alliance Excellence Awards Meet the 2015 ASAP Alliance Special Conference Keynote Dale Ketcham | Chief of Strategic Excellence Award Winners Presentation: Dr. Mark Rosenberg, Alliances | Space Florida MD, MPP | President & CEO | The Task Force For Global Health The New Space Industry: Fostering Real Collaboration: Partnering for the Future Lessons from Solving Global Health Problems

Tuesday, March 3, 2015 – Afternoon Sessions Track 300: Go To Market And Revenue Generation 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. Plaza G/H Plaza G/H Plaza G/H Plaza G/H Session 301 Session 302 Session 303 Session 304 Opportunities Abound: Optimizing Your Alliance Connecting the Ecosystem: Creating Value, Measuring Prioritizing Joint Solution Partnerships Using a Strategic Being the Catalyst to Accelerate Impact Development to Drive Results Account Management Approach Multi-Partner Go to Market Plans

Track 400: Turning Disruption Into Innovation Florida Ballroom A Florida Ballroom A Florida Ballroom A Florida Ballroom A Session 401 Session 402 Session 403 Session 404 Partnering in an Open Ecosystem Transforming Partnering Post Assembling the Case for Action: Lessons Learned from Managing Disruption Enrolling Stakeholders, Finding Alliance Disruptions Money, Overcoming Objections

Track 500: Leadership For Change Agents Florida Ballroom B Florida Ballroom B Florida Ballroom B Session 501 Session 502 Session 503 Improving Alliance Outcomes: Alliance Manager’s Role in Negotiation, Nuance, Conflict & Resolution – The Nonverbal What’s an Alliance Professional Integrating Acquired Companies Advantage to Do? *90-minute session

14 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Overview of Sessions

Wednesday, March 4, 2015 – Morning Sessions Track 600: Biopharma Focus: Partnering - The Lifeblood Of The Industry 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. Plaza G/H Plaza G/H Plaza G/H Plaza G/H Session 601 Session 602 Session 604 Session 603 Collaborating Creatively to Build Aligning Quality Mindsets Balancing Lifecycle Partnering to Diversify Yields Innovation into the Pipeline Among Alliance Partners Management and Portfolio Rapid Growth Priorities in Mature Alliances

Track 700: High Tech Focus: Channel Success Today Florida Ballroom A Florida Ballroom A Florida Ballroom A Session 701 Session 702 Session 703 Succeeding in Tomorrow’s Enabling the Channel As Telco It’s Not About You: Optimizing Channel Relationships* World Today: Frontline Channel and the Data Center Converge *90-minute session Executive Perspectives

Track 800: Partners In Many Ways Florida Ballroom B Florida Ballroom B Florida Ballroom B Florida Ballroom B Session 802 Session 801 Session 803 Session 107 Expanding Innovation Aligning for the Health and One Word to Jumpstart or A Global Framework for Partnering with Academia Safety of Business Travelers Reinvigorate Your International Leadership of Collaborative and Ex-Pats Growth Strategy: Partnership Relationships

Wednesday, March 4, 2015 – Afternoon Sessions Track 900: Alliance Research: Fact-Based Underpinning 1:35 p.m. – 2:20 p.m. 2:30 p.m. – 3:15 p.m. 3:45 p.m. – 4:30 p.m. Plaza G/H Plaza G/H Plaza G/H Session 902 Session 901 Session 903 Setting the Agenda: A Forum of Academic ASAP’s 5th State of Alliances Study: How The Three Laws of Profit in Partnership Researchers and Industry Practitioners Business Planning Can Improve Alliance Success Rates

Track 1000: Strengthening The Foundation - Core Skills Florida Ballroom A Florida Ballroom A Florida Ballroom A Session 1001 Session 1002 Session 1003 Creating and Sustaining Productive Building Powerful Dashboards that Eight Steps to Create Change for Alliances among Competitors Engage Executives Alliance Success

Track 1100: Sharpening The Edge - Advanced Skills Florida Ballroom B Florida Ballroom B Florida Ballroom B Session 1101 Session 1102 Session 1103 Leading from the Start: Creating a Managing an Alliance During the Testing and Enhancing Your Organizational Collaborative and Systematic Alliance Termination Period Alliance Management Capability: A Development Process Hypotheses Testing, Data Driven Approach | Vantage Partners Sponsored Session

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 15 Celebrating Expertise and Leadership at the 2015 ASAP Global Alliance Summit

Thank you to all the companies who submitted their entries to be considered for the 2015 Alliance Excellence Awards.

Congratulations to our Finalists! Individual Alliance Excellence Medifast | Medix National Grid | Earth Networks Sanofi | ImmunoGen Alliance for Corporate Social Responsibility The Dow Chemical Company | The Nature Conservancy Novartis | Malaria No More Innovative Best Alliance Practice Janssen - Pharmaceutical Companies of Johnson & Johnson Philips Alliance Program Excellence Bayer HealthCare Takeda Pharmaceuticals And the winner is…find out on Tuesday, March 3! ASAP Alliance Excellence Award Categories

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.

Alliance 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.

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.

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.

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 17 Pre-Conference Professional Development Workshops – Monday, March 2, 2015 Additional fee is associated with workshops; they are not included in the Full Conference Pass.

CA-AM Certification Exam Prep Workshop Introduction to Alliance Management Workshop: Tools Session 101 and Techniques 8:30 a.m. – 2:30 p.m. | Discovery 44 Session 103 Speaker: Ann Trampas, CSAP | Practice Lead | Phoenix 8:30 a.m. – 2:30 p.m. | Discovery 47 Consulting Group Speakers: David Thompson, CA-AM | Chief Alliance Officer, The Certificate of Achievement - Alliance Management (CA-AM) review Alliance Management | Eli Lilly and Company course is designed to reinforce and refresh concepts covered in the CA- Jeff Hurley, CA-AM | Director, Alliance Management | Eli Lilly AM exam. Modules begin with a review of key alliance concepts and then and Company moves to a case scenario analysis designed to encourage conversation and clarification of those concepts. Each module concludes with a Steve Twait, CSAP | VP, Alliance and Integration Management | AstraZeneca summary of key takeaways. Eli Lilly and Company is offering an introductory training course for new Based on the principles covered in The ASAP Handbook of Alliance alliance managers. The course is a distillation of Lilly’s century of Management: A Practitioner’s Guide, this course addresses the following business alliance experience led by 3 of the most skilled alliance areas covered in the CA-AM exam: managers in the field—David S. Thompson, Chief Alliance Officer, Eli Lilly Alliance Life Cycle Framework and Company, Jeff Hurley, Director, Alliance Management, Eli Lilly & Strategic Rationale and Readiness Company and Steve Twait, VP, Alliance and Integration Management Alliance Selection Alliance Execution AstraZeneca. The course will provide never-before published case Planning and Organizing Skills studies, tools, and techniques used to train alliance managers at Lilly. Management and Leadership Skills Upon completion of this non-industry specific course, students will have working knowledge of alliance management including the start-up, CSAP Exam Prep Workshop maintenance, and winding down of alliances as well as an understanding of how to get the most value from an alliance. Session 102 8:30 a.m. – 2:30 p.m. | Discovery 45 Students who attend the course will have the opportunity to participate in a pre-session discussion and survey and will receive a set of battle- Speaker: Norma Watenpaugh, CSAP | Principal | Phoenix tested alliance management tools and a post-session follow-up with the Consulting Group instructors. The Certified Strategic Alliance Professional (CSAP) review course ASAP would like to thank Eli Lilly and Company for donating all materials, IP promotes discussion around alliance management judgment, as well as and instructors for this workshop. knowledge. Each module begins with a brief case scenario designed to encourage conversation around key alliance management themes, includes review of related concepts, and concludes with a summary of key takeaways.

Based on the principles covered in The ASAP Handbook of Alliance Management: A Practitioner’s Guide, this interactive course addresses the following areas covered in the CSAP exam: Alliance Strategy and Partner Selection Alliance Formation Processes Managing Alliances Developing Organizational Alliance Skillsets Fostering Collaborative Organizational Mindsets

18 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Pre-Conference Professional Development Workshops – Monday, March 2, 2015 Additional fee is associated with workshops; they are not included in the Full Conference Pass.

Designing a Partnership that Works: Onboarding Your learning approach and focuses on four planks or sections of successful High Tech Partnership partnership requirements: Strategy Session 104 Go to market / Selling together 8:30 a.m. - 2:30 p.m. | Discovery 46 Coaching and mentoring Governance Speaker: Candido Arreche, CA-AM | Global Director of Portfolio & Partner Management, Six Sigma Black Belt | Xerox Participants will learn: Worldwide Alliances 1. How to quickly develop an alliance relationship by leveraging a “four pillar” process This experiential and interactive workshop was designed by Xerox for 2. Techniques and tools to quickly enable joint strategies use in creating a framework for its partnership success. Used with your alliances partner numerous times for many of its partnerships, the Xerox program 3. Ways to agree and leverage a business plan that makes reinforces the process and opportunities for partners to quickly work sense and works! and adapt to an alliance. Furthermore, it helps the alliance become 4. How to accelerate the creation of an alliance partner’s more effective and efficient in managing the relationship. One of the pipeline, deal conversion and margin potential most critical steps in developing an alliance is how to help the partner 5. How to help the partner quickly close alliance deals and reduce their time to revenue (TTR). rapidly close business from it. This program also provides organizations with the knowledge, direction, steps and timeline The Xerox program creates and maintains partnerships for one primary needed to effectively market, sell, close, and deliver alliance reason: to get results for everyone involved! opportunities by leveraging a joint strategy approach. ASAP would like to thank Xerox for donating all materials, IP and instructors This workshop includes case studies designed to enhance a hands-on for this workshop.

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 19

Monday Session Descriptions – Track 100

Track 100: Collaboration to the Core

Creativity - An Essential Ability for Collaboration Future of Capitalism: Collaborative Capitalism Session 105 Session 106 1:30 p.m. – 2:15 p.m. | Plaza G/H 3:05 p.m. – 3:50 p.m. | Plaza G/H Speaker: Jeffrey Cummings, CSAP, PhD | Associate Professor | Speaker: Robert Porter Lynch, CA-AM | CEO & Thought Loyola University Leader| The Warren Company

Collaboration requires new ideas, new solutions and presents new Collaborative Capitalism is the winner in the competitive game. We have problems to solve. Collaboration requires creativity. This fast-paced ample evidence of how, given a level playing field, the Collaborationists win nine times out of ten. This highly interactive session includes an interactive session will hone your creative gene and give you an edge as exercise in the Economics of Trust to demonstrate the powerful market a collaborator. distinction Collaborative Capitalism presents to those who embrace it.

The Second Annual ASAP Marshmallow Challenge Speed Networking Session 804 Session 108 2:20 p.m. – 3:05 p.m. | Plaza G/H 4:00 p.m. – 4:45 p.m. | Florida Ballroom A & B Speaker: Jeff Shuman, CSAP, PhD | Principal | The Rhythm of Facilitator: Sue Hed, CSAP | Senior Alliance Executive | Qlik Business The networking at the ASAP Global Alliance Summit brings people back year after year. Participate in the first networking event of the conference Like alliances themselves, this second annual Marshmallow Challenge is and see how many people you can meet—and seed all those follow-on conceptually simple, but actually quite difficult. Join the fun and conversations that will occur throughout the week. Bring plenty of participate in this team event that reveals the true nature of business cards! collaboration. Bring a team of four or come alone and learn how to quickly collaborate with strangers. You’ll use skills you didn’t know you have, have fun—and you’ll learn an alliance management technique you can use at kickoff meetings and for team building. Because every alliance has its marshmallow.…

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 21 Tuesday Session Descriptions – Track 200

Track 200: Collaboration at the Core: Forging the Future of Partnering

Opening Keynote Presentation: Meet the 2015 ASAP Alliance Excellence Award The New Space Industry: Partnering for the Future Winners Session 201 Session 203 8:45 a.m. – 9:30 a.m. | Plaza G/H 10:45 a.m. – 11:15 a.m. | Plaza G/H Speaker: Dale Ketcham | Chief of Strategic Alliances | Space Moderator: Jan Twombly, CSAP | President | The Rhythm of Florida Business

New technologies, new entrants and government funding constraints What differentiates our award winners from the rest? How have they are shaking up the dynamics of the space industry, paving the way for overcome some of the common obstacles to alliance success and partnership among improbable partners. Space Florida, plays a critical demonstrated impressive results? Join our interactive discussion with role in shaping the ecosystem of the space industry in Florida, including the 2015 ASAP Alliance Excellence Award Winners-and start planning for fostering innovation and partnership. Our Opening Keynote speaker will your submission to next year’s nominations! share with us how the industry is changing, adopting a more commercial outlook and shifting from a government subcontracting mindset to one of partnership. He’ll share stories of billionaire space entrepreneurs and Special Conference Keynote Presentation the challenges of aligning their business models with that of NASA, the Fostering Real Collaboration: Lessons from Solving US government’s space agency; of shifting culture, expectations and Global Health Problems ways of working. Maybe there is an element of rocket science to Session 204 partnering after all! 11:15 a.m. – 12:00 p.m. | Plaza G/H Speaker: Dr. Mark Rosenberg | President & CEO | The Task ASAP Alliance Excellence Awards Force For Global Health

Session 202 Complex, cross-sector, multi-stakeholder collaborations are increasingly 9:30 a.m. – 10:15 a.m. | Plaza G/H the only way to tackle big issues and big opportunities. Our Special Conference keynote presenter will share his learning—and collaboration Presenters: Mike Leonetti, CSAP | President & CEO | ASAP and partnering methodology developed as a result—from working with Annlouise Goodermuth, CSAP | Director, Alliance Management, several successful and not so successful partnerships in the realm of Strategy, Science Policy and External Innovation | Sanofi global health. He’ll take us “under the hood” in order to give the alliance professional a view into the “Partnership Pathway” he and his colleagues The 2015 ASAP Alliance Excellence Awards shine the spotlight on those developed and the outcomes achieved. exemplars of business collaboration-organizations that are forging the future of partnering. Join us as we recognize the people and teams, relationships, and approaches that foster collaborative culture and nurture collaborative engagements, for years or even decades.

