Parth Amin, CSAP
Alliance Dynamics, LLC
Parth Amin, a Certified Strategic Alliance Professional from the Association of Strategic Alliance Professionals (ASAP), recently founded Alliance Dynamics–a boutique consulting firm specializing in alliance formation, implementation, and transformation services.
Prior to founding Alliance Dynamics, Parth spent 16 years in the Healthcare Industry and held various roles with increasing responsibility in Program Management and Alliance Management, most recently being the Vice President of Strategic Alliances. During the 16 years, Parth worked at Siemens Healthineers, Varian Medical Systems, Omnicell, and Vision RT. Parth also currently volunteers as the President of the award winning RTP Chapter for ASAP and is a member of the US TAG to ISO/TC 260 Collaborative Business Relationship Management, as he is committed to the advancement of Alliance Management as a business domain and discipline.
Parth received both a Bachelor in Electrical Engineering from Washington University in St. Louis and a Bachelor in Pre-Engineering from Birmingham Southern College in 1999 as part of the Dual Degree Engineering Program.
Candido Arreche, CA-AM
Global Director of Portfolio & Partner Management, Six Sigma Black Belt
Xerox Worldwide Alliances
Candido is responsible for the strategic interface between Xerox solutions and services and our global alliance partners. His responsibilities include growing and retaining the relationship with a strategic business partner(s) including the beginning ownership of that partnership. Mr. Arreche has been in the IT field for over 25 years. He has spent the last seven years as a global director for worldwide alliances responsible for partner on-boarding, portfolio management and MPS training. Prior to worldwide alliances, Mr. Arreche has held various assignments including new branch start-ups, solution development and launches. Previous to Xerox, Mr. Arreche owned a successful computer and networking consulting business for over 10 years. Mr. Arreche was also part owner of one of the largest privately held internet service providers in the Orlando, Florida area before going public. As recently as six years ago, Mr. Arreche also consulted a start-up company on tablet technologies for restaurants and digital advertising. Called the myPAD, the tablet was the predecessor to the iPad. He has a bachelor degree in business and technology and is working on his MBA at Rollins College.
Director, Alliance Management
Judy is the Director of Alliance Management in Pfizers' Worldwide Business Development Group. In her role, Judy is responsible for ensuring alliance effectiveness for Pfizer's Oncology Clinical Research and Commercial Collaborations. Prior to joining Pfizer, Judy held positions of increasing responsibility at Forest Laboratories and Eisai Inc. in the areas of Alliance Management, Clinical and Manufacturing Outsourcing, Sales Operations and Finance.
Judy is on the Board of Trustees for The Valley Hospital in Ridgewood, N.J. She serves on the hospital's Investment and Audit & Compliance Committees as well as the Research Advisory Group. Judy holds a B.S. in Business Administration & Accounting from Meredith College and is a Certified Public Accountant.
Harm-Jan Borgeld, CSAP, PhD
Head Alliance Management
Harm-Jan Borgeld is leading the alliance management department at Merck KGaA. The department is responsible for the commercial, development, research, and selected regional alliances. Before heading the alliance management department, he was leading a project team that worked on developing a novel immunotherapy to treat cancer. He started his work at Merck in the licensing and business development department. Pior to Merck, he was responsible for the business development activities of the Japanese firm, Kyorin Pharmaceuticals, in Europe. He received his MBA from the Rotterdam School of Management, the Netherlands / Haas Business School, US, and his PhD from the Faculty of Medicine, University of Nagoya, Japan, and graduated from the Wageningen University, the Netherlands.
Nancy D. Breiman
Director, Global Networking Alliances
As a Certified Strategic Alliance Professional (CSAP), Nancy Breiman leads a team of Global Alliance Executives responsible for the 360 degree relationship, as well as developing and driving adoption of innovation solutions in collaboration with VMware, Juniper, and Brocade.
Her team is responsible for the Alliance strategy including joint offering development; go to market, sales enablement and sales execution. Her previous team was responsible for driving alliance joint solutions with IBM Innovation Partners; Schneider Electric, Ricoh, HOK and Gehry Technologies. Prior to this role, she lead an alliance team responsible for evaluating and on boarding new Cloud based alliances and providing support to the IBM Global Alliance Solutions portfolio as the Cloud Center of Excellence. In her 10 years as an alliance professional she was also personally responsible for IBM's alliance relationship with both business objects and salesforce.com.
Nancy is actively involved in the Association of Strategic Alliance Professionals (ASAP) as a member of the advisory board.
Before joining the Global Alliance organization, Mrs. Breiman held positions as the Global Client Director responsible for the IBM relationship with DHL; Vice President, WW Cross Brand Competitive Sales; Vice President, Americas Competitive Sales, Server and Technology Group; Vice President, WW Linux Cluster and High End Intel Sales and Manager of the IBM Corporate Competitive Intelligence Team responsible for the launch of IBM's eServer portfolio.
Mrs. Breiman joined IBM in July 1984 as a professional hire in sales. Since joining she has held numerous sales, marketing and management positions across IBM.
Nancy Breiman holds a Bachelor of Science degree in Industrial Arts from the State University College at Buffalo, New York and is a CSAP Certified member of the Association of Strategic Alliance Professionals and a member of the Strategic and Competitive Intelligence Professionals.
Nancy is married and has two beautiful adult children and two dogs.
Gary Butkus, RPh, CA-AM
Director of Alliance Management
Eli Lilly and Company
Gary Butkus, RPh, CA-AM, is Director of Alliance Management at Eli Lilly and Company. Gary has leveraged his more than 20 years of pharmaceutical experience, his certifications in Six Sigma, Healthcare Compliance, and Corporate Citizenship, and his role on the Butler University Board of Trustees into being a recognized leader in the value of professional development and corporate diversity. He also serves on the Board for the Midwest Chapter of ASAP.
