Webinar: "Advancing Your Alliance Career through ASAP ...

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Webinar: "Advancing Your Alliance Career through ASAP ...

  1. 1. Webinar: “Advancing Your Alliance Career through ASAP Alliance Management Certification” Association of Strategic Alliance Professionals September 13, 2007
  2. 2. Introductions <ul><li>Keith Gaylord </li></ul><ul><li>Global Business Partner Executive, IBM </li></ul><ul><li>Chair of the Certification Committee, ASAP </li></ul><ul><li>Norma Watenpaugh </li></ul><ul><li>Principal, Phoenix Consulting Group </li></ul><ul><li>Chair of the Standards Advisory Board, ASAP </li></ul>Moderator: Jim Chow Director, Global ISV Partner Strategy and Programs, Oracle Programs Chair, SV Chapter, ASAP Technology Sponsor:
  3. 3. Association of Strategic Alliance Professionals (ASAP) <ul><li>ASAP is the leading global professional association dedicated to alliance formation and practice and advancement of the alliance profession. </li></ul><ul><li>Established in 1999 as a non-profit organization </li></ul><ul><li>First professional organization dedicated to strategic alliances </li></ul><ul><li>Over 1,800 members worldwide </li></ul><ul><li>12 Chapters in 7 countries </li></ul><ul><li>ASAP Silicon Valley/Northern California chapter is the largest and most active chapter with 400+ members and an active community of 1200+ alliance professionals </li></ul>
  4. 4. Corporate Support & Member Commitment to Alliance Certification Corporate Sponsorship <ul><li>Member Commitment </li></ul><ul><li>CAAM Development </li></ul><ul><ul><li>Question writing </li></ul></ul><ul><ul><li>Validation </li></ul></ul><ul><ul><li>BETA </li></ul></ul><ul><li>Marketing </li></ul><ul><li>Training </li></ul><ul><li>Operations </li></ul><ul><li>CSAP Development </li></ul>
  5. 5. Why Professional Alliance Management Certification? <ul><li>The Quantifiable Value of the Alliance Profession: </li></ul><ul><li>To the Organization: </li></ul><ul><ul><li>Time to Market: ROI </li></ul></ul><ul><ul><li>Optimal Agreements: Leave nothing on the table </li></ul></ul><ul><ul><li>Increased Revenues: Leverage value </li></ul></ul><ul><ul><li>Minimized Risks: Proven strategies and tactics </li></ul></ul><ul><ul><li>Customer Satisfaction: Higher success rates </li></ul></ul><ul><li>To the Individual: </li></ul><ul><ul><li>Increase earning power </li></ul></ul><ul><ul><li>Be a more competitive candidate </li></ul></ul><ul><ul><li>Validate alliance management expertise </li></ul></ul>“ The value to IBM of a disciplined and well managed alliance process is demonstrated by an immediate increase of partnership performance…as much as 35%. Highly skilled and experienced Alliance Managers are integral to that success rate.” – Mark Hanny, IBM VP of Alliances
  6. 6. A Tiered Program <ul><li>Industry CSAP: “Board Certified Surgeon” </li></ul><ul><li>Conceptual at this time </li></ul><ul><li>CAAM and CSAP prerequisites </li></ul><ul><li>Defined by industry affinity groups </li></ul><ul><li>CSAP: “Board Certified MD” </li></ul><ul><li>Full certification </li></ul><ul><li>CAAM prerequisite + incremental </li></ul><ul><li>education, training and experience </li></ul><ul><li>Roll out 2-3Q2008 </li></ul><ul><li>CAAM: “Intern” </li></ul><ul><li>Certification of Achievement </li></ul><ul><li>Intermediate level education, training </li></ul><ul><li>and experience </li></ul><ul><li>Roll out 2/3Q 2007 </li></ul>CAAM Delivered: on-time, under-budget! Industry CSAP CSAP Certified Strategic Alliance Professional CAAM Certification of Achievement – Alliance Management
  7. 7. What are the qualifications? <ul><li>CAAM proficiency level </li></ul><ul><ul><li>Three to five years in the profession </li></ul></ul><ul><ul><li>Skills and competencies to manage an on-going alliance </li></ul></ul><ul><ul><li>Knowledge of full alliance life-cycle management concepts </li></ul></ul><ul><li>Qualifications </li></ul><ul><ul><li>At least three years in managing collaborative relationships as documented the exam application form </li></ul></ul><ul><ul><li>Agreed to abide by a professional code of conduct </li></ul></ul><ul><ul><li>Membership in the Association of Strategic Alliance Professionals </li></ul></ul><ul><ul><li>Committed to maintaining their active certification through meeting continuing certification requirements </li></ul></ul><ul><ul><li>Passing score on the CAAM examination </li></ul></ul>