22 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Tuesday Session Descriptions – Track 300

Track 300: Go To Market and Revenue Generation

Opportunities Abound: Prioritizing Joint Solution Connecting the Ecosystem: Being the Catalyst to Development to Drive Results Accelerate Multi-Partner Go to Market Plans Session 301 Session 303 1:15 p.m. – 2:00 p.m. | Plaza G/H 3:25 p.m. – 4:10 p.m. | Plaza G/H Speakers: Nancy Breiman, CSAP | Manager, Innovation Speakers: Ron Long | Head of Multi-Alliance GTM | NetApp Solutions & Business Development | IBM Corporation Maria Olson | Vice President, Global Alliances | NetApp Kim Lockwood, CA-AM | Global Alliance Director, IBM Global NetApp’s highly effective catalyst approach streamlines the processes Alliances | IBM Corporation necessary for realizing the benefits of three- and four-way alliance Whether you are establishing a new alliance or moving an existing programs. Market speed requires enormous commitment and precision alliance forward, prioritizing joint-solution focus areas can be daunting. from teams spread across highly matrixed enterprises so they can rapidly This session explores the where, why, and how of resource placement to respond to customer needs with tight execution on programs that drive drive both short-term results and long-term sustainability. It also customer value and market innovation. Removing roadblocks enhances explores ideas and collaborative methodologies used to assist alliance market leadership, sales acceleration, and product innovation. The managers with this challenge. session addresses critical success factors for implementing this strategy as well as potential roadblocks and mitigation factors.

Optimizing Your Alliance Partnerships Using a Strategic Account Management Approach Creating Value, Measuring Impact Session 302 Session 304 2:10 p.m. – 2:55 p.m. | Plaza G/H 4:20 p.m. – 5:05 p.m. | Plaza G/H Speakers: LaVon Koerner | President & Chief Revenue Officer | Speakers: Phil Sack, CSAP | Chapter President | ASAP Asia Revenue Storm Collaborative Business Community

Bernard Quancard | President & CEO | Strategic Account Norma Watenpaugh, CSAP | Principal | Phoenix Consulting Management Association Group

Operating an alliance partnership is often a complex process requiring a The very premise of partnering is to create new value that could not be sophisticated sales approach. It’s important to determine whether a achieved independently. Phoenix Consulting Group has conducted strategic account management approach is right for your company, and research into how alliances create corporate value through the lens of if so, the steps to take to implement one. Participants attending this the best practices of the highest performing alliances. More over this session learn high-yield methods for constructing and executing research reveals how high performers measure the value they create and advanced techniques for a strategic account management approach to what they measure differently from the rest. their alliance partnership. This highly interactive, mini-workshop combines research with a Model for value proposition development and practical application and collaborative learning. Workshop participants will develop a Win/Win/Win value proposition and learn how to apply a metrics Model to drive alliance performance. Real case examples from past workshops from alliance communities in Asia, the US, and Europe will be shared.

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 23 Tuesday Session Descriptions – Track 400

Track 400: Turning Disruption into Innovation

Partnering in an Open Ecosystem Assembling the Case for Action: Enrolling Session 401 Stakeholders, Finding Money, Overcoming Objections 1:15 p.m. – 2:00 p.m. | Florida Ballroom A Session 403 Speakers: Fred Azar, PhD | Director, Strategic Alliances | Philips 3:25 p.m. – 4:10 p.m. | Florida Ballroom A Speakers: Andrew McCormick | President | End Buruli Ulcer Gijs Habets | Director of Strategic Alliances & Partnerships | Alliance Philips

Ecosystems require a different approach toward partnerships, compared Michael Taylor, CA-AM | CEO | SchellingPoint to the traditional form of bilateral collaboration. Successful, thriving When 31 groups came together to form the End Buruli Ulcer Alliance and ecosystems usually encompass multiple salient partnerships. Philips’ make a measurable impact in the globe’s most neglected disease, they became well-versed in strategically managing new and existing created a new mechanism for revenue generation to overcoming years ecosystems as its portfolio transformed over time from standalone of inertia. This presentation uses their experience to explore the products to interconnected products and services. At Philips, this challenges of alliances and answer questions such as: How do you raise evolution is taking place in both the HealthTech business as well as in the money when everyone says they have none to spare? How do you Lighting solutions space, impacting Philips Hue, the HealthSuite Digital confirm the need and a valid case for action with sparse data? How do Platform, Smart Cities, and Personal Health. Some of these ecosystems you clarify a valuable set of shared outcomes in the face of conflicting are open, requiring the engagement of partners to connect their motivations? How do you surface all of the resistance and then mitigate products and build applications on top of Philips’ platform, or connect it to each stakeholder’s satisfaction? How do you create a coordinated the platforms. Some ecosystems are closed, where Philips decides on the plan of action when no one works for you? partner selection. This session will discuss the strategic approaches used by Philips to manage the company’s ecosystem. Lessons Learned from Managing Alliance Disruptions Session 404 Transforming Partnering Post Disruption 4:20 p.m. – 5:05 p.m. | Florida Ballroom A Session 402 Speaker: Mark Mattox | Director, Global Alliance Partners | 2:10 p.m. – 2:55 p.m. | Florida Ballroom A Verizon Enterprise Solutions Moderator: Lorin Coles, CSAP | CEO | Alliancesphere Alliance disruptions come from many sources, including just the normal Speakers: Tony DeSpirito, CSAP | Managing Director- course of business. These include the impact of new leadership, Strategic Accounts | Schneider Electric changing priorities and simple differences in approach to achieving agreed upon objectives. They can cause partners to drift apart or R. Lynn Richard, CSAP | Vice President, Global Alliances | Unisys overlook opportunity that may appear unexpectedly if a relationship is Laura Voglino | Vice President, Global Alliances and Ecosystem maintained. This session shares the presenter’s experiences in managing Development | IBM Corporation the “normal disruptions” and includes roundtable discussions to allow participants to examine and share their views on managing typical Cloud. Smart Cities, Sustainability. SaaS. The Internet of Things. The need disruptive scenarios. for new partners and new business models that has caused so much disruption in the technology industry is no longer new. It is what is. Our panel of partnering executives will discuss the building blocks of partnering success on the "day after" the disruption.

24 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Tuesday Session Descriptions – Track 500

Track 500: Leadership For Change Agents

Improving Alliance Outcomes: What’s an Alliance Negotiation, Nuance, Conflict & Resolution – The Professional to Do? Nonverbal Advantage* Session 501 Session 503 1:15 p.m. – 2:00 p.m. | Florida Ballroom B 3:25 p.m. – 5:05 p.m. | Florida Ballroom B Speakers: Jeff Shuman, CSAP, PhD | Principal | The Rhythm of *90-minute session Business Speaker: Dr. Jack Brown | Nonverbal Communication Expert, Physician | Body Language Success Jan Twombly, CSAP | President | The Rhythm of Business The vast majority of all face-to-face communication is transmitted and What can alliance professionals do in order to realize a step-function received via body language—yet we approach nonverbal improvement in partnering outcomes? The mantra of the day seems to communication content with seeing just 1% or less (no exaggeration) of be, “Be more strategic.”What does that mean in an environment of over- the information that’s constantly available to us. The ability to read the stretched resources and greater numbers and types of partnering thought-feelings of the person you’re negotiating with—or understand arrangements? A two-part hypothesis is presented that includes the meaning behind the carefully nuanced words of a partner, could be introduction of a new model for alliance management and a call to “bake the difference between coming to an agreement—or not. This 90 minute partnering in.” workshop adds a non-verbal toolkit to the alliance professional’s arsenal. A taste of what you’ll learn in this action packed session includes: Roundtable discussions will address the leadership questions related to Rapport and relationship—nonverbal builders and approaching alliance management activities more strategically—and destroyers thus more connected to the outcomes that matter—without a big Sincerity vs. insincerity commitment of new resources. Sitting for influence and common mistakes Eye contact (too much, too little or just right) De-escalation and working with angry individuals Alliance Manager’s Role in Integrating Acquired Companies Session 502 2:10 p.m. – 2:55 p.m. | Florida Ballroom B Moderator: Troy Gautier, CA-AM | Managing Director & Chief Alliance Officer | Alliances Progress, LLC

Speakers: Gerry Dehkes, CSAP | Principal | Booz Allen Hamilton

Nick Dunscombe, CA-AM | Leader, Global Alliance Management Center of Excellence | AstraZeneca

Kim Lockwood, CA-AM | Global Alliance Director, IBM Global Alliances | IBM Corporation

Many of the same leadership skills for successful alliance management are transferable to integrating an acquired company. This discussion will highlight those skills and address some of the unique considerations when integrating and acquired company—and its alliances.

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 25 Options are always good…

Taking a CA-AM Exam Prep Workshop just got a whole lot easier!

There are now three options to participate in this workshop and get one step closer to your CA-AM Certification.

Face-to-Face at 2015 ASAP Global Alliance Summit | 1March 2 in Orlando, Florida | $899 per person

ASAP’s Virtual CA-AM Exam Prep Webinar customized for your alliance team | 2Minimum 8 participants | $599 per participant

Self-Paced eLearning CA-AM Workshop | 3Individual enrollment | $429 per participant

Visit www.asapweb.org/cert-prep to find out more.

For more information about these professional development opportunities please contact Jennifer Silver at +1 781.562.1630 x 205 or email [email protected] Wednesday Session Descriptions – Track 600

Track 600: Biopharma Focus: Partnering – The Lifeblood of the Industry

Collaborating Creatively to Build Innovation into the interest in investing in outcomes studies or expanding into niche Pipeline indications. Newer products may get added to the sales rep’s bag, taking focus off the alliance product. Our panel will explore these and other Session 601 challenges of maturing alliances and share their lessons learned for 8:25 a.m. – 9:10 a.m. | Plaza G/H regularly finding an aligned product strategy. Speaker: Shelia Westmoreland, DPM, MPH, PMP | Sr. Director, Alliance Project Leader | AbbVie Partnering to Diversify Yields Rapid Growth One of the more intriguing alliances in biopharma announced this past year Session 603 is the one between AbbVie and Calico, the Google-backed life sciences company. Curious about what it is like to partner with a Google-backed 11:30 a.m. – 12:15 p.m. | Plaza G/H company? You will not want to miss this session that provides a perspective Speaker: Terry Herring | President, Commercial Operations | on the shape of things to come in a swiftly changing business landscape. Mission Pharmacal

By leveraging a unique business structure that allows it to partner in Aligning Quality Mindsets Among Alliance Partners highly productive and forward-thinking ways, Mission Pharmacal built a sound business and partnering strategy, allowing it to nearly double Session 602 revenues every year over the past 10 years. The journey this small, family- 9:20 a.m. – 10:05 a.m. | Plaza G/H owned company is pursuing offers insights and proven techniques for Speakers: Diana Brassard, CA-AM, PhD | Alliance Manager - building successful partnerships that diversify products, brands, Oncology | Sanofi markets, and services in pursuit of growth. Mission’s story offers rich learnings participants can apply and adapt as their companies reach for Sherri Wallinger, ASQ, CMQ/OE | Manager, Alliance & Partner the next level of growth. Quality Management | Sanofi

Quality has wide-reaching impact on partnerships and alliances, but quality cultures can be wide-ranging across organizations. Misalignments between the respective quality teams can negatively impact timelines, costs, and relationships. If not successfully addressed up front, misalignment can degrade company morale and profits. This session addresses best practices for creating, maintaining, and nurturing a common culture of quality among diverse alliance partners.