Head of Alliance and Integration Management
Casey Capparelli, Global Product General Manager in Oncology at Amgen, is an experienced biopharma executive with over 20 years of industry experience and international cross-functional expertise. Casey is currently accountable for global product strategy, execution and team performance for two of Amgen's oncology assets. Prior to his current role, Casey served as the Head of Alliance and Integration Management where he was accountable for managing Amgen's global portfolio of alliances, joint ventures and outlicenses as well as leading Amgen's integration readiness capability. Over the course of his career, Casey successfully led multiple domestic and international acquisition integrations. He has led Amgen's portfolio management and stage gate governance process and served as Chief of Staff for the Head of Research and Preclinical Development. He has experience leading broad organization-wide change initiatives and has extensive scientific and drug development experience gained through multiple roles early in his career. Casey holds a Master's degree in Business Administration from Pepperdine University and a Bachelor's of Science degree in Biochemistry from the University of New Hampshire.
Vice President of Alliances and Channels
Russ Cobb leads SAS' global partner and channel organization, where he manages a broad partner ecosystem that includes strategic alliance partners, channel resellers and third-party and OEM partners. Cobb helps SAS partners expand their businesses with new business models and solve customer business needs with SAS' leading analytics portfolio.
Cobb has spent more than 15 years in the software industry. Prior to joining SAS, he spent 11 years in management consulting for Marakon Associates and Accenture, where he specialized in corporate and business unit strategy development for multinational clients in a variety of industries.
Throughout his career at SAS, Cobb has held numerous leadership roles related to strategy, marketing, strategic partnerships and business development. Cobb holds an MBA from the Kellogg School of Management at Northwestern University, and a BS in industrial engineering from North Carolina State University.
Head of Alliance Management, Corporate Development
Mark Coflin, CSAP is head of alliance management and is responsible for building the Shire organization capability as a world-class leader in partnering, alliance management, and execution. Shire is the leading global biotech company focused on rare diseases and other highly specialized conditions. We respect our partner's science and cultural differences to jointly develop and bring patient-centered solutions with the goal of becoming a preferred strategic "partner of choice". We are applying best practices, but also taking a fresh approach to develop a world-class alliance competency that will enhance our partnerships across our therapeutic areas.
Prior to joining Shire, Mark initiated, developed and led several key global corporate alliance initiatives at Baxalta and Novartis while leading high priority alliance partnerships in research, development & commercialization.
Mark has a B.Sc. (biology), B. Comm. (business) and MBA (marketing) from University of Alberta. Mark is a Certified Strategic Alliance Professional (CSAP) with the Association of Strategic Alliance Professionals (ASAP), is a Board member of the NE chapter and a member of the Licensing Executive Society.
Scott is a New York based Deals Director serving private equity funds, portfolio companies, and public companies. He has over 15 years of experience advising clients, with the focus on providing advice on joint ventures, divestitures, acquisitions, and capital raising. Scott helps lead PwC's Joint Venture practice solution, which was recently named a leader in Joint Venture and Alliance consulting by ALM Intelligence based on our breadth and depth of capabilities. Scott graduated with a BA in Economics from the University of Pennsylvania and an MBA from New York University's Stern School of Business.
Gerry Dehkes, MBA, CSAP
Strategic Growth Initiative Ecosystem Leader
Gerry Dehkes is the Strategic Growth Initiative Ecosystem Leader for KPMG International, the global confederation of KPMG member firms. Before rejoining KPMG in early 2016, Gerry was Principal, Commercial Alliances with Booz Allen Hamilton. Earlier at KPMG, he led the establishment of KPMG LLP's alliance program which received ASAP's 2014 Program Award of Excellence. Over more than two decades, Gerry has developed and led Strategic Alliances programs and organizations in the US and Europe as Senior VP of Alliances and Channels for Telcordia Technologies, as VP of Strategic Alliances for Lucent Technologies, as AVP of Alliance Programs and Services Alliances for NCR and as Principal of ProPartnering. Gerry and his teams have managed alliances with over two hundred companies.
Mr. Dehkes has spoken on partnering and trained alliance managers in twenty-six countries around the globe. His work has been cited in publications ranging from Peter Drucker's Leading Beyond the Walls to Keith Patching's Management and Organisation Development to Business Finance magazine. Gerry received his MBA and BS from the University of Minnesota's Carlson School of Management.
Karen Denton, CA-AM
Alliance Management Director
Karen Denton is based in Whippany, New Jersey and is responsible for a number of Bayer's late stage oncology alliances including Orion, Amgen and Immunogen. In addition to managing alliances Karen is leading the Alliance Center of Excellence which is focused on building Bayer's company-wide partnering capability.
Karen is originally from UK and has held positions in sales, sales management, and global marketing. Prior to joining business development in 2007.
Karen has a BSc in biology and a MA in marketing.
Vice President/General Manager of Operation Services
Tony DeSpirito is Schneider Electric's Vice President/General Manager of Operation Services. His responsibilities include strategy, marketing, sales, and execution of Schneider Electric's data center operation services business. Schneider Electric operates many of the largest datacenters in the world and delivers operational excellence through rigorous processes and discipline supported by a digital foundation.
A seasoned high-technology marketing and sales executive, Tony has deep domain expertise in enterprise software and managed services. His previous position was Managing Director of Strategic Accounts with responsibility for Schneider's relationship with IBM. Tony's skills range from C-Level selling, relationships and solution development to operational management of both channel and direct sales teams.
Tony holds a BS in Mathematics from Worcester Polytechnic Institute and earned his MBA from the University of Rhode Island. He is a veteran of Desert Shield, Desert Storm and Provide Comfort Campaigns in Southwest Asia and was a decorated Combat Aviator while a Captain in the United States Air Force.
Andrew S. Eibling, CSAP
Forty86 Consulting Group
Andy Eibling is 30 year veteran of the pharmaceutical industry and an accomplished Alliance Management and Business Development leader with experience in technology, development, commercialization and supplier relationships.
Andy founded Forty86 consulting in 2018 in order to continue to elevate the collaborative capabilities of the pharmaceutical industry. He was formerly Vice President of Enterprise Alliance Management at Covance, Inc, the drug development division of LabCorp. While at Covance, he created a formal Alliance Management capability and function. His team was responsible for growth and operational excellence with Covance’s most critical client relationships.
