Strategic Alliance Magazine Q1 2018 - 53

A L L I A N C E E XC E L L E N C E AWA R D S

enhanced tracking of key contractual obligations and to
support governance and data-driven decision making.
The changes enabled employees to see the big picture by
aggregating information across the alliance portfolio.

Merck KGaA-The pharmaceutical
company is being acknowledged
for collecting and managing some unusual alliance
KPIs for value creation, risk mitigation, and problem
solving, resulting in an improvement in effective
decision making; alignment of joint objectives; identification of alliance opportunities; increase in the
number of opportunities; value creation.

MSD-Julphar-Global phar-

and a shift in customer demand for solutions in the
cloud. The Partner Advantage Program launched in
April 2017, employing many best practices of modern
partner ecosystems. One challenge was to reorient the
culture of the company to work more collaboratively
with partners and, in particular, with systems integrators who were often regarded as competitors to the
company's internal professional services organization.
In response, JDA launched a number of initiatives
and tools to help reshape the culture.

Medimmune-The global biologics research and development arm
of AstraZeneca created an alliance
information management system
and dashboard reporting tools that enable widespread
visibility of alliance performance in near real time,
including consolidation of alliance data that provides
visibility across the organization; alliance dashboards
accessible through mobile devices as well as computers;

maceutical company MSD and
Julphar, based in the United Arab
Emirates, formed the DUNES
alliance to serve seven therapeutic areas for six countries in the Middle East and North Africa (MENA)
region. Business development has been problematic
in this part of the world, but through the introduction
of alliance management tools, processes, and training,
the companies have created sustainable businesses. The
success of the alliance opened doors for other multinational biopharmaceuticals to invest in the local markets
and establish alliances.

Pierre Fabre-The French pharmaceutical company has successfully deployed
SharePoint Alliance Management,
which unifies how alliances are managed by:
n 	Providing common alliance management tools to

over 400 people
n 	Sharing some of these tools with partners
n 	Providing an easy process for onboarding of new

team members

Shire-The pharmaceutical
company has introduced a new best
practice for partner crisis management. This unique practice adds a new tool for alliance professionals to manage
stakeholders through a crisis situation. It was originally
developed to help navigate a merger but has since been
tested and validated across several crisis situations. n
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