Balancing Lifecycle Management and Portfolio Priorities in Mature Alliances Session 604 10:35 a.m. – 11:20 a.m. | Plaza G/H Moderator: Ron McRae, CSAP | Director Alliance Management | Janssen Pharmaceutical Companies of Johnson & Johnson

Panelists: Nancy Griffin, CA-AM | VP, Strategic Alliances, Global BD&L - Oncology | Novartis

Gray Hulick | Senior Director, Global Alliance Management | Takeda Pharmaceuticals

Strategic alignment between partners can be challenged as an alliance matures and priorities diverge. The partners may have differing levels of

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 27 Wednesday Session Descriptions – Track 700

Track 700: High Tech Focus: Channel Success Today

Succeeding in Tomorrow’s World Today: Frontline It’s Not About You: Optimizing Channel Relationships* Channel Executive Perspectives Session 703 Session 701 10:35 a.m. – 12:15 p.m. | Florida Ballroom A 8:25 a.m. – 9:10 a.m. | Florida Ballroom A *90-minute session Moderator: Jennifer Vessels | CEO | Next Step Speakers: Dede Haas, CA-AM | Channel Sales Strategist | DLH Services Speakers: Erna Arnessen, CSAP | VP Global Channel & Alliances Marketing | Plantronics Ann Trampas, CSAP | Practice Lead | Phoenix Consulting Group This 90-minute, hands-on workshop addresses what it takes for vendors Chuck Krogman | Vice President, Contact Center Sales, and partners to build a successful channel sales partnership. Fancy America’s | Mitel channel programs and spiffs can’t replace the essential component of Toby McDuffie | Senior Director Buying Programs | Symantec relationships where business partners feel they are treated well. The Corporation vendor must help their partners be successful and build their businesses--something sorely lacking in today’s channel management. The growth of mobility and ‘cloud’ along with globally diverse and This session provides guidance on starting a relationship with a millennial buyers is creating disruption in traditional ‘go to market’ prospective channel partner through the recruitment process. Key relationships. For alliance, channel and technology executives to components of channel partner success include ensuring that the succeed, they must adapt, reinvent and leverage new types of partner vendor understands and appreciates the partner’s business model, relationships. Our panel of channel executives brings real world openly communicating with and supporting partners, helping them experience in channel transformation and growth across the understand what to expect from the relationship, helping partners make communications, software, security and consumer/gaming industries. well-informed and prudent business decisions with overall positive and During this session, participants will learn key best practices for adapting profitable impacts, and managing relationship success. channel approaches for success today and tomorrow.

Enabling the Channel As Telco and the Data Center Converge Session 702 9:20 a.m. – 10:05 a.m. | Florida Ballroom A Speaker: Jeff Schmitt | Senior Director, Cloud Services Enablement | CenturyLink Cloud

One of the consequences of the third wave of IT transformation, as it is referred to by IDC, is the shift of traditional telco channel and alliance partners via the integration of telecom and cloud. Drawing upon his experiences leading various channel and alliance routes to market in both traditional IT and public cloud companies, our presenter will discuss the implications for enabling the channel at an operational level, covering such topics as aligning customer messaging value propositions and experiences and overcoming roadblocks in systems, culture and business model.

28 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Wednesday Session Descriptions – Track 800

Track 800: Partners in Many Ways

Expanding Innovation Partnering with Academia One Word to Jumpstart or Reinvigorate Your Session 802 International Growth Strategy: Partnership 8:25 a.m. – 9:10 a.m. | Florida Ballroom B Session 803 Speaker: Bridget Moloney | Industrial Liaison Officer | 10:35 a.m. – 11:20 a.m. | Florida Ballroom B University of Waterloo Speaker: Brian Lloyd, CSAP | Executive Vice President, Collaborating with academic researchers is one way a company can International & Business Development | Medifast extend innovation potential and address unique challenges. Academia is Looking for ways to get started with global growth expansion or breathe already involved in researching innovations in disruptive technologies, new life into an existing alliance? This session offers insights and tips for such as the Internet of Things, autonomous vehicles, energy storage, 3D anyone seeking to jumpstart growth through partnering, including printing, and advanced materials. Such transformative research is being effective methods for building a partnering playbook with established brought into the marketplace across all industry sectors--enhancing metrics for tracking success. As a fast-growing weight management CPG business productivity, job creation, and quality of life. This session company, Medifast contemplated its global growth strategy and decided addresses how to collaborate with academia, addressing some of the key to jump with entrepreneurial zeal headfirst into partnering to carve out issues of technology transfer, intellectual property, and ways to extend a rapidly expanding global footprint. The company has learned from research budgets. ASAP veteran professionals and forged its own growth track. This session will provide easy to implement action items to create a robust governance process, manage north/south cultural issues, collaborate Aligning for the Health and Safety of Business with competitors, and become a partner of choice through Travelers and Ex-Pats empowerment over dominance. Session 801 9:20 a.m. – 10:05 a.m. | Florida Ballroom B A Global Framework for Leadership of Collaborative Speakers: John Maltby | Director, Group Strategy & Alliances | Relationships Control Risks Session 107 Sally Wang | Vice President Global Alliances and Partnerships | 11:30 a.m. – 12:15 p.m. | Florida Ballroom B International SOS Assistance, Inc. Moderator: Gregory Burge, CSAP | Principal | Corporate When trouble erupts somewhere in the world, companies may have to Partnering Services scramble to get security and perhaps medical assistance to their executives. They often turn to two companies whose long standing Panelists: Nimma Bakshi, CA-AM, MBA, MSOR | Managing alliances has mastered seamless information and work flows, aligning Director, Corporate Advisory Services, Alliances Group | PWC each other’s marketing teams, coordinated delivery of services, effective Dr. Aleksandr N. Zhuk | Co-Founder and President | Business governance, and more. Through the story of their alliance’s effort to help Relationship Management Institute a client and its employees through a particularly challenging crisis in ASAP is partnering with the American National Standards Institute (ANSI) West Africa, where getting best in class medical provision and security to oversee the proposed U.S. involvement of an international standard support was essential, our presenters will discuss how these two for “Collaborative Business Relationships.” This discussion will highlight previously competing businesses brought disruption to the business how companies that voluntarily adopt it can benefit as well as ASAP’s travel health and security market. role in developing the standard

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 29 Wednesday Session Descriptions – Track 900

Track 900: Alliance Research: Fact-Based Underpinning

Setting the Agenda: A Forum of Academic Researchers ASAP’s 5th State of Alliances Study: How Business and Industry Practitioners Planning Can Improve Alliance Success Rates Session 902 Session 901 1:35 p.m. – 2:20 p.m. | Plaza G/H 2:30 p.m. – 3:15 p.m. | Plaza G/H Speaker: Jeff Cummings, CSAP, PhD | Associate Professor | Speaker: Dave Luvison, CSAP | Senior Professor at Keller Loyola University School of Management | DeVry University

Academics have been investigating all kinds of alliance and partnering Despite the increase of alliance management know-how among ASAP topics for decades. But rarely have these efforts been driven by those members, the four State of Alliance Management Surveys conducted who actually need the findings-the alliance professionals who will act since 2001 found that success rates remain flat. As a case in point, in the upon and learn from them. This session features an open discussion 4th State of Alliance Management, researchers found a high level of among alliance professionals and academics with the aim of developing adoption of tools and processes but a low level of usage. One a research call: Here’s what WE need to know. This “call” will then go out noteworthy example was in the area of business planning. While 96 to the broad academic community to guide them in conducting new or percent of the respondents in that survey indicated they had a business revising prior research to better meet OUR needs. Discussions are under planning process for their alliances, only 24 percent indicated consistent way to have the results of the ensuing studies published in a major use. In this study, the researchers investigate what organizations do journal or edited volume. when planning for their alliances. The results of this study shed light on the following questions: ASAP, through its extensive membership, is uniquely positioned to help set such a broad research agenda-come join us in helping to shape the Do firms use the same planning processes for their future of the profession! alliances businesses as they do for their non-alliance operations? Is there a significant difference in the performance of firms that use a formal business planning process over those that do not? What aspects of the business planning process have the greatest influence on alliance performance? How do different financial models and incentives affect the business planning process?

The Three Laws of Profit in Partnership Session 903 3:45 p.m. – 4:30 p.m. | Plaza G/H Speaker: Ben Gomes-Casseres, CSAP | Professor, Author, Consultant | Brandeis University, Alliance Strategy Consulting

At last year’s Summit, Gomes-Casseres introduced ASAP members to a new, research-based roadmap for strategic success in partnerships, based on his forthcoming book. Building on his enthusiastically received 2014 talk, the 2015 Summit discussion will delve deeper into how this roadmap can be used to select partners and share the profits generated by complementarities. The session will address questions such as: What are the keys to success in alliance strategy? How do we create value with a partner, and then share the results? What tools can help me plan for success?

30 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Wednesday Session Descriptions – Track 1000

Track 1000: Strengthening the Foundation - Core Skills

Creating and Sustaining Productive Alliances among Eight Steps to Create Change for Alliance Success Competitors Session 1003 Session 1001 3:45 p.m. – 4:30 p.m. | Florida Ballroom A 1:35 p.m. – 2:20 p.m. | Florida Ballroom A Speakers: Leona Kral Helverson, CSAP | Principal Client Speakers: Andrew Masland | Senior Manager, Strategic Partner, Global Channels | Verizon Enterprise Solutions Alliances | NEC Corporation of America Karen Robinson, CSAP | Global Channels, Strategy & Judy Mirkin | Director Business Development/Global Alliances Operations | Verizon Enterprise Solutions | Riverbed Technology A critical skill for alliance managers is to effectively manage and create Creating an alliance among competitors may seem counterintuitive at change, as it is often required for alliances to be successful. One first glance. Situations do exist, however, when groups of competitive methodology is outlined by John P. Kotter in his book Leading Change as companies find value in working together-such as building awareness of an 8-stage process of creating major change. In this session, we will use a new market, working together to build an ecosystem to support a these steps as part of an interactive roundtable discussion where technology, and creating a level playing field for all competitors. These participants share and learn from others as we align real use cases to situations require all participants to be mindful of anti-competitive each of the 8 stages and learn how to use this as a tool for more effective actions that could result in severe penalties for all involved. Challenges change management in an alliance environment. also occur from critical legal issues, such as protection of intellectual property. When properly managed, alliances among competitive firms can offer benefits that none of the participants can realize without the participation of its competitors. This session will review several successful competitor alliances, including organization guidelines, operating policy and practice, success measures, and means to evolve the alliance over time to keep the group relevant.

Building Powerful Dashboards that Engage Executives Session 1002 2:30 p.m. – 3:15 p.m. | Florida Ballroom A Speakers: Sue Hed, CSAP | Senior Alliance Executive | Qlik

Mike Tarallo | Sr. Technical Product Marketing Manager | Qlik Sense Community Advocate

Creating a dashboard that tracks critical leading and lagging indicators is both a core tool and an important skill for alliance professionals to master. This session uses examples of dashboards that create insights and engage executives to introduce participants to the fundamentals of dashboard building, including: Setting dashboard objectives and what should be measured Establishing credibility through how measurements are gathered and displaced Common challenges and mistakes of alliance dashboards

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 31 Wednesday Session Descriptions – Track 1100

Track 1100: Sharpening the Edge - Advancing Skills

Leading from the Start: Creating a Collaborative and Managing an Alliance During the Termination Period Systematic Alliance Development Process Session 1102 Session 1101 2:30 p.m. – 3:15 p.m. | Florida Ballroom B 1:35 p.m. – 2:20 p.m. | Florida Ballroom B Moderator: John Buckingham, CSAP | Founder | Buckingham Speaker: Martin Echavarria | Principal | Coherence Alliance Partners

Trust between partners is fundamental for a healthy alliance. Panelists: Russ Buchanan, CSAP | Vice President, Worldwide Collaborative leadership must combine with an operationally focused Alliances | Xerox Worldwide process to ensure that alliances reach a level of trust needed to Ann McAuley, CA-AM | Director of Alliance Management | overcome partner diversity. This session shares processes through case Astellas US examples, including a 2013 ASAP Alliance Excellence Award winner that put negotiations at the end of the process rather than the beginning. Andrea Sinnott | Director & Founder | S.G.E. Consultancy Ltd. This approach has resulted in 75 percent-plus initial success rates and All alliances eventually come to an end, one way or another. Virtually all long-term sustainability. alliance agreements have provisions for a “wind-down” period if a partner decides it no longer wishes to engage in an alliance. Once a decision has been made and communicated that an alliance will terminate on a given date, how can an alliance manager best serve the interests of the alliance during the final stages? How do the companies come out of the process with their partnering reputation maintained or enhanced?

Testing and Enhancing Your Organizational Alliance Management Capability: A Hypotheses Testing, Data Driven Approach | Vantage Partners Sponsored Session Session 1103 3:45 p.m. – 4:30 p.m. | Florida Ballroom B Speaker: Stuart Kliman, CA-AM | Partner | Vantage Partners

Most alliance managers struggle with clearly articulating the need for change, proving that problems exist, and determining a targeted plan of action. This presentation addresses how to create a clear set of alliance organizational capability hypotheses, and how to test them in ways that clearly define organizational barriers. Managers can then create a targeted organizational enhancement plan. The session will also address the pitfalls to smooth and effective alliance execution, including key processes that support internal innovation only, where senior executives focus their time, and when critical business functions lack accountability for supporting alliance success.

32 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida 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 Alliancesphere empowers collaborative execution to drive innovation, transformation, and growth. Our collaborative business services create mutual stakeholder value while maximizing the potential of strategic relationships. www.alliancesphere.com

Alliance Strategy Custom training and consulting based on frontier research. Ben Gomes-Casseres has been a leader in the field for three decades. In 2015, Harvard will publish his “REMIX STRATEGY: The Three Laws of Business Combinations,”which offers a complete toolkit for creating value and earning a return on your alliance investments. www.alliancestrategy.com

ASAP Founded in 1998, the Association of Strategic Alliance Professionals (ASAP) is a non- profit global professional membership organization with over 2,500 members representing over 35 countries across the globe. ASAP is the community of choice for alliance, collaboration, and partnering professionals because of the tools and resources, education and professional development, and the community for networking offered to its members. Membership represents a number of industries including Hi-Tech, BioPharma, Finance, Insurance, Retail, and Consumer Service to name a few. ASAP is governed by an Executive Management Board and Advisory Board which is comprised of Sr. Executives from Global Member organizations.