Prior to joining Covance, Andy spent over 24 years at Eli Lilly and Company, most recently implementing Lilly’s partnering strategy with roles in Business Development and as a founding member of Lilly’s pioneering Office of Alliance Management. During that time Andy managed a variety of partnerships, ranging from early discovery technologies to global drug development alliances with Lilly ICOS, LLC for Cialis® and Amylin for Byetta®.
Andy is a member of the Association of Strategic Alliance Professionals, and a Certified Strategic Alliance Professional (CSAP). He has spoken at numerous conferences and workshops, and his work on “Unique Aspects of Alliance Projects” was published by Wiley in 2010 in the book, Pharmaceutical and Biomedical Project Management in a Changing Global Environment. Andy has a BSME from Purdue University and MBA from Indiana University.
David Erlenborn, CSAP
Managing Director, Alliance Strategy & Operations
David is an Managing Director in KPMG's alliance program, with over 30 years' experience across business disciplines, including over 15 years in alliance management.
David has experience transforming and running alliance programs. He has run alliance strategy and operations teams, as well as directly managed alliance relationship. His experience includes designing the consolidation of a large corporate channel organization; redefinition of alliance program scope, mission, and structure; translation of business needs in partnering strategies; development of alliance processes, templates, and tools; recruitment and selection of new partners; onboarding and launch of new alliance relationships; and development of alliance result tracking and reporting.
David has been an active member of the Association of Strategic Alliance Professionals (ASAP), where he helped in establishing a certification program, was among the first to achieve the status of Certified Strategic Alliance Professional (CSAP), served on the ASAP Tri-State Chapter's Board of Directors for 6 years, and served on the ASAP Global Advisory Board.
Ben Gomes-Casseres, CSAP
Professor, Brandeis University
Consultant, Alliance Strategy Consulting
BEN GOMES-CASSERES has worked on alliance strategy for 30 years. His latest book is Remix Strategy: The Three Laws of Business Combinations (Harvard Business Review Press, 2015); it won the Axiom Books Silver Prize in Economics. His book The Alliance Revolution pioneered the idea of alliance constellations, and Mastering Alliance Strategy provides best practices in all aspects of alliance management.
Ben is a professor at Brandeis University, where he directs the MBA program and the Asper Center for Global Entrepreneurship. Previously he was at Harvard Business School and, prior to that, an economist at the World Bank. He has published five books and many articles and case studies.
Ben consults widely with companies seeking to create value from external resources. He has worked with Bayer, Syngenta, Daimler, General Electric, Chevron, and speaks regularly at ASAP and The Conference Board. He holds degrees from Harvard, Princeton, and Brandeis. A native of Curaçao, he speaks four languages. His work is at www.alliancestrategy.com.
Chief Strategy Officer
A prominent industry analyst and thought leader, Laz brings unparalleled channel expertise to Zift and has served as strategic advisor to leading B2B channel programs worldwide. Laz helped launch Zift's Channel as a Service (CHaaS) platform, which has redefined the channel technology landscape. Before Zift, Laz was Group Director of Channel Sales and Marketing Strategies at SiriusDecisions, where his team published extensively on channel management, partner recruitment, enablement and lead generation, while developing transformative frameworks, such as the SiriusDecisions Channel Program Model®. Prior to SiriusDecisions, Laz headed up North American Channels for Unipress Software, served as EVP of sales and marketing at Beast Financials, and VP of alliances and OEM programs at Viewpoint. Internationally, Laz led sales efforts for Lotus Development in Latin America and Baan in Europe. He attended the U.S. Air Force Academy and majored in computer science at Rutgers University.
Head of Alliance Management in Global BD&L
Nancy Griffin is the Head of Alliance Management in Global BD&L at Novartis. In this role, she is responsible for alliance management functional expertise across Novartis. Prior to this role, Nancy led the Alliance Management function within the Novartis Oncology Business Unit. Nancy has 20 years of international experience in the pharmaceutical sector including business development and licensing, business intelligence and drug development consisting of clinical operations, regulatory and clinical trial management. Prior to joining Novartis in 2007, Nancy held a variety of progressive positions with Bayer Healthcare, Targon – a joint venture in oncology between Elan Pharmaceuticals and Cytogen Corporation, and with Novo Nordisk. Nancy has worked both in the US and Canada, and in positions of local, regional and global responsibility.
Nancy has an undergraduate degree in Nursing Science from the University of Toronto, an MBA from Quinnipiac University in Connecticut and is currently pursuing an MPH from George Washington University.
Bernie Hannon, CSAP
Strategic Alliances Director
I am an industry-certified strategic alliances professional in cloud computing with a proven track record in creating and launching new business development programs, executive relationship management and strategic planning. I am experienced in forging strategic alliance partnerships, channel partner recruitment and development, sales and technical training and conceptual analysis and execution of new sales and market development opportunities. I am results oriented with a strong execution discipline and a proven ability to engage and influence partners at the highest executive levels. In my current role at Citrix, I manage the Citrix strategic alliance relationships with two of our largest platform providers, Dell and Nutanix. In addition to Citrix Strategic Alliances, I have also worked in Citrix XenServer Engineering where I managed engineering partner alliances as well as certification and interoperability testing. Previous to Citrix, I have held leadership roles in technology sales, services and partner management over the past twenty years for companies including AT&T, Lucent and Avaya.
I view alliances as a cross between technology evangelism and program management where every day I get to use a unique combination of organizational, strategy and people management skills to achieve goals. The secret to my success? I am equal parts passionate, patient and persistent. I am also proud of the fact that I am one of small number of alliance professionals who has earned the prestigious Certified Strategic Alliance Professional (CSAP) certification from the Association of Strategic Alliance Professionals.
Phil Hogg, CA-AM
General Manager, Merchant Services
Everlink Payment Services
Phil is a Payments Executive who is recognized for building and commercializing multi-million dollar payment processing partner programs with a focus on collaboration, strategic alliances and channel sales. At Everlink, Phil is responsible for all aspects of the Merchant Services group, including sales, marketing, and service management. His team is also responsible for establishing strategic alliances with national and international FinTechs.