  8. 8. What does the CAAM Exam test for? <ul><li>Alliance Basic Concepts </li></ul><ul><ul><li>Alliance Lifecycle </li></ul></ul><ul><ul><li>Governance Concepts </li></ul></ul><ul><ul><li>Portfolio/Network concepts </li></ul></ul><ul><ul><li>Alliance corporate capability </li></ul></ul><ul><ul><li>Alliance Negotiations </li></ul></ul><ul><li>Skills Mastery </li></ul><ul><ul><li>Launching </li></ul></ul><ul><ul><li>Implementing </li></ul></ul><ul><ul><li>Managing </li></ul></ul><ul><ul><li>Metrics </li></ul></ul><ul><ul><li>Governance </li></ul></ul><ul><ul><li>Organizational Alignment </li></ul></ul><ul><li>Key Success Factors: Metrics and Evaluation </li></ul><ul><li>NOTE: See Detailed Content Outline for specific competencies and tasks that are included in the exam. </li></ul>&quot;I felt that the test covered many applicable and useful alliance scenarios.&quot;   - Hanoch Eiron
  9. 9. What is not covered – but will be in CSAP? <ul><li>Skills Mastery associated with advanced alliance management </li></ul><ul><ul><li>Build, Buy, Partner decisions </li></ul></ul><ul><ul><li>Full lifecycle Management </li></ul></ul><ul><ul><ul><li>Selection </li></ul></ul></ul><ul><ul><ul><li>Qualification </li></ul></ul></ul><ul><ul><ul><li>Negotiations </li></ul></ul></ul><ul><ul><ul><li>Creating Governance, Alignment (vs managing) </li></ul></ul></ul><ul><ul><ul><li>Remediation </li></ul></ul></ul><ul><ul><ul><li>Legal Conflict Resolution (Arbitration, Mediation) </li></ul></ul></ul><ul><ul><ul><li>Termination </li></ul></ul></ul><ul><ul><li>Portfolio Management </li></ul></ul><ul><ul><li>Alliance Corporate Competency </li></ul></ul><ul><li>NOTE: See Detailed Content Outline for specific competencies and tasks that are included in the exam. </li></ul>
  10. 10. What’s the exam like? <ul><li>Web delivered, approx. 90-min exam, password protected </li></ul><ul><li>75 Multiple Choice Questions </li></ul><ul><ul><li>20 Recall: remember a fact, attribute, or characteristic </li></ul></ul><ul><ul><li>35 Application: apply a principle, identify an issue </li></ul></ul><ul><ul><li>20 Analysis: solve a problem, select the best option </li></ul></ul><ul><li>Questions are situational </li></ul><ul><ul><li>Draw on experience and judgment </li></ul></ul><ul><ul><li>All options may be appropriate given the situation </li></ul></ul><ul><ul><li>Select the ‘best’ answer </li></ul></ul><ul><ul><li>No throw aways </li></ul></ul><ul><ul><li>Incorporate common mistakes </li></ul></ul>
  11. 11. How was the exam developed? <ul><li>Professionally developed exam </li></ul><ul><ul><li>Applied Measurement Professionals - Psychometric expertise </li></ul></ul><ul><ul><li>ASAP Standards Advisory Group – subject matter expertise </li></ul></ul><ul><ul><li>Thirty item writers from ASAP membership </li></ul></ul><ul><ul><li>Process driven by “consensus of experts” </li></ul></ul><ul><ul><li>Legally defensible test for competency </li></ul></ul><ul><li>Fifty Beta testers from ASAP membership </li></ul><ul><li>Passing point set and finalized next week </li></ul>&quot;Thanks ASAP for the opportunity to be among the first to take this test; this is an important milestone for the profession.&quot; - Sherif Hanala
  12. 12. <ul><li>Let’s test your mastery of strategic alliances… </li></ul>
  13. 13. Sample Question #1 - Recall <ul><li>'Our alliance will contribute to reducing environmental problems, by combining our technological skills in air cleaning technology.' This is an example of an alliance </li></ul><ul><ul><li>value proposition </li></ul></ul><ul><ul><li>mission statement </li></ul></ul><ul><ul><li>goal </li></ul></ul>
