2014 ASAP Global Alliance Summit The Expertise to Collaborate... The Leadership to Perform. March 10 –13, 2014 Onsite Program > Scottsdale, Arizona www.strategic-alliances.org The Talking Stick Resort Platinum Sponsor Gold Sponsor Onsite Program Book printed courtesy of Xerox Corporation Table of Contents Welcome to the 2013 ASAP Global Alliance Summit . .3 ASAP Corporate Officers & ASAP Program Committee . .4 Social Media Outlets & ASAP Global Staff . .5 Conference Agenda . .6 ASAP Global Members & Corporate Members . .11 Summit Sponsor Recognition . .12 ASAP Board of Directors . .13 Overview of Sessions . .14 Alliance Excellence Awards . .16 Workshops . .19 Monday Session Descriptions . .20 Tuesday Session Descriptions . .21 Wednesday Session Descriptions . .26 Alliance Management Resource Center . .34 Summit Sponsor Recognition . .35 Conference Speakers . .36 Floor Plan . .49 2 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Welcome to the 2014 ASAP Global Alliance Summit On behalf of the Global Board of Directors and staff of the Association of Strategic Alliance Professionals, welcome to our 2014 Global Alliance Summit. We invite you to take the next three days to learn, engage, and experience the best this profession has to offer! We invite you to fully participate in this highly interactive experience where the learning comes as much from those assembled as from the many top-flight speakers and discussion leaders. Connect with your peers, partners, and industry executives to learn how others are rising to the challenge— and enhance your performance and value to your organization. The Summit is by far the world’s largest annual gathering of our profession’s leading individuals and organizations. Each year, alliance management and partnering practitioners, thought leaders, academics and consultants gather to discuss the state of the profession, how to evolve the discipline, and advance their understanding of partnering and collaboration strategy and execution. No other event delivers as much immediately actionable and relevant information, connects you to more of the profession’s thought leaders, or does more to advance your career than the ASAP Global Alliance Summit. The theme of this year’s Summit is “The Expertise to Collaborate, the Leadership to Perform.”We know that today, executive leaders and C-suite stakeholders are increasingly—and publicly—acknowledging that the appropriate deployment of all manner of business collaborations and partnering activities are indispensable to business survival and success. The future is bright for alliance and partnering professionals who can guide their organizations to collaborative success! Develop your expertise. More than 30 keynotes, panels, interactive discussions and participant-led roundtables offer attendees from a wide variety of industries insights into the most pressing strategic issues facing the senior level partnering executive and the biggest challenges encountered by the individual practitioners responsible for the day-to-day management of business collaborations. Sessions teach attendees how to utilize the discipline’s most modern tools, processes, and methodologies in all phases of the life cycle of partnering—from strategy, selection, negotiation, planning, and execution to termination or expansion. The Summit is also a celebration of the community’s crème-de-la-crème. Our Alliance Excellence Awards recognizing the companies and executives behind the previous year’s most successful alliance initiatives are handed out at the annual Alliance Excellence Awards Recognition program. Learn what separates the winners from everyone else—and plot your strategy to be counted among the best. The Association of Strategic Alliance Professionals (ASAP) is the only membership organization dedicated solely to advancing the alliance and partner management profession. We are the organization that Global 1000 and multinational companies turn to in order to support their alliance capability and achieve the larger business objectives of their partnerships. It provides a forum for companies and the individuals responsible for executing their partnership initiatives to exchange best practices and build a framework for cultivating the skills and toolsets that ensure its partnering activities drive innovation, increase revenue, penetrate new market segments, or obtain critical expertise or intellectual property. We would like to extend a gracious thank you to the ASAP Program Committee and Summit Task Force for their hard work and effort in putting together this stellar program. We would also like to thank our speakers for sharing their expertise and experience. And, lastly, we