Strategic Alliance Magazine Q4 2017 - 11

2 018 A S A P G L O B A L A L L I A N C E S U M M I T

eral top-level speakers lined up: two from pharma
companies, including Mark Noguchi, Roche's VP, and
global head of alliances and asset management, and
Lucinda Warren, VP, Business Development, Neuroscience at Johnson & Johnson Innovation; two from high tech
companies, including Russ Cobb, global VP of alliances
and channels at SAS, and Wayne Usie, senior vice president & chief market development officer at JDA Software.
More than 28 sessions over two days will be delivered
by thought leaders and peers. One of those sessions is
"Architecting for Transformation: The Next Generation Partner Ecosystem" delivered by Norma
Watenpaugh, president of Phoenix Consulting
Group, accompanied by Cobb. They will guide attendees through the seismic changes in the tech
industry-how to leave the now shaky ground of
buying and selling things, find competitive advantage
flying in the cloud, and redesign partnering models
to respond instantly to what customers need and how
they consume technology.
Keynote Speaker
Tim Minahan
Switzerland, and the United Kingdom have been
represented at past conferences.
Here's just a peek at what
this dynamic mix and diverse programming promises to deliver:
Tech veteran Tim Minahan, senior vice president of
business strategy and chief marketing officer at Citrix,
is scheduled to provide the keynote on Tuesday, March
27. Minahan has served in a broad range of business
leadership roles at leading enterprise software, cloud,
and services firms and is adept at defining new markets and positioning companies to own them. He
previously spearheaded SAP's successful transition to
the cloud as CMO of the company's cloud and line-ofbusiness unit.
Over the years, attendees have given high marks to the
plenary sessions, leadership spotlights, and business
roundtables. The 2018 Summit plenary session and
ASAP leadership spotlights are a certain success with sev-

Stuart Kliman, a partner and head of alliance management practice at Vantage Partners, will deliver a
must-see session "Realizing the Value of Non-Traditional
Partnerships in Pharma/Biotech and Technology." Organizations are looking to create new or differentiated
value propositions, get access to new customers/markets, enhance evidence, get insight into consumer
behavior, and enable new financial models. While these
partnerships can create significant value, pharma/biotech and technology companies have very different
business models and operating styles. Selecting and
managing these partnerships poses new challenges even
for experienced organizations. This session will provide
insight into the capabilities needed to launch, manage,
and adjust these new alliances effectively.
Another workshop session on "Building Your Collaborative Business Model," will be led by Dr. Ard-Pieter de
Man, CSAP, School of Business and Economics, Vrije
Universiteit Amsterdam. Attendees will learn about
three fundamental collaborative business models that
ensure value creation and value capture-the theory
behind them and their characteristics. Case studies,
breakouts, group discussion, and assignments will enliven the session from which attendees will walk away
with a practical checklist to determine which model
works best for an alliance.
Q4 * 2017 | STRATEGIC ALLIANCE MAGAZINE

Table of Contents for the Digital Edition of Strategic Alliance Magazine Q4 2017