Prior to Everlink, Phil was the VP, North American Strategic Partners at Moneris Solutions, Canada's largest payment processor where he established himself as an expert in disruptive technologies and FinTech start-ups. Phil also lead the wireless data channel partner programs for Rogers Wireless, Canada's largest mobility provider after successfully managing the strategic alliance with IBM when at Bell Canada.
A natural collaborator, Phil was the President of the ASAP Toronto Chapter from 2011 until 2015. Phil has also written extensively on such topics as disruptive technology, global perspectives on payments, and strategic alliance & channel programs for business magazines and newspapers.
Christoph Huwe, Ph.D., CA-AM
Strategic Alliance Manager Therapeutics
Bayer AG Pharmaceuticals
Christoph Huwe, Ph.D., CA-AM, is a Strategic Alliance Manager Therapeutics at Bayer AG Pharmaceuticals, with a focus on the Bayer-Evotec Endometriosis, Bayer-Evotec Kidney Diseases and Bayer-OncoMed Oncology strategic alliances, and the Tuberculosis Drug Accelerator consortium. He is also a founding member of Bayer's Alliance Community Excellence Team. Previously he was responsible for the Bayer-Shanghai Institute of Organic Chemistry Collaboration (China), and a chemoinformatics platform reengineering project lead collaborating with Tripos (USA). He has served as senior management support at Bayer, as member of the Pharma Industry Benchmarking Forum and the EFPIA Industry Liaison Group. He has held various positions in medicinal chemistry at Bayer (Germany), Berlex Biosciences (USA) and Schering AG (Germany). Christoph Huwe has received a Ph.D. from the Technical University Berlin (Germany), followed by a postdoc at The Scripps Research Institute, La Jolla (USA).
Bill Kleinman, J.D.
Partner - Alliances, M&A and Technology Group
Haynes and Boone LLP
Bill Kleinman's legal practice focuses on strategic alliances, joint ventures, M&A and technology transactions. His approach to the law reflects the collaborative nature of alliance formation and operation, based on many years of successful alliance work that spans many industries.
Bill originally trained as a chemical engineer, and he has a broad understanding of the science and technology that drive today's most innovative companies. He helps companies turn their technology advantage into competitive advantage.
Bill has nearly 35 years of transactional experience and is AV® Peer Review Rated Preeminent by Martindale-Hubbell® Law Directory. He was recognized by The Best Lawyers in America, Woodward/White, Inc., for both Corporate Law and Mergers & Acquisitions Law, 2016-2018.
Stuart Kliman, CA-AM
Stuart Kliman is a founding partner of Vantage Partners LLC, and heads up Vantage's Alliance Practice Area. As such, he has worked to help clients build and implement the processes, tools, skills and structures necessary to more effectively manage key alliance relationships. In addition to the alliance space, Mr. Kliman has also worked extensively with organizations looking to engage in more value maximizing and integrated ways with key suppliers and customers.
Mr. Kliman is a regular speaker and writer on issues of alliance and key supplier relationship management.
Dave Luvison, CSAP
Affiliate Assistant Professor
Loyola University Maryland
Dave holds the rank of Executive in Residence at Loyola University Maryland and is a Fulbright Specialist. He earned his doctorate of business administration from the H. Wayne Huizenga School of Business and Entrepreneurship at Nova Southeastern University. His research and applied interests lie in the areas of inter-organizational collaboration and strategic alliances. Prior to entering teaching, Dave accumulated over 20 years of hands-on experience managing alliances, building alliance programs and consulting to firms in the area of alliance management. He holds a Certified Strategic Alliance Professional (CSAP) level certification from The Association of Strategic Alliance Professionals (ASAP), was one of the editors of The ASAP Handbook of Alliance Management: A Practitioner’s Guide, and has written the official review courses for both levels of the association’s certification exams. He also serves as a faculty member for the American Management Association, where he authored three courses on strategic alliances. His academic research has been published in Group and Organization Management, The International Journal of Strategic Business Alliances, Management Decision, and The Journal of Applied Management and Entrepreneurship, as well as various edited books.
Robert Porter Lynch
The Warren Company
Robert is a passionate champion for unlocking the power of collaboration in alliances, high performance teamwork, innovation, and trust. He has been on a quest to address three fundamental issues at the core of mankind's future on this planet:
First: How can people of greatly different backgrounds and beliefs come together without destroying each other? More importantly, could they actually work together synergistically to create and innovate?
Second: Is there a transcendent "design architecture" to transform whole organizations, value networks, or even industries that can be applied across a multitude of cultures and boundaries with highly successful & predictable results?
Third: Could we reliably diagnose key causative factors, predict outcomes, and prescribe corrective actions to produce extraordinary results consistently?
The answers to Robert's lifelong quest has resulted in a holistic "Architecture of Collaboration" which holds the promise to boost the power of Strategic Alliances a quantum leap.
Senior Manager, Microsoft Global Alliance
Andy has managed alliances for much of his 30 years in the high tech industry. These alliances have included collaboration between the worlds of business and education, alliances comprised of fierce competitors, alliances between product and service firms, as well as more traditional product development and marketing alliances among firms in the high technology industry.
For the past 18 years, Andy has managed the global alliance between NEC and Microsoft. Over that time, the alliance has evolved from collaboration on product development to include development of new vertical solutions for the public sector, retail, and manufacturing. This shift has required changes to internal organizations as well as alliance governance.
Molly McCartney, CA-AM
Molly is an Alliance Manager and part of the Equifax Enterprise Alliances team that collaborates with partners to drive fundamental, incremental and transformational revenue. The Equifax team received the Alliance Program Excellence Award at the ASAP conference in 2017. Molly provides alliance management expertise to strategic partners in the automotive, financial services and mortgage industries programs which align with corporate strategy, innovation and accelerate time to revenue.
With more than sixteen years' experience in both alliance programs and management consulting, Molly brings together leaders from both Equifax and our partners to create a joint vision as well drive the governance to execute actionable strategies.
Molly has a great interest for collaboration and partnering; has been a member of Association of Strategic Alliance Professionals (ASAP) since 2016 and achieved the CA-AM Certification.
