• Why is portfolio management important for a Strategic Alliance program 
• Creating a Portfolio Management System
• Brief Case Study: Unified Communications

• Why some companies are partnering with more competitors than ever before
• How Cisco manages co-opetition
• Exit Strategies 

III. Globalization: Reasons why you must partner globally

• Think differently: The world is more complex, intertwined, faster moving. You have to be connected globally or risk falling behind.
• Brief Case Study: Fujitsu

TRACK 1 - BIOPHARMA COUNCIL TRACK

TRACK 2 – IT/COMMUNICATIONS COUNCIL TRACK

2:00 pm The Marriage of the Mind – Making Biopharmaceutical Collaboration Work
Salima Lin, Industry Leader, Component Business Model for Life Sciences, IBM Institute
Our research shows that collaboration is a key element of innovation. Yet, in a survey jointly conducted by IBM Institute for Business Value and Silico Research, more than half of all biopharmaceutical alliances did not work. Three traits are required for a successful alliance: internal alignment of the strategies, structures and scientific goals of the partners; properly managed boundaries; and lasting commitment. New tools and technologies can also play a major role in helping people within the extended enterprise communicate across time and space.
Collaboration is difficult – as the failure of so many biopartnering arrangements demonstrates. But most senior executives now recognize its importance in generating new ideas; they understand that there is no such thing as a monopoly when it comes to innovation. Unlocking this intellectual capital requires that a company align its strategy and structure with its scientific goals, learn how to manage internal and external boundaries, and remain committed to the shared enterprise. Enabling tools and technologies are also crucial for enabling all the participants to communicate and collaborate, unimpeded by distance.

2:40 pm The Enablex Alliance: An Opportunity to Leverage Best Practices
Simon Bateman, Global Business Development & Licensing, Novartis Pharmaceuticals Corporation
Laurie Streitmatter, Alliance Management and Health Care Human Resources, Procter & Gamble
This presentation is a case study of the US Enablex Alliance between Novartis and Procter & Gamble. The presentation discusses the unique aspects of the alliance and highlights the evolving best practices that enable the alliance to capture the value and capabilities of both partners. Key issues covered include:

• Outline of the Players, the Product (a prescription medicine to treat the symptoms of Overactive Bladder), and Creating the Deal
• The Challenges of Making the Deal Work, including each partner’s philosophy on alliances and Nine Key Elements for Success
• Capturing innovation and best practices from Novartis and P&G, including Issues of Tracking, Culture Assessments, and Health Checks

1:40 pm Technology for Collaboration - A Joint Presentation: Technology for Alliance Management – Findings from the Gartner-ASAP Survey
Carol Rozwell, Vice President and Distinguished Analyst, Gartner 
Alliances are the way business gets done today. But despite their importance, few organizations exploit technology to support alliance development and management. This presentation will explore some interesting findings from the Gartner-ASAP survey.
Alliances 2.0: Channels of the Future: Using Next Generation Internet Tools To Manage Partnerships 
Steve Maul, Executive Vice President, Chief Learning and Strategy Officer, InfoMentis
This session will provide you with some of the latest insights into how you can improve the performance of your channel operations by: 

• Understanding the communication shift and what your company should be doing to protect its interests 
• Taking advantage of new opportunities with small customers who are more comfortable with buying online than dealing with live people 
• Meeting the changing needs of your reseller sales people before your competition 

2:20 pm Alliance Partners, Competitors, or Both? – Keys to Successfully Managing Co-opetition
Pat Campbell, HP Worldwide Manager Infrastructure Alliances, Hewlett-Packard Company
Steve Barriero, CA, Director, Strategic Global Alliances 
As alliance efforts become more common and companies are increasing their efforts to form industry alliances, it is also becoming more common to form relationships with competitors. This session will identify the challenges of common competitive issues and the creative ways HP and CA have found to cooperate and avoid clashing in order to drive revenue with a common install base of customers. Key issues to be covered:

• Product Development - collaboration between competing products at the Product  Management Level
• Customer Support - avoiding the finger pointing to resolve customer issues
• Supporting the Sales Process 
• Alliance Process Improvement – Changing and improving how we partner

4:40 pm The Project Management – Alliance Management Interface Presentations and Panel Discussion
Moderator: Errol Jones, Manager, Project Planning and Execution, Integrated Project Management Co., Inc.
Panelists: Jeremy Ahouse, Senior Manager, Alliance Management, Immunogen
Ratnakar Mitra, Vice President, Alliance Management, Schering Plough
Kimberly Brue, Alliance Director, sanofi pasteur
We explore the alliance executive’s perspective in managing the interface between alliance management and project management. Topics addressed include:

• How can Alliance managers and Project leaders Maximize their effectiveness (together) 
• Traps, Issues and Learnings: Why Alliance management will never replace the need for Project managers 
• The role of Alliance Management, comparisons and contrasts with Project management
• Ensuring proper coordination and hand-offs between Alliance management and Project management 

Additional Panelists, TBA

• Business justification for developing Vertical GTM Program with Global SI’s
• Challenges in aligning a new program with Global SI’s
• Measurements and metrics required to drive success of these GTM programs

4:10 pm Converting to a Fee Based Partner Program
Larry W. Acord, Director Business Development, CA
This session will discuss redesigning a partner program within a large company and making it self funding. The session will discuss changes in roles within the company and increasing partner participation through increased interactions with the partners. This session will provide a blueprint for companies looking to redesign & re-launch their partner programs. Key topics to be covered include:

• Selling a “Self-Funding Partner Program” within your company and to existing partners
• Establishing an off-shore office: Do’s & Don’ts
• Reporting vehicles and SOP’s to support “Self-Funding Partner Programs”·
• Extending the footprint of the program internationally

4:50 pm Alliance Management Practices Needed to Succeed in Channel Relationships
Brian Boekel, Partner Manager, Agilysys, Inc
Developing successful channel programs are an important aspect of building a successful Technology company. Developing a successful Solution Provider / VAR requires the selection & management of the right partners. Alliance Management in both organizations can make these relationships more successful. Learn from front line implementations and Best Practices on managing these Go-To-Market Alliances.