ASAP Professional Development The ASAP Professional Development Program offers individuals the opportunity to demonstrate a mastery of alliance management skills and the ability to manage PROFESSIONAL collaborative business relationships. There are two levels of certification the Certification DEVELOPMENT of Achievement-Alliance Management (CA-AM) and Certified Strategic Alliance Professional (CSAP). Both exam prep workshops are offered as face-2-face at ASAP conferences, in addition the CA-AM exam prep workshop has both a virtual training option and a customized webinar option for your companies alliance management team.

ASAP Resources Explore the IP resources ASAP has to offer. Strategic Alliance Magazine, the Member Resource Library, monthly eNews, monthly webinars, ASAP Alliance Management RESOURCES Simulations, The ASAP Handbook of Alliance Management: A Practitioner’s Guide and our social media outlets.

34 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Alliance Management Resource Center

The Chapman Group The Chapman Group (TCG) helps organizations to identify and solve sales and account management challenges resulting in stronger relationships and greater revenues / margins. TCG’s metric-based approach to managing strategic relationships integrates the artistry of relationship building with the science of processes and analytics, enabling our clients to be more knowledgeable, effective, collaborative, and ultimately, more successful. Learn more on how TCG can enable success in your organization by visiting www.ChapmanHQ.com.

Relayware Relayware is the leading SaaS-based partnering automation company driving partner performance for hi-tech, manufacturing, telecommunications and insurance companies. At the core of Relayware is the Partner Cloud, a platform for deploying and integrating the tools that simplify and extend partner processes beyond the enterprise. Providing a comprehensive range of partner-centric applications, including partner portals, training, sales and marketing packs, Relayware unlocks the key to partner productivity, delivers greater partner engagement and increases return on indirect channel investment. www.Relayware.com.

The Rhythm of Business Visit The Rhythm of Business in the AMRC. Get free white papers. Learn about our comprehensive alliance management solutions, consulting services, and training— including SMART Partnering™, the newest transformational solution from The Rhythm of Business and Alliancesphere. Visit us in the Alliance Management Resource Center—or online at rhythmofbusiness.com.

SalesWedge Challenged in measuring the alliance sales funnel? Alliance networks are opaque and manually operated. Gauge early stage pipeline with SalesWedge, a SaaS enablement solution. SalesWedge is like eHarmony for sales. Account executives instantaneously find their alliance counterparts, share insight and co-sell. Executives measure partner impact and automate alliance workflow. www.SalesWedge.com | Questions? ROBERT LESSER // FOUNDER & CEO T 416.363.7446

Vantage Partners Vantage Partners-helping clients negotiate and manage key alliance relationships. Ask us about our new alliance launch, and organizational capability building, intervention and training services. www.vantagepartners.com

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Erna Arnesen, CSAP He is a certified Lean Six Sigma Black Belt. He has a bachelor degree in VP Global Channel and Alliances Marketing | Business and Technology and is working on his MBA at Rollins College. He Plantronics also holds a CA-AM (certified alliance manager) certification from the Association of Strategic Alliance Professionals. Session 701 Succeeding in Tomorrow’s World Today: Frontline Channel Executive Perspectives Fred S. Azar, PhD Director, Strategic Alliances | Philips Erna Arnesen is responsible for developing Plantronics’ global channel and strategic alliance marketing programs, channel strategies and go-to- Session 401 market models. She and her team work with strategic partners on Partnering in an Open Ecosystem developing customized marketing strategies and programs for key Fred S. Azar, PhD has 15+ years of industry experience partners such as Microsoft, Cisco, and Avaya. in medical device innovation, strategic marketing and Prior to Plantronics, she was VP Global and Strategic Partners at Cisco. In business development, and worked for leading corporations this role, she managed the worldwide partner and alliance strategy for such as GE, Siemens, BD & Philips. Fred Azar is currently Head of Health Cisco Services, and worked with Worldwide Channels and Strategic Systems Strategic Alliances at Philips HealthTech. Fred is responsible for Alliances to develop and execute partner and alliance programs within a alliance strategy and governance, leads the creation and supports the more services-led and solutions-driven environment. With more than 25 management of strategic alliances for all Health Systems Business Groups. years experience in channel sales, marketing, and alliance management, Fred has 11 granted patents, and co-authored 45+ publications and a book Erna joined Cisco from Symantec, where she was most recently vice on translational multimodality medical imaging. Fred Azar has a PhD in president of Global SMB and Industry Solutions. BioEngineering from the U. of Pennsylvania, and an MBA from the Wharton School of Business. Arnesen has a CSAP Certification from the Association of Strategic Alliance Professionals and currently serves on the ASAP Board of Directors and as Chair of the Membership Committee. Nimma Bakshi, CA-AM, MBA MSOR Managing Director, Corporate Advisory Arnesen has a master’s degree in business administration from Harvard Business School and a bachelor’s degree from Wellesley College. Services, Alliances Group | PwC Session 107 Candido Arrache, CA-AM A Global Framework for Leadership of Global Director of Portfolio & Partner Collaboration Relationships Management, Six Sigma Black Belt | Xerox Nimma Bakshi is a Managing Director with PwC’s US Corporate Advisory Worldwide Alliances Services. Based out of San Francisco, Nimma is a leader within PwC’s Session 104 Advisory Alliances Group, heading one of PwC’s Strategic Alliances. He is Designing a Partnership that Works: also a contributing member of PwC’s Global Technology Consulting Onboarding Your High Tech Partnership Strategic Council. Candido is responsible for the strategic interface between Xerox solutions With over 20 years of experience in the professional services sector, Nimma and services and our global alliance partners. His responsibilities include is recognized for his leadership of business transformation & technology growing and retaining the relationship with a strategic business partner(s) alliances, negotiating partnering business models and operating high including the beginning ownership of that partnership. He developments growth joint venture initiatives. effective implementation of consistent processes to identify, validate, plan Nimma has managed alliance operations in across sectors spanning: and launch new business initiatives with the strategic partner that may technology and communications, health care and life sciences, financial have multi-regional, global, or national potential for Xerox. services and insurance, energy and utilities, consumer products as well as Mr. Arreche has been in the IT field for over 25 years. He has vast experience the public sector. In doing so, Nimma has led multiple technology powered in many facets of infrastructure technologies such as document business innovation efforts & multi-party collaborative service models. management, networking, telecommunications, application development, and server architecture. Mr. Arreche has spent the last seven years as a Nimma is experienced in discussing how alliances can leverage the impact Global Director for Worldwide Alliances responsible for partner on- of emerging technologies such as cloud computing and big data to impact boarding, portfolio management and MPS training. Prior to Worldwide business models and improve productivity. In terms of external Alliances, Mr. Arreche has held various assignments including new branch organizations, Nimma is the Past-President of the Association of Strategic start-ups, solution development and launches. Alliance Professionals, Silicon Valley (ASAP-SV). He is a certified alliance professional (ASAP CA-AM). Nimma is an Executive Advisory Board Previous to Xerox, Mr. Arreche owned a successful computer and member and active contributor to the Women In Technology, International networking consulting business for over 10 years. Mr. Arreche was also part (WITI) Annual Summits. He has also served on multiple corporate advisory owner of one of the largest privately held Internet Service Providers in the boards in regards to business partnering including today. Orlando, Florida area before going public. As recently as six years ago, Mr. Arreche also consulted a start-up company on tablet technologies for Nimma’s education includes a MBA from the University of Chicago, a MS in restaurants and digital advertising. Called the myPAD, the tablet was the Operations Research and BSEE from the University of Maryland. Nimma, his predecessor to the iPad and was featured in the Orlando Business Journal. wife and children live outside of San Francisco, CA.

36 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Conference Speakers

Diana Brassard, CA-AM, PhD Dr. Jack Brown Alliance Manager - Oncology | Sanofi Nonverbal Communication Expert, Physician | Session 602 Body Language Success Aligning Quality Mindsets Among Alliance Session 503 Partners Negotiation, Nuance, Conflict & Resolution – The Nonverbal Advantage Diana is currently responsible for increasing alliance effectiveness and enhancing the long term value of Sanofi As an Expert in the field of Nonverbal Communication with Oncology Research and Development alliances. These efforts include over 25 years of experience, Dr. Jack Brown coaches, speaks, trains and facilitating conflict resolution or effectively managing issue escalation, and consults in field of Body Language. He is the only Nonverbal contributing to the effective operation of the Joint Project Team and Communication Expert in North America who is also a physician. liaising with key contacts in both companies to exchange best practices. Dr. Brown’s clients include: C-level executives, politicians, law enforcement, physicians, attorneys, colleges and universities, high-end sales professionals, Diana started her career at Schering-Plough following an industrial post- professional negotiators, arbitrators, and numerous private individuals. doctoral program at the Schering-Plough Research Institute. She has a PhD in, Biochemistry, Molecular Biology, and Cell Biology from Northwestern He develops and hones his clients’ skills in both the interpretation of University and a BA in Biochemistry from Mount Holyoke College. others’ body language as well as the proper projection of their own nonverbal skills in the many nuanced contexts of professional and personal life including such areas as: voir dire (jury selection), arbitration, Nancy D. Breiman, CSAP mediations, depositions, courtroom dynamics, witness preparation, Manager, Innovation Solutions & Business negotiations, sales training, threat assessment (personal safety), crisis Development | IBM Corporation management, political consulting, projecting confidence, criminal Session 301 profiling, rapport building, speech coaching, media training, dating & romance, high level vetting, sincerity detection and lie detection. Opportunities Abound: Prioritizing Joint Solution Development to Drive Results Dr. Brown’s expertise has been featured on CNN, CBS, ABC, NBC and FOX, National Public Radio and numerous other national, regional and local As a Certified Strategic Alliance Professional (CSAP), Nancy media. He has spoken & consulted throughout North America and Europe. Breiman leads a team of Global Alliance Executives responsible for developing and driving adoption of innovation solutions in collaboration with cisco. Her team is responsible for the joint solution strategy including Russ Buchanan, CSAP offering development; go to market strategy, sales enablement and sales Vice President, Worldwide Alliances | Xerox execution in collaboration with cisco. Her previous team was responsible Worldwide for driving alliance joint solutions with IBM Innovation Partners; Schneider Session 1102 Electric, Ricoh, Hok and Gehry Technologies. Prior to this role, she lead an Managing an Alliance during the Termination alliance team responsible for evaluating and on boarding new cloud based Period alliances and providing support to the IBM Global Alliance Solutions As Vice President of worldwide alliances for Xerox Corporation, Russ alliance portfolio as the Cloud Center of Excellence. In her 8 years as an Buchanan develops strategic partnerships with some of the world’s best- alliance professional she was also personally responsible for IBM’s alliance known IT services and product companies. He and his team have extensive relationship with both business objects and salesforce.com. experience in creating collaborative solutions for improving business Nancy is actively involved in the Association of Strategic Alliance processes designed around delivering measurable results for clients. Professionals (ASAP) as a committee member for the Knowledge Base and Buchanan has more than 30 years of experience in information technology, Research committee as well as the Partnering committee. general business and consulting with clients. He spent five years with Xerox Connect as General Manager of the Eastern U.S. before joining Xerox Mrs. Breiman joined IBM in July 1984 as a professional hire in sales. Since Global Services in 2003, where he served as a vice president charged with joining she has held numerous sales, marketing and management managing the national Office Document Assessment, Document positions across IBM. Engineering and Document Management practices. In 2005 he was asked Nancy Breiman holds a Bachelor of Science degree in Industrial Arts from to create and lead the global alliance function for Xerox Corporation. the State University College at Buffalo, New York and is a CSAP Certified Before joining Xerox, Buchanan served as vice president and general member of the Association of Strategic Alliance Professionals and a manager for the eastern United States region of XLConnect, a publicly member of the Strategic and Competitive Intelligence Professionals. traded systems integration company that was acquired by Xerox in 1998. From 1981 until 1987, Buchanan worked with International Business Nancy is married and has two beautiful young adult children and three dogs. Machines Corporation (IBM), where he served as an internal consultant and also worked in sales and sales management. Buchanan has been very involved with the Association of Strategic Alliance Professionals. He was the Chairman from 2010 to 2014 and now serves on the Executive Board. Buchanan received a bachelor’s degree with Highest Honors from the Georgia Institute of Technology.

