Session 401
Alliance Management Skill Building: Case Studies Across Industries

While it's no secret that skill-building is a critical component of an alliance management capability, many alliance management functions fail to implement a skill-building program that is right-sized and designed according to the specific needs, structure, and maturity of their partnering organization.

Watch the session to learn about the business case for skill building, key design considerations for growing organizational competency, and learn about three case studies.

Then, go here ( to access additional resources to:

  1. Evaluate your company's alliance management maturity
  2. Dig more deeply into the case studies, including seeing samples from their training programs
  3. Create a skill building plan for your own organization


Ben Siddall
Vantage Partners

Ben Siddall is a Partner at Vantage Partners, LLC, and a member of the firm's Sales Advisory and Alliances practices. Ben works primarily with customer-facing groups to achieve breakthrough results by building deeper relationships with their internal and external stakeholders, identifying new forms of value, and negotiating more effective agreements with customers and between partners. Ben has worked with sales and alliance organizations in numerous industries, with a particular focus on pharmaceutical, medical device, healthcare, and information technology.

Ben regularly works with pharmaceutical companies to enhance their market access effectiveness. This work includes leading negotiation, stakeholder engagement, and collaboration workshops; helping develop customized negotiation support and execution tools; supporting product-specific mock negotiations; and supporting identification and execution of local and global partnerships to support product launches.

During his career at Vantage Partners Ben has contributed to a number of Vantage Partners publications, including the Customer-Supplier Negotiation Study and Extreme Negotiations with Customers. Ben also regularly speaks at conferences on market access negotiation, collaborating with customers, and cross-industry partnerships.

Prior to joining Vantage, Ben led business development and partnership outreach at a start-up technology company in Boston, Massachusetts. He also worked as a lawyer at Covington & Burling in Washington D.C., and as an economic consultant. Ben received his JD from Georgetown University Law Center and his B.A. in political science from Boston University.

Jessica Wadd
Vantage Partners

Jessica Wadd is a Partner at Vantage Partners, where her practice focuses on helping companies maximize the value of collaboration–with customers, suppliers, and partners. She frequently leverages ideas from the fields of behavioral economics and game theory to help clients develop practical approaches to improve their businesses. Jessica has worked with clients across a broad range of industries, including high-tech, manufacturing, financial services, life sciences, healthcare, and professional services.

Prior to joining Vantage, she was a strategic relationship manager at Lincoln Financial Group where her responsibilities included negotiating and managing several of the company's most critical alliances. Jessica holds an MSc in Behavioral Economics from the University of Nottingham as well as BAs in both English and Economics from Bryn Mawr College.

Outside the corporate arena, Jessica co-led an initiative with the Office for the Coordination of Humanitarian Assistance (OCHA) at the United Nations, to develop and implement a strategy for partnerships with private sector companies./p>