Lynda McDermott, CA-AM, MSOD, CSP
EquiPro International, Ltd.
Lynda McDermott is President of EquiPro International, Ltd., an international management consulting firm which specializes in leadership, team and business development for Fortune 500 and medium-size companies and professional services firms. She is also an alliance management consultant for organizations working in strategic partnerships and joint ventures. Her client list includes such companies as Pfizer, Biogen Idec, PricewaterhouseCoopers, BMS, and Sanofi Pharmaceuticals.
Ms. McDermott is co-author of the best-selling book World Class Teams (Wiley). She is a Certified Speaking Professional with the National Speakers Association and is on the faculty of the Association of Strategic Alliance Professionals and received the Certification of Achievement-Alliance Management (CA-AM). Ms. McDermott is an instructor for ASAP's CA-AM certification exam prep workshop and TE-AM Alliance Training program, and is an ASAP Educator Provider Partner. Ms. McDermott is a Phi Beta Kappa graduate of Miami University and has a Masters of Science in Organization Development from Bowling Green State University.
Ron McRae, CSAP
Director, Alliance Management
Janssen Biotech, Inc.–one of the Pharmaceutical Companies of Johnson & Johnson
Ron McRae is Director of Alliance Management at Janssen Biotech, one of the Pharmaceutical Companies of Johnson & Johnson (J&J). Currently Ron is responsible for more effectively optimizing the relationships and business results for several alliances that involve key commercial products within the Janssen Biotech portfolio. Prior to Alliance Management, Ron gained considerable experience and success in business development, sales and marketing. He previously held positions at J&J and Bristol-Myers Squibb (BMS) in business development, covering the therapeutic areas of Immunology, Oncology, Dermatology, Women's Health Care, and Respiratory Diseases at both divisional and group levels. Prior to BMS, he held positions of increasing responsibility in sales and marketing at Searle Pharmaceuticals.
Ron earned a Master in Management from Northwestern University's Kellogg Graduate School of Management and a Jurist Doctorate from DePaul University's College of Law. He also holds the highest level of certification in Alliance Management as a Certified Strategic Alliance Professional (CSAP).
Todd Miller, CA-AM
US Market Leader
Todd is the Vice President, US Business Development for ChromaWay, an innovative blockchain software company with offices in Stockholm, Tel Aviv, and Washington, DC. At ChromaWay, Todd is responsible for managing all aspects of the US operation including marketing, business development, and thought leadership. His team is responsible for creating strategic partnerships with channel partners and facilitating the establishment of data sharing consortiums among financial institutions, supply chain partners, and public sector agencies.
Prior to ChromaWay, Todd was a senior leader at Fannie Mae where he led product development and technology partnerships teams across the single family business. Part of this work included leading successful efforts to incorporate mortgage service partners into the electronic mortgage. Before joining Fannie Mae, Todd was a management consultant at HP/EDS and Price Waterhouse focusing on process reengineering and digital business.
Todd has been a member of ASAP since 2016, represents ChromaWay at the Mortgage Industry Standards Maintenance Organization (MISMO) and the American Council for Technology/Industry Advisory Council. He earned a B.A. from the University of Wisconsin and an M.P.A. from New York University.
Senior Vice President, Business Strategy and Chief Marketing Officer
Tim Minahan is senior vice president, business strategy and chief marketing officer (CMO) at Citrix, where he has a proactive role in helping to drive focused strategic initiatives and the company's overall business strategy. In addition, he leads global marketing strategy and operations for the company's vision of securely delivering the world's most important apps and data to enable people and businesses to work better.
A technology industry veteran who specializes in defining new markets and positioning companies to own them, Minahan has served in a broad range of business leadership roles at leading enterprise software, cloud, and services firms. He most recently spearheaded SAP's successful transition to the cloud as CMO of the company's Cloud and Line of Business unit. Minahan joined SAP when the company acquired Ariba, where he was SVP of Business Network Strategy and global CMO.
At Ariba, Minahan led the commercial strategy for the Ariba Network, the world's largest and most global business network, and oversaw the design and execution of go-to-market programs and marketing initiatives to fuel its growth as a leading cloud company. Previously, Minahan was senior vice president of marketing at Procuri Inc., where he helped drive the company's strategic direction and emergence as one of the fastest-growing Software as a Service (SaaS) application providers. He also served as chief services and research officer at Aberdeen Group, a leading independent market research firm, and held several leadership roles at Reed Business Information.
Minahan is on the board of Made in a Free World, a non-profit technology company that is using the power of networks and big data to detect and mitigate forced labor from global supply chains. He holds a bachelor's degree from Boston College and completed the CMO Program at Northwestern University, Kellogg School of Management.
Global Head, Alliance and Asset Management
Global Head, Asia and Emerging Markets Partnering
Mark Noguchi is the Vice President and Global Head, Alliance and Asset Management as well as Global Head, Asia and Emerging Markets Partnering for Roche.
He oversees the Roche staff of Global Alliance Directors, managing over 150 R&D through commercial-stage partnerships with Pharma companies, biotechnology firms, universities, and other healthcare entities, as well as the alliances with Roche Group members Chugai Pharmaceuticals and Foundation Medicine, Inc. Additionally, he manages the out-partnering of commercial and R&D assets.
Mark leads the Roche business development staffs located in Tokyo and Shanghai, seeking partnerships for innovative medicines from Asia countries and emerging markets.
Prior to his current role, Mark held global and regional management positions in Roche business development, portfolio management, pharmaceutical marketing, regulatory affairs, and information technology.
Educated as a zoologist at the University of California, Davis, Mark received his MBA from UCLA's Graduate School of Management.
Ross Reck, PhD
Ross Reck & Associates
Ross is an author, consultant and speaker in the areas of negotiation, sales and employee engagement. His recent books include: Turning You Customers into Long-Term Friends, and 100% Employee Engagement–Guaranteed! He is also the author of Turning Your Customers into Your Sales Force, The X-Factor and his very popular newsletter: Ross Reck's Weekly Reminder. In addition, he is coauthor of the best-selling The Win-Win Negotiator, REVVED! and Instant Turnaround!