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John Buckingham, CSAP Jeffrey L. Cummings, CSAP, PhD Founder | Buckingham Alliance Partners, Inc. Associate Professor | Loyola University Session 1102 Session 105 Managing an Alliance during the Termination Creativity: An Essential Ability for Period Collaboration

John Buckingham has over 35 years experience building Session 902 healthcare businesses, primarily in the pharmaceutical arena. Setting the Agenda: A Forum of Academic Researchers and With Johnson & Johnson for more than 25 years, John led sales and Industry Practitioners marketing groups, global marketing organizations, global commercial teams and, in his last role with J&J, served as Vice President, Corporate Cummings is an Associate Professor of Strategy and International Development. John then joined Endo Pharmaceuticals, a US specialty Business at Loyola University Maryland where he teaches in the BBA, MBA pharma company, as SVP, Alliance Management, with responsibility for and Executive programs. Jeff began his career as an investment banker establishing the alliance management function of this semi-virtual and then management consultant delivering advisory services and organization. John now provides BD and AM consulting services globally, training on strategic practices to management teams and boards. as well as helping pharma companies not yet present in Canada determine Aspects of his advisory work, management seminars, off-sites and and implement appropriate commercial strategies for Canada, through research have been published in leading journals such as in International Buckingham Alliance Partners. Journal of Strategic Business Alliances, Long Range Planning and California Management Review. Jeff earned his PhD in international business strategy in 2002 from George Washington University. Gregory Burge, CSAP Principal | Corporate Partnering Services Gerald J. (Gerry) Dehkes, CSAP Session 107 Principal | Booz Allen Hamilton A Global Framework for Leadership of Session 502 Collaborative Relationships Alliance Manager’s Role in Integrating Gregory is an independent alliance management Acquired Companies professional based in San Jose, Calif. A Board member in ASAP’s Silicon Valley Gerry Dehkes is a Principal with Booz Allen Hamilton Chapter, Greg has spent the past 17 years as an alliance management responsible for helping the firm solve problems for Commercial clients by executive working in high tech, financial services and local government in collaborating with other leading organizations. Prior to joining BAH, he the public sector. Greg currently leads Public-Private Partnership (PPP) was Executive Director, Alliances for KPMG LLP, where he started the initiatives for the County of San Mateo’s Board of Supervisors, is an Adjunct alliance program from scratch. Before joining KPMG, Gerry developed and Faculty Member for the University of San Francisco (USF) and volunteers as a led Strategic Alliances programs and organizations in the US and Europe as mediator for the Santa Clara County Courts. Senior VP of Alliances and Channels for Telcordia Technologies, as VP of Strategic Alliances for Lucent Technologies, as AVP of Alliance Programs Lorin Coles, CSAP and Services Alliances for NCR and as Principal of ProPartnering LLC. His CEO | Alliancesphere teams have managed alliances with over two hundred companies. Session 402 Transforming Partnering Post Disruption Anthony (Tony) V. DeSpirito, CSAP Managing Director- Strategic Accounts | Lorin Coles brings over twenty years of alliances Schneider Electric leadership experience to Alliancesphere, a consulting and training firm founded in 2002 with a singular focus on Session 402 alliance execution. He works directly with Fortune 500 clients to craft Transforming Partnering Post Disruption best-practice-based alliances programs that deliver measurable results Tony DeSpirito is Schneider Electric’s Managing Director, for all stakeholders. Strategic Accounts. His primary responsibilities include Previously, Lorin served as Senior Vice President of Alliances for Scient/iXL. relationship management, solution development and global sales He created an industry-leading program recognized as "Best in Class" by execution for Schneider Electric’s global relationship with IBM. Gartner. Previously, Tony was Schneider Electric’s Vice President of Global Alliances Mr. Coles previously served as Chairman for the American Israel Chamber for the IT partners, responsible for relationship development and execution of Commerce (AICC) in Atlanta. He was a founding member and past for Schneider’s global alliance business. President of the Southeast Chapter of ASAP. Tony is a seasoned high-technology marketing and sales executive with deep domain expertise in enterprise software and managed services. A veteran of entrepreneurial startups and large, global companies, Tony’s skills range from C-Level selling, relationships and solution development to operational management of both channel and direct sales teams.

38 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Conference Speakers

Tony received his Bachelor of Science Degree, with Distinction, in Applied In 2012, he received the coveted Alliance Excellence Award through the Mathematics and from Worcester Polytechnic Institute in Worcester, Association of Strategic Alliances Professionals (ASAP) for the partnership Massachusetts in 1987. He continued his graduate studies at the University he developed between Scotiabank and Digicel, a partnership profiled by of Rhode Island and was awarded his MBA in May of 1997. President Bill Clinton in an article entitled “the Case for Optimism” in TIME Magazine. The alliance was the first M-Wallet in the Americas, allowing Nick Dunscombe, CA-AM Haitians to access and transfer money via their cell phones, increasing financial inclusion in a country still reeling from the devastating Leader, Global Alliance Management Center of earthquake of 2010. Excellence | Astra Zeneca Session 502 Troy Gautier, CA-AM Leading from the Start: Creating a Collaborative Managing Director & Chief Alliance Officer | and Systematic Alliance Development Process Alliances Progress Nick is the Head of Alliance and Integration Management at AstraZeneca Session 502 where he has over 26 years’ experience. Alliance Manager’s Role in Integrating Over the last 18 months Integration Management has become a major Acquired Companies focus within AZ. During this time Nick has provided leadership for the Troy Gautier is the Founder and Managing Director of ‘joint’ acquisition of Amylin with BMS, the sole acquisition of Omthera, Alliances Progress, LLC. He is an expert in designing and implementing Amplimmume, the Diabetes portfolio from BMS and more recently the strategic alliances, commercial partnerships and business ecosystems. He integration of the Almirall respiratory business. runs an international member firm organization designed to grow Nick and his team also manage the key late stages alliances including revenues and capabilities. Shionogi, Fibrogen and Amgen. Mr. Gautier is a former Partner with a global big four consulting firm and Prior to this role, Nick has worked across many business areas within has also served as a business leader for small to medium-sized firms in high AstraZeneca including Business Development, Global R&D, Global growth markets worldwide. He serves on several Advisory Boards and is Marketing and the Asia Regional team where he was the Commercial currently the President of the Southeast Chapter of the Association of Director for Asia Pacific North and established the JV in China and the Strategic Alliance Professionals. Zeneca legal entities in Korea and Taiwan. Ben Gomes-Casseres, CSAP Martin Echavarria Professor, Author, Consultant | Brandeis Principal | Coherence University, Alliance Strategy Consulting Session 1101 Session 903 Leading from the Start: Creating a The Three Laws of Profit in Partnership Collaborative and Systematic Alliance Ben has researched, taught, and consulted on alliance Development Process strategy for three decades. His new book “REMIX STRATEGY: The Three Laws of Business Combinations” will be published by Harvard Business Review Martin has over fifteen years of experience developing Strategic Alliances Press in 2015. His earlier book “The Alliance Revolution” pioneered the and Partnerships between Global Companies resulting in more than $2 concept of alliance constellations, and “Mastering Alliance Strategy” gives billion in top-line revenue in today’s ever-changing domestic and advice on all aspects of alliance management. Ben directs the MBA international business landscape. He holds a Master’s Degree in International program at Brandeis University and previously was a professor at Harvard Management from the Thunderbird School of Global Management, a Business School. Ben’s clients for keynote talks and workshops have Bachelor’s Degree in Business and Political Science from Emory University, included Bayer, Syngenta, General Electric, Chevron, Yahoo, Johnson and has studied Strategic Alliances at the Wharton School. Controls, BASF, Battelle, and NASA. Ben holds degrees from Brandeis, Dedicated to business collaboration as a Strategic Alliances and Princeton, and Harvard. Partnerships Development Consultant, as an Executive Leadership Coach and as a Team Facilitator, Martin has worked with companies like Verizon, Hewlett-Packard, American Express, MasterCard, Scotiabank, PriceSmart, Digicel, Orange Telecom, Bunge and many others.

Over the last year, Martin has been writing his book, Enabling Collaboration – A New Methodology for Developing Strategic Alliances and Partnerships, due to be published in 2015. The book’s mission is to improve the success rate of business alliances by providing the first-ever “how-to” guide for building successful business collaborations that marries an effective and innovative group-leadership methodology with a meta-process for building a successful alliance. Enabling Collaboration offers executives a practical, accessible approach to building real-world business partnerships.

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Annlouise Goodermuth, CSAP Gijs Habets Director, Alliance Management, Strategy, Director of Strategic Alliances & Partnerships | Science Policy and External Innovation | Sanofi Philips Session 202 Session 401 ASAP Alliance Excellence Awards Partnering in an Open Ecosystem Alliance professional with a broad range of experiences in the pharmaceutical, healthcare, not-for-profit, service, and entertainment industries. In addition to working at Sanofi she is a member of the Board of Trustees for the Association for Research in Nervous and Mental Disease. Her previous experiences include the Office of Strategy Management at Sanofi Pasteur, the Office of the Chairman, Department of Psychiatry at Weill Cornell Medical College, as well as that of Strategic Sue Hed, CSAP Business Director in the areas of alliance management training designs and Senior Alliance Executive | Qilk best practices, metrics and best practices for management and Session 108 identification of key opinion leaders, competitive intelligence and medical Speed Networking affairs. Her primary areas of expertise include alliance and partner management, project management, organizational management, strategic Session 1002 planning, competitive intelligence, event and production strategy and Building Powerful Dashboards the Engage Executives design. Sue Hed grows revenues through channels and alliances. She has a diverse background working ISVs, Global Sis, regional Sis and VARs. Her expertise is Nancy Griffin, CA-AM in value creation, sales enablement, demand generation and sales with VP, Strategic Alliances, Global BD&L – Oncology indirect channels for technology companies. | Novartis Sue works for Qlik, a business intelligence software company as a Sr. Global Session 604 Alliance executive. Prior to Qlik, she worked at Schneider Electric and IBM Balancing Lifecycle Management and Portfolio in a number of leadership roles including VP IBM Oracle Alliance, VP Global Priorities in Mature Alliances Alliance Solution in NE EMEA. Sue brings more than twenty years of global Nancy Griffin is the VP, Strategic Alliances for Novartis Oncology. Along leadership and expertise in ERP, CRM, Smarter Planet and Supply Chain with the OBU AM team, she is responsible for the management of alliances solutions across multiple industries. across the Oncology Portfolio within Novartis. Nancy has more than 20 Sue is an ASAP member and has her CSAP certification. Plus she is an active years of international experience in the pharmaceutical sector including mentor with Women Unlimited & Executive’s Club of Chicago and business development and drug development in roles that have included volunteer at Ronald McDonald House. Sue has her business degree from clinical research, alliance management, project management and BD University of Minnesota and advanced studies at Syracuse University. transactions. Nancy has worked both in the US and Canada, and in positions of local, regional and global responsibility. She has an undergraduate degree in Nursing from the University of Toronto and an Leona Helverson, CSAP MBA from Quinnipiac University in Connecticut. Principal Client Partner, Global Channels | Verizon Enterprise Solutions Dede Haas, CA-AM Session 1003 Channel Sales Strategist | DLH Services, LLC Eight Steps to Create Change for Alliance Success Session 703 It’s Not About You: Optimizing Channel Leona Helverson is a Principal Client Partner, Global Channels at Verizon Relationships managing partnerships with Strategic Direct Marketing Resellers. In her previous positions Ms. Helverson was a leader in the System Integrator Ms. Haas, an award-winning high-tech sales professional, Channel and also led a team to create the foundation for the Verizon creates innovative and successful channel sales solutions. She has Partner Program. She launched an Executive Engagement program, developed and managed channel partner programs for enterprise and managed a number of global strategic alliances and before that built and cloud based products and services for small and medium businesses and launched a new Alliance Channel Partner Program at Avaya. Ms. Helverson for industry leaders, such as Intel Corp, where she interfaced with Fortune has over twenty years of international sales and marketing experience, 50 companies, led many diverse sales teams, and increased sales growth. speaks three languages, and has spent many years living and working She has recruited and managed channel partners throughout the United outside the US. Ms. Helverson holds a Bachelor of Science degree in States, Europe, India, Australia and Asia. Ms. Haas is the author of The Marketing from the Rutgers School of Business and Bachelor of Arts degree Channel Sales Guide, which was written for Virginia’s Center for Innovative in German from Rutgers University and University of Constance, Germany. Technology, and a series of articles focused on Vendor/Partner channel She is currently enrolled in the Executive MBA program at Strayer relationships for Business Solutions Magazine. University Jack Welsh Management Institute.

40 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Conference Speakers

Terrell G. Herring Dale Ketcham President, Commercial Operations | Mission Chief of Strategic Alliances | Space Florida Pharmacal Session 201 Session 603 The New Space Industry: Partnering for the Partnering to Diversify Yields Rapid Growth Future Terrell Herring joined Mission Pharmacal in 2010 as Dale Ketcham, is a lifelong resident of the Space Coast. President, Commercial Operations. He also serves as Growing up in Cocoa Beach with the original 7 astronauts President, Alamo Pharma Services, Mission’s sales subsidiary. during the ‘Race to the Moon’ engendered a deep commitment to the exploration of space. Before is present position at Space Florida his career Previously, Herring was President, Chief Operating Officer, and Director, encompassed working on the Space Shuttle, as staff for the US Congress, as InVentiv Health. He also helped establish Noven Pharmaceuticals’first sales the Director of Space & Defense Programs at Enterprise Florida and as force, and held various positions with Solvay Pharmaceuticals and Ciba- Director of the Spaceport Research & Technology Institute at the University Geigy Pharmaceuticals. of Central Florida. He is a graduate of the University of Florida with a He was named to PharmaVOICE magazine’s Top 100 Most Inspiring people degree in Philosophy. in 2007 and 2008.

