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Strategic Alliances are increasingly important to deliver integrated customer solutions and to drive growth. Most alliances however, are opportunity driven. In the short run this may be fine. In the long run, the opportunistic alliance approach creates unnecessary and avoidable management headaches.

Companies need to create a long-term vision and strategic plan for managing alliances, different targets need to be set, alliance best practices need to be applied and alliance strategy needs to be translated into measurable performance indicators. Research shows that companies that have approached alliances in a strategic manner are more profitable...so they are a good thing as a whole....but, as anyone who has ever tried to create one knows, there are issues.

The purpose of this event is to help you understand the risks/rewards of strategic alliances. Learn how to identify potential partners and develop the right alliance program for your company. Become aware of the most common mistakes.

Whether you are a technology company or a service provider, this is a must attend event for you to understand the paradigm shift that is currently happening. Please join us for a panel discussion on a topical and compelling topic, and don't be left behind.

PANELIST:

• Trish Collins, Program Manager of ISV Alliance Management in ISV & Developer Relations at IBM
• Ketan Kamdar, Vice President & General Manager of Mobile Communications at Broadcom
• Ken Maier, Director, Strategic Alliances, Telelogic North America

MODERATOR:

Phil Nasser, Managing Partner at Sales Productivity Institute LLC

SPEAKER BIO'S:

Trish Collins, Program Manager of ISV Alliance Management in ISV & Developer Relations at IBM
Trish Collins joined IBM in 1977 and has held positions as a Systems Engineer and Sales Specialist. In January 2001 Trish joined IBM's Developer Relations group after IBM made the decision to partner, rather than compete, with application software firms. She has been involved with IBM's Strategic Alliance Program. As IBM has expanded their focus from the top ISVs to a broader ecosystem of partnerships she has been involved in other partnering programs including Partner World for Industry Networks.
Trish received a Master of International Management from Thunderbird, the Garvin School of International Management.