A compelling and dynamic speaker, Ross has been featured at hundreds of meetings, conferences and conventions throughout the United States, Canada, Latin America, Europe and Asia. His consulting clients include John Deere, American Express, Janssen-Ortho, Inc., Shire Pharmaceuticals, Nestle Mexico, Philip Morris International, the Chicago Cubs, Rolls-Royce and Banco Santander.
Ross received his Ph.D. from Michigan State University in 1977. From 1975 to 1985 he served a Professor of Management at Arizona State University. During his career at ASU he was the only two-time recipient of the prestigious "Teaching Excellence in Continuing Education" award and was identified by the university as an "Outstanding Teacher."
Philip Sack, CSAP
CollaboRare & Digital Leadership Institute
Philip leads CollaboRare® a boutique advisory & consulting services specialist focusing on the development of successful client Go-to-Market & Strategic Partnerships. He has extensive experience building successful 'start-up' business Partnerships, Ecosystems, and Strategic Alliances, receiving numerous Global IT Vendor and Independent Industry awards. Philip is also co-Founder of ASAP's Asia Collaborative Business Community and the Digital Leadership Institute.
He has significant business experience within a number of disciplines including Executive Leadership, Sales and Support services, Global Alliance and Partner ecosystems, Business Advisor and Mentor. His organization experiences include Oracle Corporation, Siebel Systems, Sun Microsystems, Canon Computer Systems, Association of Strategic Alliance Professionals, and the Digital Leadership Institute.
He is a member of Australian Institute of Company Directors and Australian Institute of Management, and previously Australian Information Industry Association's CollabIT & Exporter programs, and an Australian Graduate School of Management student mentor. Philip holds an executive MBA, Bachelor's degree in Business & Computing, Associate Diploma of Engineering - Electronics & Computing, Certified Strategic Alliance Professional, and a Graduate of the Australian Institute of Company Directors.
Scott San Antonio, CA-AM
Global Director for IOT and Edge Compute Alliances
Scott San Antonio is Schneider Electric's Global Director for IOT and Edge Compute Alliances. His primary responsibilities include relationship management, solution development and sales execution for Schneider Electric's relationship with their ecosystem of partners that support their IOT strategy.
Previously, Scott supported Schneider Electric's Alliances with both Cisco and IBM.
Scott's has experience in team building, problem solving, creative solution development, and value proposition development. He has been involved in small, dynamic, entrepreneurial ventures as well as global-enterprise organizations. Scott has lead focus groups concentrating on team building and conflict resolution, and well as Organizational Design and Theory. Scott's experience includes channel and direct sales, custom and off-the-shelf solution development, and sales team management.
Scott received his Bachelor of Arts degree in Political Science from the University of Rhode Island in 1995. He continued his graduate studies at URI and received a Master's Certificate in Organizational Development in 2004.
Vice President Strategic Alliances
Joe brings over 25 years of experience in a variety of alliances and business development roles. In his current position as VP of Strategic Alliances at BeyondTrust he has global responsibility for all channel, systems integrator and technology alliances. Prior to joining BeyondTrust, he helped direct partner programs for various high growth security and technology companies including Core Security, Endeca, Oco, Nexaweb, BusinessObjects/Crystal Decisions and SAP.
Joe holds a B.S. degree in Business Administration from Bryant University. He is also an active member of the executive committee for White Hat USA, a community of cyber security professionals dedicated to raising funds for Children's National Health System to provide care for children in need of medical treatment. Joe is also an active member and contributor to the Association of Strategic Alliances Professionals (ASAP) and a member of the Cyber Security Committee of WashingtonExec.
Stefanie Schubert, CA-AM, PhD
Professor of Economics
SRH University Heidelberg
Stefanie Schubert is Professor of Economics at SRH University Heidelberg. Previously, she was assistant professor of organization theory and management at WHU-Otto Beisheim School of Management (Koblenz & Düsseldorf). Her expertise includes strategic decision making, managerial economics, and strategic alliances and networks. In addition, Stefanie is consultant for strategic management with a particular focus on conceptual strategy development and strategic behavior. She has published in distinguished international journals, such as the Journal of Health Economics, Applied Economics and Small Business Economics. She received her PhD from University Duisburg-Essen and graduated from Heidelberg University.
Jeff Shuman CSAP, PhD
Principal, The Rhythm of Business
Professor of Management, Bentley University
Jeffrey C. Shuman CSAP, PhD, Principal, The Rhythm of Business and Professor of Management, Bentley University is an educator and trusted advisor to executives who are building, leading, and managing alliances and partner networks. His mix of operational, consulting, research and classroom experiences allow him to blend the theoretical with the practical, providing useful, easily implementable and repeatable advice.
At The Rhythm of Business he partners with global companies in multiple industries to advance their alliance and collaboration management capability. Consulting engagements focus on driving results through enabling all functions of the business to work effectively with their partners throughout the lifecycle. He works with senior executive teams to shape partnering strategy, enable operational and organization readiness, and implement overarching governance. Partnering professionals benefit from his ability to quickly diagnose underperforming alliances, and accelerate the path to profitability. Customized education and training bring alliance and collaboration skills to all who interact with partners.
Jeff has been a member of ASAP since 2002. Currently part of the ASAP's Strategy Team, he is actively involved on the teams that have developed the Certificate of Achievement–Alliance Management (CA-AM) certification and the CSAP certification and contributed to the Handbook of Alliance Management. He frequently presents at ASAP and other organization's conferences and events. Together with business partner Jan Twombly, he has a rich history of developing and publishing strategic and practical thinking that advances the art and science of partnering and alliance management.
Director, Alliance Management
Brian Stewart is Director, Alliance Management Merck KgaA, Darmstadt Germany. As part of his current role, Brian helps lead and manage the Merck KgaA, Darmstadt Germany, alliance with Pfizer, with focus on the co-promotion of Xalkori, and the Avelumab external combination partnerships. Brian joined Merck KgaA, Darmstadt Germany, from Walgreens Co., where he spent the previous 5 years leading relationships with global Pharma partners, with a focus on specialty biologics, product launch and distribution strategies, and business development. Prior to joining Walgreens, Brian spent 10+ years in Pharma, holding increasing levels of responsibility across multiple roles including market access, field sales, and sales training. Prior to Brian's career in Pharma, he was an entrepreneur, owning multiple businesses. He holds a BS in Kinesiology from Indiana University.