Herring graduated magna cum laude with a B.S. in biology from The Stuart Kliman, CA-AM Citadel, Military College of South Carolina. Additionally, he attended Partner | Vantage Partners LLC Mercer University School of Engineering and Duke University/London Session 1103 Business School. Testing and Enhancing Your Organizational Alliance Capability: A Hypotheses Testing, Data Gray Hulick Driven Approach Senior Director, Global Alliance Management | Stuart Kliman is a founding partner of Vantage Partners LLC, and heads up Takeda Pharmaceuticals Vantage’s Alliance Practice Area. As such, he has worked to help clients Session 604 build and implement the processes, tools, skills and structures necessary to Balancing Lifecycle Management and Portfolio more effectively manage key alliance relationships. In addition to the Priorities in Mature Alliances alliance space, Mr. Kliman has also worked extensively with organizations looking to engage in more value maximizing and integrated ways with key suppliers and customers. Mr. Kliman is a regular speaker and writer on issues of alliance and key supplier relationship management.

LaVon Koerner President & Chief Revenue Officer | Revenue Jeff Hurley, CA-AM Storm Alliance Management Director | Eli Lilly & Session 302 Company Optimizing Your Partnerships Using a Strategic Session 103 Account Management Approach Introduction to Alliance Management: Tools and Techniques LaVon Koerner is a seasoned executive with nearly three decades of international consulting experience in sales and marketing effectiveness. A long-time member of Lilly's alliance management group, Jeff is He passionately believes that companies and people can tap systematic responsible for delivering value for several commercial alliances, including disciplines and rigorous analysis to unleash profitable revenues and partnerships with Sanofi, GSK, Kowa Company Ltd., United Therapeutics, professionalize the business of sales. In 2001, he co-founded Revenue and Janssen Biotech. Jeff is also responsible for the operational Storm to offer companies worldwide a suite of comprehensive, proven infrastructure in Lilly's Office of Alliance Management. Prior to his role in tools and techniques for profitable revenue growth. LaVon has been alliance management, Jeff held several leadership roles in operations, privileged to help many of today’s Fortune 500 companies achieve sales sales, marketing, disease management, and new product planning. excellence and is sincerely committed to bringing thought leadership and support to the sales community. Jeff earned a bachelor’s degree in Government from Dartmouth College, and an MBA from the University of Michigan

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Conference Speakers

Chuck Krogman Brian joined Medifast in September 2012, bringing with him 14 years of Vice President, Contact Center Sales, America’s | diverse experience from Xerox where he held several key roles in the Mitel company-all contributing to growth. During his tenure with Xerox, Brian was responsible for driving the business development for the company’s Session 701 International Alliance & Partnership Organization around the globe which Succeeding in Tomorrow’s World Today: was comprised of over 30+ Alliance professionals who drove over $1B in Frontline Channel Executive Perspectives signings over the past five years. Prior to this role, Brian worked in Xerox’s Corporate Strategy office focusing on growth initiatives and the overall Chuck Krogman is a seasoned veteran with more than 25 years of sales execution of their strategies for their services division. In addition, Brian held and business development experience in telecom and technology roles in Global Marketing, Lean Six Sigma, and Field Sales & Operations. In all industries. Recently named to CRN’s “100 People You Don’t Know, But of his roles, Brian has focused on global initiatives to drive revenue, reduce Should” list, Mr. Krogman currently serves as Vice President of Contact costs, and increase customer-led or partner enabled engagements. Center Sales for Mitel. Brian is a certified Lean Six Sigma black belt and holds his CSAP Prior to joining Mitel, Mr. Krogman held the position of vice president of certification, which is the highest level in the Association of Strategic Worldwide Channels at ShoreTel. Through his career, he has served many Alliance Professionals. He is a graduate of Brown University where he career capacities, developing and enabling successful partner strategies. In played Division 1 basketball. Brian finished his Executive MBA at the fact Chuck has led the recruitment and development of over 300 channel University of Rochester, Simon School of Business in 2005. partner relationships—delivering strong results to the vendor company and channel partners. By all of his peers, Mr. Krogman is considered a passionate channel advocate. Kim Lockwood, CA-AM Global Alliance Director | IBM Global Alliances, IBM Corporation Mike Leonetti, CSAP President & CEO | Association of Strategic Alliance Session 301 Professionals Opportunities Abound: Prioritizing Joint Solution Development to Drive Results Session 202 ASAP Alliance Excellence Awards Session 502 Alliance Manager’s Role in Integrating Acquired Companies Mike is an accomplished Pharmaceutical Executive with 25 plus years of successful pharma experience within a variety of key Strategic Kim Lockwood is a Certified Alliance Professional, CA-AM, and has held Alliance, Commercial and Business Development leadership capacities. Strategic Global Alliance Executive roles for the past 8 years. She is currently responsible for developing and driving joint solutions, strategy In previous positions at Boehringer Ingelheim Mike held VP positions in, and go to market in collaboration with Infor Global Solutions. Kim has held Managed Markets, Trade Relations, State and Federal Government Affairs positions at IBM across many disciplines, and has worked directly with and Sales Management. Mike also lead the US Business Development and partners of all types for more than 27 years. Prior to joining the IBM Global Alliance Management team where he developed highly successful Phama Alliance Solutions organization, Kim held leadership roles including alliances resulting in multi-billion dollar partnerships with key partners Director of Global Business Development for Information Management, such as Abbott Labs, Eli Lilly, Pfizer, Astellas, inVentiv Health as well as other Transition Partner Executive for a top acquisition, Business Unit Executive key pharmaceutical partners. Mike was named to the “Pharma Voice, 100 NA Channel Marketing, and various positions across sales, marketing and most inspiring people in Health Care” as well receiving the Outstanding business development. Alliance Professional award from the ASAP where Mike served as chairman of the board from 2006 - 2010 and was also chair of the Bio pharmaceutical Kim joined IBM in 1987 and holds a Bachelor of Business Administration Council within ASAP. Mike has been happily married to Kim for 34 years and degree in Data Processing & Analytics and Management from the University living in CT where they were blessed with three children, Elizabeth, Erica of Texas, Austin, TX and is a CA-AM Certified member of the Association of Strategic Alliance Professionals and Certified Marketing Professional. and Michael. Kim resides in Dallas with her husband, two children and family pets. She Brian Lloyd , CSAP enjoys exercising, yoga, gardening and cooking. EVP, International and Business Development | Medifast Session 803 One Word to Jumpstart or Reinvigorate Your International Growth Strategy: Partnership Brian Lloyd is Executive Vice President of International & Business Development for Medifast. Brian is chartered with expanding Medifast into a true International leader and player around the globe as well as developing innovative inorganic or organic growth opportunities for the company.

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Ron Long prescribe corrective actions to produce extraordinary results consistently? Head of Multi-Alliance GTM | NetApp The answers to Robert’s lifelong quest has resulted in a holistic Session 303 “Architecture of Collaboration” which holds the promise to boost the Connecting the Ecosystem: Being the Catalyst power of Strategic Alliances a quantum leap. to Accelerate Multi- Partner Go To Market Plans Robert is the Founding Chairman of the Association of Strategic Alliance Ron Long is a senior IT business professional and an Professionals. His groundbreaking work in alliance best practices now expert in the formulation and management of alliance partner business underpin thousands innovation alliances globally. models integrating new technologies, services, and business acumens into Robert has trained over thirty five thousand executives around the world, revenue producing programs. He has managed the initiation and and has consulted for major corporations in wide variety industries ranging collaboration of multi-partner strategic alliances bringing to market from aerospace, automotive, bio-pharma, energy, financial services, integrated technology solutions to diverse markets. He has managed joint government, health care, high tech, medical devices, petro-chemicals, and partner sales opportunities resulting in new market share expansion. Ron telecommunications, as well as advising numerous governmental is most recognized as an entrepreneur that has had responsibility for institutions in Canada and the U.S. creating and executing new business ventures within large corporations that incorporate multi alliance upstream and downstream frameworks. He serves as adjunct professor at the Universities of Alberta, British Columbia, and teaches senior executives in Supply Chain Collaboration at the University Ron has been an ASAP member in various corporations and independently of San Diego. He holds degrees from Brown University in International since 1999. He is currently responsible for managing the Global System Relations and Harvard University in Organization Development. Integrator and Global Alliance business program office at NetApp.

Dave Luvison, CSAP John Maltby Director, Group Strategy & Alliances | Control Senior Professor at the Keller Graduate School of Management | Risks DeVry University Session 801 Session 901 Aligning for the Health and Safety of Business ASAP’s 5th State of Alliances Study: Travellers and Ex- Pats How Business Planning Can Improve Alliance Success Rates John Maltby joined Control Risks in March 2002, and is Director, Dr. Luvison holds the rank of senior professor at the Keller Graduate School Group Strategy & Alliances. His Group Strategy role involves John working of Management of DeVry University and is a Fulbright Specialist. His with Control Risks’ leadership to shape the development of the Control research and applied interests lie in the areas of inter-organizational Risks business. collaboration and strategic alliances. Prior to entering teaching, Dave accumulated over 20 years of hands-on experience managing alliances, John’s other role is his oversight of Control Risks’ alliance relationships. building alliance programs, and consulting to firms in the area of alliance Foremost of these is the strategic alliance with International SOS. This management. He holds a CSAP level certification from ASAP, was one of the strategic alliance is a major drive of the two partners to offer our services editors of The ASAP Handbook of Alliance Management: A Practitioner’s together to the market in a unified and complementary way. It also Guide, and has written the official review courses for both levels of the includes a joint venture company that we own and run together. association’s certification exams. Andrew Masland Robert Porter Lynch, CA-AM Senior Manager | NEC Corporation of America CEO & Thought Leader | The Warren Company Session 1001 Session 106 Creating and Sustaining Productive Alliances Future of Capitalism: Collaborative Capitalism Among Competitors Robert is a passionate champion for unlocking the Andy has managed alliances for much of his 30 years in power of collaboration in alliances, high performance the high tech industry. These alliances have included teamwork, innovation, and trust. He has been on a quest to address three collaboration between the worlds of business and education, alliances fundamental issues at the core of mankind’s future on this planet: comprised of fierce competitors, alliances between product and service firms, as well as more traditional product development and marketing First: How can people of greatly different backgrounds and beliefs come alliances among firms in the high technology industry. For the past 15 together without destroying each other? More importantly, could they years, Andy has managed the global alliance between NEC and Microsoft. actually work together synergistically to create and innovate? This has included activities that extend beyond these two companies to Second: Is there a transcendent "design architecture" to transform whole alliances among competitors which found common ground and value in organizations, value networks, or even industries that can be applied multi-party partnerships. across a multitude of cultures and boundaries with highly successful & predictable results? Third: Could we reliably diagnose key causative factors, predict outcomes, and

44 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Conference Speakers

Mark Mattox including Learn to Grow and CocoaLink, which provides mobile-phone Director, Global Alliance Partners | Verizon based training to 45,000 Ghana cocoa farmers. Session 404 McCormick joined the Hershey Company in 2008. Previously he held senior Lessons Learned from Managing Alliance communications positions at Pfizer Inc and IBM Corporation. He was a Disruptions journalist at the Wilmington, Delaware News Journal and served as a Peace Corps education volunteer in Ghana. Mark Mattox is a Strategic Alliance Director, responsible for managing Alliances with Technology Partners at Verizon Enterprise McCormick has served on the boards of the World Cocoa Foundation, the Solutions, focusing on Cloud and Network partnerships. Mr. Mattox has 20 International Cocoa Initiative, and United Way of Lancaster County. years of experience in Logistics & Supply Chain Management Technology McCormick holds a bachelor’s degree from Evergreen State College in holding various Operations, Management and Sales roles while in the Olympia, Washington. industry. Mark has been with Verizon the past four (4) years, focused upon Global Alliance Partnerships. He holds an Associate’s Degree in Avionics from Community College of The Air Force, Bachelor’s Degree in Aviation Toby McDuffle Engineering from The Ohio State University, and a Masters Certificate in Senior Director | Symantec Corporation International Logistics from Deutsche Logistik Akademie Bremen. Session 701 Additionally, Mr. Mattox is an officer and former pilot in the Ohio Air Succeeding in Tomorrow’s World Today: National Guard, serving contiguously since 1987. Mark also provides mentoring to returning military veterans seeking to enter the civilian Frontline Channel Executive Perspectives workforce through a joint partnership between American Corporate Toby McDuffie brings over 15 years of leadership Partners and Verizon. He currently resides in Columbus, Ohio with his wife experience in the IT channel. As Sr. Director of Buying and four (4) children. Programs for Symantec Corporation, she is leading the redesign of the way products and cloud services will be sold through the IT channel. Prior to Ann McAuley, CA-AM joining Symantec during 2014, Ms. McDuffie was Director of Worldwide SMB Director of Alliance Management | Astellas US Cloud Services with Adobe Systems, where she launched several of the company’s SaaS services into the channel. During her Adobe tenure, Toby Session 1102 also led the global partner program and launched the customer lifecycle Managing an Alliance During the Termination Period management program, helping partners focus on expansion of cloud Ann McAuley has more than 25 years of experience in the healthcare services and customer retention. industry. She is currently a Director of Alliance Management at Astellas Earlier in her career, Ms. McDuffie was held various leadership roles with where she is responsible for major commercial and development alliances. Tech Data Corporation, the world’s second largest IT distributor. Working Ann also assisted in the development of Astellas’ Alliance Management with pre-sales systems engineering, product marketing, software licensing model with a focus on the Alliance Transition and Wind Down Process for and sales, she managed the strategy and execution of the world’s top effective Alliance Management. Prior to Astellas, Ann held various Sales software publishers and manufacturers such as Microsoft, Oracle, and HP. and Marketing leadership roles, both global and regional, at Baxter Under her direction, the company launched two revolutionary and award Healthcare Corporation. Ann has her BS from the University of Illinois and winning web-based tools, including the StreamOne Software License her MBA from DePaul University. Selector, and the StreamOne Solutions Store, the distributor’s cloud aggregation platform.

