10:30 Deploying Alliance Management Training and Practices Using Simulation: A Focus on Co-Opetition
Russ Buchanan, CA-AM, Vice President, Alliances, Xerox Corporation
Ken Spero, Chief Marketing Officer, Humentum
Training alliance managers continues to be a challenge. One of the key obstacles in alliance management is communication and this is a difficult skill to train for because of the strong behavioral aspects which requires for people to change. When coupled with the challenge that there is rarely a quarum of team members to train. This session will examine how companies are leveraging simulation technology in deploying Alliance Best Practices Training for staff. We will look at some challenges and best practices in rolling-out training for alliances, including examining case examples from companies which have instituted alliance staff training. In particular, we will look at the challenging issue of co-opetition – working with an alliance partner that is both a collaborator and competitor at the same time.
11:10 Partnering with Stakeholders to Grow Collaborative Ability – The Next Frontier for Alliance Management
Mary Jo Struttmann,CA-AM, Senior Director, Alliance Management, Astellas US
Jan Twombly, CA-AM, President, The Rhythm of Business, Inc.
As innovation and growth increasingly occur through collaborative networks, growing an organization-wide ability to collaborate effectively across dynamic boundaries becomes essential. Alliance management is well positioned to take on this challenge. Many alliance management groups have this responsibility in their mission, but relatively few have yet to embrace it in the manner Astellas has. Partnering is critically important throughout Astellas Pharmaceuticals US. The Alliance Management Group is leading by example and partnering with colleagues in sales, project management, clinical affairs, and manufacturing, among others, to build capacity for effective collaboration. A few of the components of the program include skill building, stakeholder engagement, learning forums and adapting alliance management tools to specific uses. This session discusses Astellas’ approach to building a corporate capability for collaborating and offers a road map others can adapt to their business. This session will include facilitated discussion and small group work. Thus the audience will not only learn Astellas’ approach, they’ll have a chance to hear from others on their efforts and challenges in growing a corporate collaborative capability. Participants gain not only an understanding of what is meant by this capability and why it is important, they’ll learn how to embark on developing it within their own organization.
11:50 AMP IT UP: Exposing Alliances’ Metrics-based Performance thru Information Technology & Universal Practices
Phil Regnault Vice President, North America Strategic Accounts, Applications, Alliances & Channels, Oracle Corporation
Healthy (not altogether warranted) skepticism still surrounds alliances in many industries, despite a universal acceptance that inter-company relationships make intuitive business sense. The holy grail of alliance management—proving they matter—can be uncovered if the right performance management practices are employed. Effectively and credibly measuring alliance performance is a problem vexing alliance constituents at all levels, from executives to individual contributors. Relevant metrics and performance-capturing processes are essential, though, in the evaluation of prospective and actual partnerships. With investments in alliances measuring billions of dollars, businesses owe their shareholders responsible insights into these inter-company relationships’ performance. Applying a mix of disciplined processes and technology, developing and sharing those insights is within easy grasp. The audience will hear new ideas mixed with tried-and-true concepts, that together conspire to remove the mystery and challenge of measuring alliances’ contributions to corporate performance.
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10:30 Breakthroughs in Energy Storage, Materials Science, and the 21st Century (Smart) Electricity Grid Discussion Leader: Julian Gresser, Of Counsel, Manatt, Phelps, & Phillips, Chairman The Energy Voyager Group, Co-Chair ASAP Clean Tech and Green Energy Council
Panelists: Ron Green, Chief Executive Officer, RPM
David Anderson, Business Development Manager, K2 Energy Solutions, Inc.
Professor Iwan Alexander, Director Great Lakes Institute for Energy Innovation, Case Western Reserve University
There are approximately $ 200 billion in losses each year from blackouts in the United States and the number will likely increase as the demand for electricity, and the pressures of integrating renewable energy sources, in particular wind, further overtax and render the grid even more unstable. The Panel includes some key participants who are engaged in building a Collaborative Innovation Network (COIN) with the goal of accelerating breakthroughs at the interface of energy storage, materials science, and grid security. The Panel will discuss some unique aspects of the COIN, including: 1. Alliance challenges in managing a public/private alliance which includes representatives from over twenty-five utilities, national laboratories, universities, and a cross section of companies along the entire value chain. 2. Pros and cons of the Open Source Model, in particular issues of intellectual property protection under open innovation and open source regimes. 3. The breadth of the COIN, which includes the entire value chain from researchers in quantum modeling, pioneering lithium-ion battery companies, to end-user utilities. 4. The challenges of driving policy action to stop the $200 billion in annual losses from blackouts which can be mitigated and significantly prevented today.
11:30 The Strategic Role of Alliances and Partnerships in Bioenergy, 2009-2013
James Lane, Editor, Biofuels Digest, Chairman American Biofuels Council, Author, “The National Energy Solution”
At the dawn of a new administration, budgets, goals and opportunities are changing in bioenergy development, both in alternative power and fuels.This presentation will provide a sizing of the bioenergy market, discuss the strategic importance of alliances in the development of this emerging industry and provide examples of the alliance activities of some of the leading biofuels companies and an overview of collaboration opportunities in the field. We will also discuss how to create and sustain short-term and long-term alliances that can make an important strategic impact on the successful commercialization of biofuels companies. Covered topics include:
- Market size for bioenergy, 2009-13, US and global
- Examples of leading marketing, technical, and research alliances in bioenergy-based power and fuels
- Typical structures for partnerships and alliances
- Emerging alliance opportunities in biofuels
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