Director, Partner Marketing Operations & Partner Experience
With Qlik Inc. for more than a decade and 20+ years in high-tech, Lisa Stifelman-Perry knows how to achieve meaningful experiences backed-up by solid operational processes. Currently, Lisa serves as Director of Partner Marketing Operations & Partner Experience at Qlik, where she is responsible for the online partner experience, partner lead management programs, vendor management and product management. Previously, she was Qlik's Alliances Operations Manager for North America and Global Senior Recruiter. Prior to Qlik, she worked for Cisco, Progress Energy (now Duke Energy) and Ciber Inc.
Manager, Sales Cloud Product Marketing
Scott Sugimoto is a Product Marketing Manager at Salesforce aligned to Partner Communities, Salesforce's Partner Relationship Management product. He has presented thought leadership on what Partners are looking for from their Vendors at Dreamforce, Salesforce's annual industry conference attended by 170,000 people. Prior to Salesforce, Scott spent 7 years implementing Salesforce at Enterprise Businesses as a Technology Consultant at Accenture.
Scott has a degree in Economics from Columbia University in NYC and an MBA from UCLA Anderson School of Management.
Renee P. Tannenbaum, CSAP, PharmD, MBA
Vice President, Global Alliance Management
Renee leads the Global Alliance Management team at Halozyme and its more than 10 partnerships with major biopharmaceutical and diagnostic companies.
A seasoned leader with over 25 years of global commercial operating and general management experience, Renee brings a proven track record of success in leading high performing businesses and developing and implementing innovative commercial strategies to her role in alliance management.
Prior to joining Halozyme, she held executive level positions at AbbVie, Elan Pharmaceuticals, Novartis AG, Bristol Myers Squibb and Merck and Company. Renee serves as Adjunct Professor at the University of the Sciences at Philadelphia in the Pharmaceutical and Healthcare Business Program and is on the Board of Directors at Zogenix, Inc.
Since alliances and partnerships play an ever increasing role in the biopharmaceutical industry, Renee has a strong interest and commitment to ensuring successful outcomes from these relationships. While a relatively new member of the Association of Strategic Alliance Professionals (ASAP), she achieved the Certificate of Strategic Alliance Professionals (CSAP) early in 2017.
David Thompson, CA-AM
Chief Alliance Officer
Eli Lilly and Company
David is an internationally recognized alliance architect and alliance builder, specializing in making alliances productive and profitable with a track record of: designing and operating effective and efficient alliances; successfully managing and negotiating alliance conflict; and developing high performing alliance management teams. David has published over 20 articles on the topic of alliance management and has been sought out by fortune 100 companies outside of the pharma industry to consult on their alliance management programs. David regularly teaches alliance management courses as a guest lecturer at universities and has taught scores of alliance managers not only from pharmaceutical and biotech companies, but also high tech, insurance, petroleum, funeral, automobile, and financial services industries. David also serves as a board member of the Association of Strategic Alliance Professionals.
Currently, David is the chief alliance officer at Eli Lilly and Company (Lilly). As the leader of Lilly's alliance management group, David is responsible for establishing and maintaining all major development, commercial, and manufacturing partnerships. He also oversees the integration of companies brought into Lilly via mergers and acquisitions. David has played a key role in many major alliances and acquisitions at Lilly, working with Boehringer Ingelheim, Amylin, Daiichi Sankyo, and IMCLONE. His involvement begins during the due diligence process and continues throughout each alliance's lifecycle.
Prior to his role as chief alliance officer, David held leadership positions in sales, marketing, market research, pricing, new product planning, business development, and corporate strategy.
Ann Trampas, CSAP
Professional Development Practice Lead
Ann E Trampas, CSAP, is the Professional Development Practice Lead for Phoenix Consulting and Lecturer at the University of Illinois–Chicago (UIC). As Practice Lead she works with clients developing and delivering skills mastery classes in collaborative relationship management and consulting in optimizing their strategic alliances. At UIC she teaches Channels of Distribution and Ecommerce, Marketing, Sales Management and Business Strategy and advises the American Marketing Association Chapter. She is also a faculty member of the American Management Association, where is facilitates a variety of courses.
She is currently a Board Member and former President of the Midwest Chapter of the Association of Strategic Alliance Professionals (ASAP) and a member of the Technical Advisory Group for the ISO standard for Collaborative Business. She is a member of the Executives Club of Chicago and the American Marketing Association. Previously Ann has held positions including ASAP Certification Program Director and Vice President of Global Alliances for IBM-SPSS.
Steve Twait, CSAP
Vice President, Alliance and Integration Management (AIM)
Steve has responsibility to continue to shape AstraZeneca's alliance and integration strategy in line with more diverse and varied externalization deals and further enhance AZ alliance and integration management capability to help position AstraZeneca externally as the partner of choice.
Steve's team leads the integration of all major acquisitions, the transitions for divestments, and management of alliances for AZ. Steve joined AZ in January 2015, after spending 26 years at Eli Lilly and Company where he was a founding member of Lilly's Office of Alliance Management.
Steve is a well published author in Pharmaceutical Executive, PLG's Business Development & Licensing Journal, and Strategic Alliance Magazine and is a board member of the Association of Strategic Alliance Professionals.
Steve holds an MBA, Marketing from Indiana University - Kelley School of Business and a BSEE, Electrical Engineering from Valparaiso University.
Jan Twombly, CSAP
The Rhythm of Business
Jan Twombly, CSAP, is President of The Rhythm of Business, Inc. For nearly 20 years Twombly has served as a trusted, expert advisor to global and emerging companies. She works as an extension of the partnering and alliance management team, helping them develop their ability to accelerate outcomes from partnering and alliances. Partnering with the executive suite, she helps companies reach higher levels of alliance success by integrating partnering into all aspects of the business.