Andrew McCormick McDuffie graduated from Eckerd College with a Bachelor’s in Business President | End Buruli Ulcer Alliance Management. She was named to Everything Channel CRN Magazine’s Session 403 Annual Women of the Channel, and is a member of the Association of Assembling the Case for Action: Enrolling Strategic Alliance Professionals and Women in Technology International. Stakeholders, Finding Money, Overcoming Objectives Andy McCormick is president of the End Buruli Ulcer Alliance, a non-profit, volunteer-based initiative created to bring awareness and resources to reduce the suffering caused by one of the world’s most neglected diseases. EBUA supports early detection and treatment of Buruli Ulcer in West Africa where the disease mainly afflicts children.

McCormick serves as Senior Director, Cocoa Sustainability, for The Hershey Company in Hershey, Pennsylvania. He is responsible for Hershey’s program and partner initiatives to advance cocoa farming in West Africa, where two-thirds of world’s cocoa supply originates.

McCormick leads Hershey’s cocoa sustainability programs in West Africa,

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Ronald (Ron) McRae, CSAP IBM Toronto Software Lab for 19 years where she was a Senior Manager. Director, Alliance Management | Janssen Her team provided technical consulting services to IBM’s top tier North Biotech, Inc. - one of the Pharmaceutical American business partners. Companies of Johnson & Johnson Session 604 Maria Olson Balancing Lifecycle Management and Portfolio Vice President, Global Alliances | NetApp Priorities in Mature Alliances Session 303 Connecting the Ecosystem: Being the Catalyst Ron McRae is Director of Alliance Management at Janssen Biotech, one of the Pharmaceutical Companies of Johnson & Johnson (J&J). Currently to Accelerate Multi-Partner Go to Market Plans Ron is responsible for more effectively optimizing the relationships and Maria Olson is Vice President, Global Alliances for business results for several alliances that involve key commercial NetApp, and has responsibility for worldwide go-to-market products within the Janssen Biotech portfolio. Prior to Alliance with Alliance partners. Maria and her team have oversight for teaming with Management, Ron gained considerable experience and success in the company’s portfolio of Alliance partners and internal teams to bring to business development, sales and marketing. He previously held positions market a variety of storage and data management solutions. Her at J&J and Bristol-Myers Squibb (BMS) in business development, covering responsibilities include creation of business strategies and plans, strategic the therapeutic areas of Immunology, Oncology, Dermatology, Women’s alignment within the partner ecosystem and global execution that increases revenue. Health Care, and Respiratory Diseases at both divisional and group levels. Prior to BMS, he held positions of increasing responsibility in sales and Prior to NetApp, Maria was at SAP as Sr. Director of Global Business marketing at Searle Pharmaceuticals. Development and was instrumental in on-boarding PwC to become a SAP Global Service Partner, and recruited over 50 PwC countries while increasing Ron earned a Master in Management from Northwestern University’s revenue and doubling pipeline. Maria has also held senior management Kellogg Graduate School of Management and a Jurist Doctorate from positions at BEA Systems (acquired by Oracle), Acta Technology (acquired by DePaul University’s College of Law. Business Objects/SAP) and Hewlett Packard. She has extensive experience in business development, alliance management, product management, Judy Mirkin procurement, and supply chain operations across a variety of lines of business—from printers, interactive TV, cable modems, Director of Business Development/Global telecommunications—to storage products, enterprise software and solutions. Alliances | Riverbed Technology Maria earned her Bachelor’s degree in Business Administration from the Session 1001 University of San Diego, and an Executive MBA from Pepperdine University. Creating and Sustaining Productive Alliances among Competitors Bernard Quancard Judy is a 27 year senior business executive whose expertise covers Global President & CEO | Strategic Account Sales Strategy & Execution, Business Development & Transformation, Management Association Complex Negotiations, and Alliance Management. She has grown sales Session 302 revenues exceeding $1B, executed solutions portfolios for enterprise and global accounts, and has built partner leveraged businesses. Judy has a Optimizing Your Partnerships Using a Strategic unique vantage viewpoint as she has held executive positions as a Director Account Management Approach of IT, sales leader, consultant, alliance development and board executive. On October 1, 2006 Bernard L. Quancard was named President Judy’s credits her broad experience at AT&T, Microsoft, and key F500 and CEO of the Strategic Account Management Association. He came to companies in creating technology alignment, partnerships, channel SAMA with significant Consulting, Senior Executive and Global Strategic development, business strategy/planning, field operations and execution. Account Management experience. Bernard started his career in 1969 with The Boston Consulting Group in the Bridget Moloney Boston and Paris offices. He joined Telemecanique (Schneider Electric Industrial Liaison Officer | University of Waterloo Group) in 1975 as Vice President, Corporate Strategy and became VP/General Manager of the Switch Gear division in 1978 and of the Session 802 Uninterruptible Power Supply (UPS) division in 1988. In 1994, he joined the Expanding Innovation by Partnering with management board of AEG Schneider Automation (Schneider Electric Academia Group) as Executive VP, Worldwide Sales and Marketing. Bridget Moloney is an Industrial Liaison Officer in the Bernard moved to Chicago in 1997 for Square D/Schneider Electric as Senior Office of Research at the University of Waterloo where she VP/General Manager of Schneider Global Business Development (SGBD), the supports companies in advancing their innovation by aligning interest in entity managing global strategic accounts (GSAs) for Schneider Electric technical and scientific innovation with expertise at the university. The goal worldwide. That year, SGBD was managing 24 GSAs, driving $180 million of is a collaborative research or commercialization project that is mutually consolidated sales. By 2001, the entity was managing 74 GSAs with over a beneficial to the company and to the professor’s research. billion dollars of consolidated sales. The compounded growth of Schneider Electric sales at GSAs was twice the average growth rate of the total company. Prior to joining the University of Waterloo in 2011, Bridget worked at the Strategic Account Management at Schneider Electric was recognized by the

46 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Conference Speakers

organization and its competitors as a major competitive advantage. Mark Rosenberg, MD, MPP Retired from Schneider Electric since April 2005, a permanent Chicago President & CEO | Task Force for Global Health resident, a native of France and a United States citizen, Bernard holds a BS Session 204 degree in electrical engineering from the University of Paris and an MBA Fostering Real Collaboration: Lessons from from the University of Chicago. Solving Global Health Problems Mark Rosenberg, MD, MPP, is president and chief R. Lynn Richard, CSAP executive officer of the Task Force for Global Health in VP Global Alliances | Unisys Corporation Decatur, Georgia. The Task Force is the third largest philanthropic Session 402 organization in the United States with an overall budget of $3.3 billion Transforming Partnering Post Disruption including in-kind contributions. It works in 110 countries and focuses on health systems strengthening, neglected tropical diseases, and vaccines. R. Lynn Richard is a Vice President of Global Alliances at Unisys Corporation. In this role, he leads selected Dr. Rosenberg was an Assistant Surgeon General and is a member of the Institute of Medicine. He has published more than 135 articles on global and strategic alliances for key business initiatives in collaboration in global health, injury control, and violence prevention, and Unisys. For these alliances, Richard leads alliance strategies, execution, has authored or co-authored three books including Real Collaboration: joint solution development, go to market strategies and execution, and What Global Health Needs to Succeed, Patients: The Experience of Illness, and support for field sales teams. Prior to joining Unisys, Violence in America: A Public Health Approach. Mr. Richard worked 12 years for IBM in various roles in Global Services, Product Marketing, Emerging Technologies Marketing, Financial Services Marketing, and Alliances Business Development and Partner Marketing. Philip Sack, CSAP Mr. Richard has over 20 years of experience in alliance development, Chapter President | ASAP Asia Collaborative alliance management, business development, strategy, marketing and Business Community sales. Mr. Richard holds BS and MBA degrees from Murray State University, Session 304 a graduate degree in Banking from the University of Colorado, and has Creating Value, Measuring Impact earned the Certification of Strategic Alliance Professional (CSAP). Richard Philip is President of the Asia Collaborative Business was recently elected to the Board of Directors of ASAP. Community, which focuses on the evolvement of Collaborative business practices, competencies, standards and professional Karen Robinson, CSAP certification. He has broad IT industry experience including Leadership, Global Channels/Strategy and Operations | Business transformation, Global Alliances, Sales and Business development, Verizon Support services roles within organisations such as Oracle, Siebel, Sun, Canon, Harris Lanier, and Telstra. He has extensive experience building successful Session 1003 ‘start-up’Strategic Alliances, receiving a variety of vendor and industry awards. Eight Steps to Create Change for Alliance Philip is a member of Australian Information Industry Association, and an Success Australian Graduate School of Management student mentor. He holds an Karen Robinson is a Strategic Marketing, Alliance, and Channel leader executive MBA, Bachelors degree in Business & Computing, Associate currently responsible for successfully expanding and integrating Verizon’s Diploma of Engineering - Electronic Systems & Computing, and Certified Global Channel Sales Program. Strategic Alliance Professional.

Karen held leadership roles at Motorola, Sprint, and MCI. Her Alliance Jeff Schmitt success included integrating Verizon Global Solutions with partners such Senior Director Cloud Channel Enablement | as Hewlett Packard and Microsoft. After successfully launching Verizon’s CenturyLink Partner Program in Western Europe, Karen continues to expand her multiple disciplines and responsibilities to develop Verizon Partner Session 702 Programs in Asia Pacific , Latin America, and for the highly strategic Enabling the Channel as Telco and the Data Systems Integrator Channel Segment. Karen has a Master’s of Business Center Converge Administration degree with an emphasis in Marketing from Loyola Jeffrey Schmitt is currently Senior Director of Channel University (with High Distinction), and earned her Bachelor’s Degree from Enablement for CenturyLink Cloud, and is responsible for enabling Penn State University (participating in a 2 semester exchange program CenturyLInk’s reseller partners to integrate Cloud into their portfolio and with Durham University, UK). Karen is Association of Strategic Alliance go to market. Much emphasis is spent guiding partners on the transition Professionals (ASAP) certified, holds a leadership role in her DC Chapter, from traditional product sale to a managed services model. and continues to offer relevant Strategic Alliance and Channel Prior to CenturyLink Cloud, Jeff spent 20 years at EMC Corporation in a presentations locally and during ASAP’s Annual Global Summits. variety of positions. Most notably, Jeff built and managed EMC’s first partnering organization within EMC Global Services. Additionally, Jeff spent time in EMC Global Alliances and Channel Sales organizations Jeff holds a BBA in Finance from the University of WI- Whitewater and an MBA in Marketing from Bentley University. Jeff held the Director of Programs role in the Boston Chapter of ASAP from 2005-2008.

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Jeff Shuman, CSAP, PhD Michael Taylor, CA-AM Principal | The Rhythm of Business CEO | SchellingPoint Session 501 Session 403 Improving Alliance Outcomes: What’s an Assembling the Case for Action: Enrolling Alliance Professional to Do? Stakeholders, Finding Money, Overcoming Objections Session 804 The Second Annual ASAP Marshmallow Challenge A SchellingPoint co-founder, Michael leads their research on Alignment Optimization, and development of its application. Michael has used Jeff Shuman is an educator and trusted advisor to executives who are Alignment Optimization to help design, launch, sustain, and repair building, leading and managing alliances and collaborative networks of strategies, projects, policies, mergers, and business relationships in the partners. His mix of operational, consulting, research and classroom Fortune 50, to pre-revenue ventures, not-for-profits, academia, experiences allow him to blend the theoretical with the practical, associations, and government groups. providing useful, easily implementable and repeatable advice. At The Rhythm of Business consulting engagements include all aspects of Prior to forming SchellingPoint, Mike was a turnaround CEO, after building designing and implementing an alliance management capability, SCT Manufacturing & Distribution Systems with five colleagues from evaluating the alliance portfolio, and working with good collaborations to Andersen Consulting, where Mike was a Director in the Products Industry become great collaborations. He partners with management to build operating from the World Headquarters. learning programs designed to help people work effectively in alliances Mike holds a B.Sc. (Hons.) in Mathematics, Operational Research, Statistics, and collaborative networks. Shuman has co-authored numerous books, and Economics from the University of Warwick, England, and has lectured articles, and white papers and regularly speaks on the ongoing on Alignment Optimization at Cornell, Duke, Warwick and Wharton transformation of traditional organization structures to dynamic business schools. collaborative networks. David S. Thompson, CA-AM Andrea Sinnott Chief Alliance Officer | Eli Lilly and Company Director & Founder | S.G.E Consultancy Ltd. Session 103 Session 1102 Introduction to Alliance Management: Tools Managing an Alliance During the Termination and Techniques Period As the leader of Lilly’s alliance management group, Andrea is an experienced Business Director with over 20 David is responsible for establishing and maintaining all years’ tenure in the Civil Nuclear sector. Working for large global energy major development, commercial, and manufacturing partnerships. He companies British Nuclear Fuels plc and Westinghouse LLC, Andrea also oversees the integration of companies brought into Lilly via mergers quickly learned the value of strategic partnering. In 2008 Andrea and acquisitions. relocated to Madrid to be the Managing Director of a Strategic Alliance. This Alliance spanned cooperation in a number of commercial and David has played a key role in many major alliances at Lilly, working with operational activities across the USA, UK and Europe. In 2013, Andrea Boehringer Ingelheim, Amylin, and Daiichi Sankyo. His involvement embarked on a Masters in International Business Law and set up her own begins during the due diligence process and continues throughout each Consultancy providing support in Strategy development and Strategic alliance’s lifecycle. Partnering. Prior to his role as chief alliance officer, David held leadership positions in sales, marketing, market research, pricing, new product planning, business Mike Tarallo development, and corporate strategy. Sr. Technical Product Marketing Manager | Qlik Sense Community Advocate Ann Trampas, CSAP Session 1002 Practice Lead | Phoenix Consulting Group Building Powerful Dashboards that Engage Session 101 Executives CA-AM Certification Exam Prep Workshop