would like to thank all of the participants for contributing their insights and knowledge to the discussion. Sincerely, Michael Leonetti, CSAP President & CEO Association of Strategic Alliance Professionals Russ Buchanan, CSAP Chairman of the Board, ASAP Vice President, Worldwide Alliances Xerox Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 3 ASAP Corporate Officers Chairman Vice Chairman Secretary Treasurer Michael Leonetti, CSAP Russ Buchanan, CSAP Jack Pearson, CSAP Brian Handley, CA-AM Harry Atkins, CSAP President & CEO Vice President, Managing Director & Business Development Senior Director, Association of Strategic Worldwide Alliances Chief Alliance Officer Emerson Corporation Corporate Alliance Professionals Xerox Alliance Development Development International, LLC Dr. Reddy’s 2014 ASAP Global Alliances Summit Planning Committee Programs Committee: > Chairperson: Jan Twombly, CSAP, President, The Rhythm of Business > Vice Chairperson: Annlouise Goodermuth, CSAP | Director, Alliance Management, External Innovation, Strategy and Science Policy | Sanofi > Committee Member: Manlio Huacuja, CA-AM | Senior Director Corporate Development | LoJack Corporation Summit Task Force: > Jeffrey Cummings, CSAP, PhD | Associate Professor | Loyola University > Frank Curran | NE Chapter President | Director of Business Development and Alliances | SUSE > Susan Hed, CSAP | Strategic Alliance Executive > Ron McRae, CSAP | Director, Alliance Management | Janssen Pharmaceutical Companies of Johnson & Johnson > Phil Sack, CSAP | Asia Pacific Business Community President | Oracle Be Social! Stay Connected with ASAP & your Colleagues Throughout the Year… > Extend the education and networking value of the 2014 ASAP Global Alliance Summit > Let your colleagues who were unable to attend know what they are missing. > Share your experiences and insights from the conference after the last session ends with fellow attendees. > Comment on the Collaborative Buzz postings on the ASAP website www.strategic-alliances.org/buzz. Follow Us on Twitter: @asap_Global #ASAPSummit Like Us on Facebook: http://www.facebook.com/#!/ASAPGlobal Join Our Group LinkedIn: http://tinyurl.com/ASAPLinkedIn ASAP Global Staff > Michael Leonetti, CSAP | President & CEO, [email protected] | +1-781-562-1630 ext.201 > Lori Gold | Director of Membership Services, [email protected] | +1-781-562-1630 ext. 203 > Diane Lemkin | Director of Office Administration, [email protected] | +1-781-562-1630 ext. 206 > Kimberly T. Miller | Marketing Director, [email protected] | +1-781-562-1630 ext. 208 > Michele Shannon, CA-AM, CMP | Senior Meeting & Event Manager, [email protected] | +1-781-562-1630 ext. 204 > Jennifer Silver | Certification Coordinator, [email protected] | +1-781-562-1630 ext. 205 > Brendan Ward | Database and IT Administrator, [email protected] | +1-781-562-1630 ext. 200 > Michele Yudysky | Membership Coordinator, [email protected] | +1-781-562-1630 ext. 209 Stay Up-To-Date > www.strategic-alliances.org @asap_Global #ASAPSummit www.facebook.com/#!/ASAPGlobal 5 Conference Agenda Monday, March 10, 2014 Time Session Code | Session Title Speaker Location 7:00 a.m. – 6:00 p.m. Conference Registration Great Hall Foyer 8:00 a.m. – 5:00 p.m. Alliance Team Meetings Various Locations 8:00 a.m. – 12:30 p.m. ASAP Board of Directors Meeting Roadrunner A, B, & C (Invitation Only) 8:30 a.m. – 2:30 p.m. Session 101 | CA-AM Exam Prep Workshop Ann Trampas, CSAP | Phoenix Consulting Group Red Bird K (Additional Fee to Attend) 8:30 a.m. – 2:30 p.m. Session 102 | CSAP Exam Prep Workshop Peter Simoons, CSAP | Simoons & Company Red Bird L (Additional Fee to Attend) 12:30 p.m. – 1:45 p.m. ASAP Board of Directors Luncheon Fire Garden (Invitation Only) 1:00 p.m. – 1:45 p.m. Session 104 | Speed Networking Salt River 2 & 3 1:00 p.m. – 5:00 p.m. Session 103 | Introduction to Alliance David Thompson, CA-AM | Eli Lilly and Company Quail E Management Workshop: Tools and Steve Twait, CSAP | Eli Lilly and Company Techniques (Additional Fee to Attend) 1:55 p.m. – 2:40 p.m. Session 108 | In Partners We Trust: Five Jennifer Vessels | Next Step Salt River 2 & 3 Keys to Success in the Channel Today 2:00 p.m. – 3:10 p.m. Leadership Forum (Invitation Only) Salt River 7 & 8 2:40 p.m. – 3:10 p.m. Networking Break Great Hall Foyer 3:15 p.m. – 4:00 p.m. Session 106 | The Marshmallow Challenge: The Rhythm of Business & ASAP Media Salt River 2 & 3 A Competition about Collaboration 4:10 p.m. – 4:55 p.m. Session 107 | Unconference Session: Salt River 2 & 3 Open Discussion Tables 6:15 p.m. Peer-to-Peer Meet Up 6 2014 ASAP Global Alliance Summit > March 10 – 13, 2014 > Scottsdale, AZ, USA Conference Agenda Tuesday,