A few of the many companies she has worked with include Abbott, Astellas, AT&T, Bayer, Becton Dickinson, Biogen, Boehringer Ingelheim, Colgate-Palmolive, Dun & Bradstreet, EMC, Equifax, FIS, IBM, Intel, Novartis, Sanofi, Shire, and Xerox.
Twombly serves on the Executive and Management Committee of the Association of Strategic Alliance Professionals (ASAP). She is editorial advisor to ASAP Media, which publishes Strategic Alliance Magazine, and contributed to the ASAP Handbook of Alliance Management. Together with business partner Jeffrey Shuman, Twombly has a rich history of developing, publishing, and presenting strategic and practical thinking that advances the art and science of partnering and alliance management.
Senior Vice President & Chief Market Development Officer
Wayne Usie serves as chief market development officer at JDA. In this role, Wayne is responsible for aligning and synchronizing end-to-end support for global sales while driving greater efficiency and growth. Wayne is responsible for bringing together the global functions across Industry Strategy, Value Delivery, Global Alliances, Business Development, Global Sales Operations and the Global Deal Desk to drive company growth.
Prior to this role, Wayne served as senior vice president, Global Industries & Value Delivery, responsible for the global industry strategy across manufacturing, distribution, and retail, and driving JDA's industry strategies along with building the value selling capabilities within the company. In his 16 years at JDA, Wayne has become a trusted advisor to customers worldwide.
Previously, Wayne served as vice president of IT at Family Dollar Stores, Inc., a publicly traded mass merchant discount retailer, and prior to that, he worked in executive positions for a regional retailer and a consulting firm.
Wayne holds a B.S. in Business Administration from Louisiana State University, Baton Rouge, LA.
VP Business Development, Neuroscience
Johnson & Johnson Innovation
Lucinda (Cindy) heads the Neuroscience Business Development Team which includes scientific finding, licensing transactions, mergers, acquisition, out licensing, divestitures and alliance management.
With over 24 years of broad industry experience, Lucinda began her Pharma career in Canada. In 1999, she joined the Johnson & Johnson Family of Companies and has held various USA and Global roles of increasing responsibilities, including Sales, Marketing, New Product Development, Alliance Management, and Business Development Leadership. Lucinda has been responsibility for the leadership and oversight of some of Janssen's longest and largest global commercial alliances in addition to leading the global integration of Johnson & Johnson's single largest asset REMICADE®, back into the organization in 2011.
Just prior to joining the Janssen Business Development Leadership Team, Lucinda led the Immunology Business Unit in Australia, returning to the USA in 2014 as VP Alliance Management, Janssen, responsible for leading the total Pharmaceutical portfolio of collaborations.
Lucinda received her Bachelor of Science degree from the University of Alberta, Canada.
Revenue Rocket Consulting Group
Revenue Rocket’s Vice President, Reed Warren works to identify and understand the barriers to growth, while identifying strategies required for success. It’s Reed’s job to learn about your core business functions, facilitate all M&A responsibilities, and conduct the necessary assessments like target profiling, due diligence, financial modeling, valuation, closure proceedings and post-merger integration strategies. Reed has a Bachelor of Arts degree from Northwestern College in St. Paul, MN and works and lives in the Twin Cities metro.
Norma Watenpaugh, CSAP
Phoenix Consulting Group
Norma Watenpaugh is the founding principal and CEO of Phoenix Consulting Group (www.phoenixcg.com) which provides education and consulting services with expertise in market development strategy, multi-channel and alliance management, and ecosystem development. Prominent clients include Amazon, Adobe, Cisco, Dupont, Dell, PayPal, Nationwide Insurance, SAP, and Schneider. She was named a Woman of Influence in Silicon Valley by the Silicon Valley Business Journal for her work in advancing best practices in Collaborative Business Relationships.
Norma has delivered seminars for Duke Corporate Education, the Reuters Foundation, Digital Vision Fellowship Program at Stanford University, San Jose State University Professional Development, and the American Management Association. She is a frequently requested guest lecturer and speaker at industry events speaking on partnering trends in Digital Transformation and Internet of Things initiatives.
Norma is a Board member of the Association of Strategic Alliance Professionals and former Best Practices Committee Chair. She has led the organization in developing professional certifications and in revitalizing the ASAP Handbook of Alliance Management. She currently leads the US delegation to the ISO standards committee for Collaborative Business Relationship Management and is the liaison to the Collaborative Innovation Management Technical Committee.
Senior Director, Global Partner Alliances & Channels
In his role as Senior Direct Partner Alliances, Morgan works closely with key systems integration and technology partners to ensure their success and ongoing support of JDA supply chain customers. Advances in technology and shifts in consumer behavior have caused disruption in global supply chains, elevating the need for close collaboration amongst alliance partners. Morgan works across JDA and partner teams spanning product development, services, licensing, operations and marketing to create a potent mix of programs and solutions.
With over 30 years' experience in high tech, Morgan has held a number of diverse roles spanning alliance management, enterprise sales, field marketing and corporate strategy. Prior to joining JDA in early 2017, Morgan was with Microsoft for over 13 years, always focused on partner success. Most recently he was Director of Microsoft's Cloud Solution Provider Program where he drove their global strategy to help resellers shift to the Cloud.
Andrew Yeomans, M.R.Pharm.S, MBA, CSAP
Global Director of Alliance Management
Global Director of Alliance Management at Merck-Serono, based since 2012 in Germany and he is actively involved in leading several key alliances for his company, within Europe, China, Japan, and Korea. He has over 23 years of experience in the Pharmaceutical Industry. His early career was within Corporate Sales and Marketing Leadership positions, focusing on Europe, Asia and North America. During this time as a result of leading a number of successful product launches and Commercial collaborations, he evolved naturally into formal, Global Alliance Management over 11 years ago.
Andrew currently optimizes value across 30 alliances for his company, that span the globe, with a particular focus on Commercial and Development collaborations, with a total value of 1.75bn Euros. He is highly active within ASAP as a Certified Strategic Alliance Professional, CSAP and has been a member of several Regional Chapters. Andrew is a Registered Pharmacist in the UK and has an MBA from Henley Business School.