S T R AT E G I C NEW! THE BOOKSHELF Forget B2C and B2B-Welcome to the B2E World By John W. DeWitt The magazine of the Association of Strategic Alliance Professionals | Q3 2018 www.strategic-alliances.org NO LONGER ANY DOUBT: Alliance Management is an Essential Strategic Capability for Today's Biopharmaceutical Company WHAT'S INSIDE: CASE STUDY: The Art of Restructuring a Deal New Strategies for Partner Marketing Sanofi Genzyme and Anlynam Pharmaceuticals share their story Zift Solutions' Laz Gonzalez on partner marketing programs A SCENIC Roadmap in Switzerland Robotics and the Alliance Manager What you need to know about the Swiss Healthcare Licensing Group's "Good Partnering Practices" What alliance managers need to know about robotic process automationhttp://www.strategic-alliances.org