  14. 14. Sample Question #1 - Recall <ul><li>'Our alliance will contribute to reducing environmental problems, by combining our technological skills in air cleaning technology.' This is an example of an alliance </li></ul><ul><ul><li>value proposition </li></ul></ul><ul><ul><li>mission statement </li></ul></ul><ul><ul><li>goal </li></ul></ul>
  15. 15. Sample Question #2 – Application <ul><li>Which of the following criteria best describes information that is appropriate to share with an alliance partner? </li></ul><ul><ul><li>information relevant to the alliance </li></ul></ul><ul><ul><li>sensitive but important information </li></ul></ul><ul><ul><li>intellectual property specifics </li></ul></ul>
  16. 16. Sample Question #2 – Application <ul><li>Which of the following criteria best describes information that is appropriate to share with an alliance partner? </li></ul><ul><ul><li>information relevant to the alliance </li></ul></ul><ul><ul><li>sensitive but important information </li></ul></ul><ul><ul><li>intellectual property specifics </li></ul></ul>
  17. 17. Sample Question #3 - Analysis <ul><li>Two multinationals have formed an alliance that in 5 years' time may be highly important, but now is still in its infancy. The next roles were defined for the CEOs: twice yearly conference calls about the alliance, approving the alliance business plan, and acting as the highest level in an escalation procedure. Which of the following CEO roles would improve governance the most? </li></ul><ul><ul><li>ensuring a good internal communication structure around the alliance </li></ul></ul><ul><ul><li>being involved in writing the alliance business plan </li></ul></ul><ul><ul><li>taking a place on each other's boards as non-executive directors </li></ul></ul>
  18. 18. Sample Question #3 - Analysis <ul><li>Two multinationals have formed an alliance that in 5 years' time may be highly important, but now is still in its infancy. The next roles were defined for the CEOs: twice yearly conference calls about the alliance, approving the alliance business plan, and acting as the highest level in an escalation procedure. Which of the following CEO roles would improve governance the most? </li></ul><ul><ul><li>ensuring a good internal communication structure around the alliance </li></ul></ul><ul><ul><li>being involved in writing the alliance business plan </li></ul></ul><ul><ul><li>taking a place on each other's boards as non-executive directors </li></ul></ul>
  19. 19. Detailed Content Outline &quot;The analysis questions were the most interesting and challenging and the most dependent on experience of handling situations or having seen others handling them.&quot;   - John Parker
  20. 20. Process to Apply <ul><li>On-line Application </li></ul><ul><ul><li>www.strategic-alliances.org </li></ul></ul><ul><ul><li>Members only site </li></ul></ul><ul><ul><li>Under Career Center in left navigation bar </li></ul></ul><ul><ul><li>$175 fee </li></ul></ul><ul><li>Notification by AMP </li></ul><ul><ul><li>Test instructions </li></ul></ul><ul><ul><li>Link, Log-in & Password </li></ul></ul><ul><li>Do not need to finish exam in one sitting </li></ul><ul><ul><li>Must complete within 30 days </li></ul></ul><ul><li>Immediate notification of pass/fail </li></ul><ul><ul><li>Feedback of % correct answers per section </li></ul></ul><ul><li>You may retake the test </li></ul><ul><ul><li>After 30 days </li></ul></ul><ul><ul><li>$50 retake fee </li></ul></ul>&quot;I too have invested the time to complete the exam and concur that it is a worthwhile exercise and not as daunting as it may first appear. I know more than I realized (I think!) “ - Steve Wells
  21. 21. References for Study <ul><li>CAAM Detailed Content Outline </li></ul><ul><ul><li>Available on the ASAP certification page </li></ul></ul><ul><li>ASAP Best Process Workbook and Best Practice Guidebook </li></ul><ul><ul><li>For sale on the ASAP website </li></ul></ul><ul><li>ASAP Best Practice Bulletins </li></ul><ul><ul><li>Available in the ASAP Members Library </li></ul></ul><ul><li>ASAP Professional Development Guide </li></ul><ul><ul><li>Available in the ASAP Member’s Library </li></ul></ul><ul><li>www.strategic-alliances.org </li></ul>