Mike has over 16 years in the Business Intelligence and Data Integration Session 703 industry, from both open source and proprietary BI companies. He is It’s Not About You: Optimizing Channel currently responsible for a broad spectrum of technical product sales and Relationships marketing activities to support and promote Qlik Sense from presenting, advocating, positioning, messaging and sales enablement. Mike’s Ann E Trampas, CSAP, is a Lecturer at the University of Illinois Chicago background includes Sales, Technology, Solution Selling and Consulting in where she teaches Channels of Distribution, Marketing and Competitive Enterprise, SMB, OEM, and Channel markets. He is a graduate of Strategy. She is also Practice Lead for Phoenix Consulting Group. As Farmingdale State University of New York in Computer Science. Practice Lead she works with clients to develop and deliver skills mastery

48 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Conference Speakers

classes in collaborative relationship management and consults with Jennifer Vessels organizations to optimize their strategic alliances. CEO | Next Step She is currently the President of the Midwest Chapter of the Association of Session 701 Strategic Alliance Professionals and a member of the Channels Task Force. Succeeding in Tomorrow’s Worl Today: She is the former Certification Program Director for the ASAP. Ann is Frontline Channel Executive Perspectives formerly the Vice President of Global Alliances for IBM-SPSS. Prior to that, she held management positions with BCE including Vice President of Jeniifer Vessels, CEO of Next Step, has a track record of Partner Marketing-Teleglobe and Director of Sales for Nortel. over 30 years experience increasing revenue and profitability results for high growth companies. With deep expertise in all aspects of She received an MBA from Loyola University and a BS in Marketing channel partnerships, Jennifer and the 40 person Next Step team have led (Honors) from UIC. channel expansion and Go to Market transformation for Adobe, ShoreTel, PaloAlto Networks and many other leading companies for over 17 years. Steve Twait, CSAP Next Step’s ‘Vision 2020 - Servitization in the Channel’ education series has been utilized by numerous organizations for definition of next generation VP, Alliance and Integration Management | Go to Market planning and has been the foundation for numerous AstraZeneca successful local ASAP events in 2014. Session 103 Introduction to Alliance Management: Tools Prior to founding Next Step in 1997, Jennifer held channel, sales and Go to Market leadership roles for Tandberg, Ungermann Bass and Triad Systems. Her and Techniques collaborative but driven approach to channel and partnership success has led Steve has responsibility to continue to shape AstraZeneca’s to 20 - 50% revenue improvements for numerous organizations globally. alliance and integration strategy and capabilities in line with more diverse Jennifer holds a MBA from San Jose State and a Masters of Occupational and varied externalisation deals. Psychology from the University of London, as well as being a Certified Steve recently joined AZ from Lilly’s Alliance Management and M&A Management Consultant (CMC). Integration group with responsibility for acquisition integration as well as alliance management for development, commercial and manufacturing Laura Voglino alliances. Steve was a founding member of Lilly’s Office of Alliance Vice President, Vice President, Global Alliances Management and over 14 years played an integral role in worldwide and Ecosystem Development | IBM Corporation partnerships with BMS, BI and Daiichi Sankyo. Steve’s experience also includes the post-acquisition integration of ImClone Systems, Alnara Session 402 Pharmaceuticals, and Avid Radiopharmaceuticals. Transforming Partnering Post Disruption

Steve holds an MBA, Marketing from Indiana University - Kelley School of Laura leads IBM’s Global VP Alliances and Ecosystem Business and a BSEE, Electrical Engineering from Valparaiso University. development. Responsible for IBM’s worldwide relationship with independent software vendors (ISVs) and key influencers like academia and venture capital communities. Current mission is create and Jan Twombly, CSAP to refocus strategic relationship and field execution around critical President | The Rhythm of Business growing areas as Big Data and Analytics, Mobile, Social and Cloud to drive Session 203 adoption of IBM technologies and services Meeting the 2015 ASAP Alliance Excellence Before this role, Laura led IBM’s System and Technology (STG) marketing and Awards Winners strategy for business partners and the STG marketing and communication for the Growth Market Unit (Shanghai, China). During her 2 year tenure, this Session 501 unit, composed of 144 emerging markets countries across Asia, Eastern Improving Alliance Outcomes: What’s an Alliance Professional Europe, Middle East, Africa and Latin America, grew double digit YTY. Before to Do? departing to Asia, she led marketing to-and-with Business Partners across IBM as Vice President of IBM’s PartnerWorld Programs. Jan Twombly, CSAP is president of The Rhythm of Business, Inc. a consulting and research firm that provides comprehensive alliance and Laura joined IBM in 1999 as a marketing manager on the Market collaboration management and education services. In this role she has Intelligence team, bringing to IBM several years of experience as Head of engaged with global, cross industry and cross sector collaborations, Research and Development of a chemical company and as Vice-president often in scientific and technically intensive industries, such as life and founder of an entrepreneurial manufacturing enterprise. sciences, energy and information technology. Consulting engagements During her 15 years at IBM, Laura has held several Marketing positions. include designing and implementing an alliance management capability, She’d directed the Software Group marketing channel enablement team evaluating individual alliances and the alliance portfolio, intervening in and led market management efforts for the Tivoli IT optimization, troubled situations and working with good collaborations to become including service support and security portfolio. great collaborations. She partners with management to build learning programs designed to help people work effectively in alliances and Laura holds a BS degree in Chemistry, and an MBA from the Kenan-Flager collaborative networks. Business School at the University of North Carolina at Chapel Hill.

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Sherri Wallinger, ASQ CMQ/OE Systems where she built and led partner organizations. She has served on Manager, Alliance and Partner Quality the ASAP Global Board and was formerly chair of the Best Practice Management | Sanofi Committee 2003-2012, leading the development for the CA-AM and CSAP certifications and the editorial team that produced the 3rd edition of the Session 602 Alliance Managers Handbook. Aligning Quality Mindsets Among Alliance Partners Sheila Westmoreland, DPM, MPH, Sherri currently works in R&D Quality and supports partnership PMP projects which are in the development stage. Her responsibilities include Senior Director, Alliance Project Leader | managing various project quality systems to comply with internal and AbbVie external requirements and evaluating GMP aspects as part of due diligence for external projects. She has over 15 years of experience supporting Session 601 vaccine and pharmaceutical manufacturing with various roles within both Collaborating Creatively to Build Innovation into Quality and Manufacturing. She began her career at Merck prior to joining the Pipeline Sanofi in 2005. Sheila Westmoreland has 14 years of diverse life science industry Sherri is obtaining her Master degree in Creativity and Innovation experience across pharmaceuticals, vaccines, biologics, and generics. She Management from Drexel University. Her undergraduate degree is from is currently serving as Senior Director, Global Alliance Project Leader for The Pennsylvania State University with a Bachelor of Science degree in AbbVie within the Business Development organization. She is responsible Environmental Resource Management. for providing leadership on key external alliances. Her focus is on establishing and promoting best practices in partnering with AbbVie to Sally Wang gain a competitive advantage and earn the status of partner-of-choice. Vice President Global Alliances and Among her previous positions, Sheila has held global roles across multiple Partnerships | International SOS Assistance, Inc. therapeutic areas of increasing responsibility in drug development at Session 801 Pfizer, Sanofi Pasteur, and Teva Pharmaceuticals. Her past experiences span across R&D Project Leadership, Clinical Development, and QA. Aligning for the Health and Safety of Business Travelers and Ex-Pats Sheila is a physician of Podiatric Medicine, holds a Masters in Public Health, an undergraduate degree from Northwestern University, and is a certified Sally Wang joined International SOS in 1998, and is Vice Project Management Professional. President, Global Alliances and Partnerships. Sally works closely with various business units globally and focuses on joint ventures and other critical business partnerships to help International SOS expand its capability and Dr. Aleksandr Zhuk global footprint while meeting the changing needs of its clients that span Co-Founder and President | Business from Fortune 500 companies to NGOs and scholastic sectors. Relationship Management Institute Specifically, Sally is instrumental with the Control Risks Alliance since its Session 107 inception in 2008. This successful venture brings together two separate A Global Framework for Leadership for companies that together formed a special business unit to deliver best in Collaborative Relationships class travel security services. In addition, the two independent companies Aleksandr conceived the idea of establishing a professional organization work closely together to deliver value to clients to help them achieve their to serve the growing community of Business Relationship Management business goals in global markets. professionals in 2011. An expert technologist, leader, and university professor, Dr. Zhuk is known for his unwavering focus on customer Norma Watenpaugh, CSAP service excellence. He constantly finds opportunities to integrate his Principal | Phoenix Consulting Group knowledge of human psychology, motivation, and effective learning Session 102 strategies to improve collaboration among diverse project teams and CSAP Certification Exam Prep Workshop organizational units; promote leadership development, training, and provide individual coaching among IT managers and leaders at all Session 304 organizational levels. A tireless innovator, Aleksandr has saved Creating Value, Measuring Impact companies tens of millions of dollars through service optimization and process efficiencies. In 2008, the life-long learner completed his doctoral Norma Watenpaugh, CSAP, founding principal of Phoenix Consulting studies in management, publishing his dissertation research on Group, is an acknowledged industry expert in partnering best practices. psychological contracts of IT personnel-an in-depth analysis of PhoenixCG helps companies accelerate revenue, tap new sources of psychological and organizational foundations of alignment between IT innovation or open new markets through effective alliances and partner workforce and their employer organization. He is an active member of ecosystems. Prominent clients include Adobe, Cisco, Dupont, Lilly, numerous IT professional communities. Aleksandr is BRMP®, ITIL Expert, Microsoft, PayPal, SAP, and Xerox. Her corporate experience includes and CISSP certified. executive positions at Sun Microsystems, Amdahl Corporation, and BEA

50 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Call For Topics

Got an alliance success story and lessons learned to share? Ready to share your innovative practices for partnering success? Eager to discuss the forces shaping the future of BioPharma and their impact on partnering? We want to hear from you!

ASAP’s BioPharma Conference will be here before we know it—September 9- 11, 2015 in Boston, MA, USA—and work is already underway to create a world- class professional development and community building event!

Whether you’re a seasoned presenter or a first-timer, consider submitting a proposal to lead a session on a topic that you’re passionate about! ASAP’s “Call for Topics” will open the beginning of April. Stay tuned for an announcement of the conference theme and an invitation to submit your proposal.

As you prepare your submission, think about the following broad topics and their applicability within biopharma:

Techniques for creating alignment across business and functional silos

The special challenges of collaborating with organizations outside of biopharma—such as universities, foundations, device companies and information technology companies

Expanding the alliance professional’s role beyond asset-based alliances

Embedding alliance skills among team members and governance committee members

Measures of success—gaining buy-in and communicating them effectively

Nurturing a first class team—and making alliance management an essential stop in any biopharma executive’s career development path

Core skills that every alliance manager needs—from new-to-the-job to seasoned professional

While we are working on the submission site, we invite you to send a quick email to Ann Johnson, our new Content Manager at ASAP ajohnson@strategic- alliances.org offering your thoughts on two questions:

1. What are the most urgent issues facing BioPharma alliance professionals?

2. Who are the thought leaders and executives that you’d like to hear from?

Thanks for helping to make ASAP’s 2015 BioPharma Conference strong, relevant, timely and meaningful. We look forward to seeing you in Boston this September 9-11! Post Conference Punch List

52 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA Hotel Floor Plan

@asap_Global #ASAPSummit http://tinyurl.com/ASAPLinkedIn http://www.facebook.com/#!/ASAPGlobal 53 Hotel Floor Plan

54 Stay up to date at www.strategic-alliances.org March 2 – 5, 2015 Orlando, Florida USA

ASAP Upcoming Events

ASAP Smart Cities | Create Smart Alliances June 12, 2015 Brussels, Belgium

2015 ASAP BioPharma Conference September 9 – 11, 2015 The Revere Hotel Boston Common Boston, MA USA

2015 ASAP European Summit

October 15 – 16, 2015 TM Amsterdam

2016 ASAP Global Alliance Summit March 1 – 4, 2016 Gaylord National Resort & Convention Center National Harbor, Maryland USA

MARCH 1 Ð 4, 2016 NATIONAL HARBOR, MARYLAND