7:00 am Continental Breakfast

PLENARY SESSION

8:00 am Collaborative Innovation - A Panel Discussion
Moderator: Robert Porter Lynch, President, The Warren Company; Chairman Emeritus, ASAP
Panelists: Procter & Gamble, Speaker to Be Announced
Tim Graczewski, Vice President, Strategic Alliances, Intuit 
Varavani Dwarki, Vice President, Alliance Management, Wyeth Pharmaceuticals
Kimberly Brue, Alliance Director, sanofi pasteur
Alliances are perhaps the most effective vehicle for producing innovation because they bring together unique synergies. But Innovation is not a natural occurrence unless the right strategies, legal approaches, organization, processes, and metrics are applied. This panel discussion will discuss what produces continual streams of innovation between companies and will address the findings of a first of a kind study of what causes innovation to occur between companies.

8:50 am Influencing the Influencers: Innovative High Tech Partner Programs
John DeSarbo, Vice President, MarketBridge
As the marketplace becomes increasingly complex, technology buyers are seeking guidance from trusted advisors when evaluating new technology solutions. While in the past, technology buyers were comfortable purchasing products and services directly from a vendor or traditional reseller, today they are first evaluating their options with third-party consultants, systems integrators, industry analysts, financial service providers and others. Recent research indicates that in some technology sectors, third-party “influencers” are involved in more than 50% of all transactions. To capitalize on this trend, industry leaders such as Microsoft, Oracle, Cisco and others are expanding their partner programs to include non-traditional business partners who recommend, but do not necessarily resell, technology solutions. In this session, we will discuss emerging best practices in this area and provide a practical approach to establishing a comprehensive influencer partner program. 

9:30 am When to Terminate an Alliance 
Douglas Tuttle, Principal, Deloitte Consulting, LLP 
Most organizations are very focus on creating and managing an alliance, and over time develop a broader portfolio for their organization. But ‘end of life’ for an alliance is a fact of life. How do you know when to terminate an alliance, and how do you go about doing this? Within Deloitte’s Alliance portfolio of alliances, we change the portfolio by about 20% each year. The presenter will address the following points:The value of managing an alliance as a part of a portfolio 

• Why making hard decisions ultimately helps the other alliances be more successful Understanding the alliance mix to achieve a broader strategic objective

• Measuring performance and determining when to ‘terminate an alliance’

• Tactics and experiences in termination - internally & externally

10:10 am Networking Break with Exhibit Viewing and One-to-One Meetings

10:40 am Managing Alliance Portfolios
Bridget Booth, Principal, Blue Cross and Blue Shield of Florida
Laura Visioni, Principal, Vantage Partners 
Companies are recognizing the increasing complexities and need for coordination across relationships as the number of its alliances grows. This presentation will provide practical, actionable approaches to manage and optimize a company’s set of alliances including how to:

• Address conflicting objectives among alliances and among alliances and the parent company’s divisions or wholly-owned subsidiaries 

• Assess and compare the value of existing and potential alliance

• Manage multiple touch points within a company with an alliance partner to maintain or increase the health of the alliances

11:20 am Developing Alliance Champions – A Roundtable Discussion
Moderator: Ninon Prozonic, Vice President, Strategic Alliances, Connect America
Panelists: Sherman Whitfield, Alliance Manager, Eli Lilly and Company
William J. Palmer, Vice President, Business Development, Hunt Construction Group, Inc.
This session, we discuss how to identify and develop Alliance Champions:

• In the Executive Suite, as Alliance Executive Sponsors

• In the Trenches, as Alliance Line Managers

• and Within your Alliance Partners

12:00 pm End of Summit

POST SUMMIT OPTIONAL ACTIVITY

12:45-4:15 pm Disney “Innovation in Action” Behind the Scenes Tour 
* separate registration required