  22. 22. CAAM Exam Prep Workshops <ul><li>ASAP Silicon Valley Chapter CAAM Prep Workshops </li></ul><ul><ul><li>One day skills mastery and CAAM prep workshops </li></ul></ul><ul><ul><li>Provide experiential learning through scenario analysis </li></ul></ul><ul><ul><li>Mapped to Detailed Content Outline </li></ul></ul><ul><ul><li>Study Aids and Tools provided </li></ul></ul><ul><ul><li>APICS Training Center </li></ul></ul><ul><ul><li>            3150 De la Cruz Blvd, Santa Clara, CA  </li></ul></ul><ul><ul><li>Dates </li></ul></ul><ul><ul><ul><li>October 18, 2007 </li></ul></ul></ul><ul><ul><ul><li>November 8, 2007 </li></ul></ul></ul><ul><ul><li>For more info and registration: </li></ul></ul><ul><ul><ul><li>http:// www.acteva.com/booking.cfm?bevaid =142767 </li></ul></ul></ul>What was best about the workshop? &quot; Allowed me to know what I know (or don't know)” “ The real scenarios and discussions&quot; “ Understanding best answer vs right answer&quot; “ Very comprehensive and based on real world stuff&quot; “ Group discussion and debate!&quot;
  23. 23. Courses for Continuing Education <ul><li>American Management Association Courses </li></ul><ul><ul><li>“ Essentials of Strategic Alliances and Partnerships” </li></ul></ul><ul><ul><li>“ Launching and Managing Strategic Alliances and Partnerships” </li></ul></ul><ul><ul><li>“ Measuring the ROI of Strategic Alliances and Partnerships” </li></ul></ul><ul><li>Available to ASAP Members </li></ul><ul><ul><li>At preferred pricing </li></ul></ul><ul><ul><li>Beginning in October </li></ul></ul><ul><ul><li>New York, San Francisco, Chicago, and Washington, D.C </li></ul></ul><ul><li>For course schedule and to register go to: http://www.amanet.org/seminars/category.cfm?cat=218 </li></ul><ul><li>To take advantage of the ASAP pricing, contact: [email_address] or </li></ul><ul><li>call Jonathan Pava at 781-972-1347 </li></ul>
  24. 24. 2008 ASAP Summit <ul><li>ASAP Annual Global Conference Education </li></ul><ul><ul><li>Continuing Education Boot Camp </li></ul></ul><ul><ul><li>Feb 25-29, 2008 in Orlando, FL </li></ul></ul><ul><ul><li>In collaboration with American Management Association </li></ul></ul><ul><ul><li>Alliance management education and certification prep </li></ul></ul><ul><ul><li>Imagineering by Disney </li></ul></ul><ul><ul><li>Proceeds to fund Phase II of Strategic Alliance Professional Certification Program </li></ul></ul><ul><li>Stay tuned for more details… </li></ul>
  25. 25. Vision: CAAM and Beyond… <ul><li>Be the design point for advanced degrees: </li></ul><ul><ul><li>MBAs </li></ul></ul><ul><li>Be the de facto HR standard: </li></ul><ul><ul><li>SHRM </li></ul></ul><ul><li>Be the default professional profile for alliance management: </li></ul><ul><ul><li>NAER, AESC </li></ul></ul><ul><li>Be the global standard: </li></ul><ul><ul><li>ISO </li></ul></ul>“ I strongly believe that alliance management certification will be the tipping point of the alliances profession.” -Ann Trampas
  26. 26. For More Info - ASAP Alliance Certification Program Websites/Email Lists: ASAP Certification Program: http://www.strategic-alliances.org ASAP Alliance Certification Special Interest Group Email List: asap_sig_certification-subscribe@yahoogroups.com Contacts: Keith Gaylord - Chair of the Certification Committee, ASAP [email_address] Norma Watenpaugh - Chair of the Standards Advisory Board, ASAP normaw@phoenixcg.com Jim Chow - Programs Chair, ASAP Silicon Valley Chapter [email_address]
  27. 27. For More Info - ASAP Silicon Valley Chapter Upcoming Silicon Valley Chapter Member Events: Wednesday, Sept. 19, 2007 From 0 to 60: Driving Successful Alliances with Global System Integrators 5:30-8:30pm, Techmart Network Meeting Center, Santa Clara, CA Panelists include: Thursday, Oct. 4, 2007 Dating Supermodels: When Small Companies Partner with Global Giants 5:30-8:30pm, Cisco, Milpitas, CA Panelists include: To register for these events: http://www.strategic-alliances.org/events
  28. 28. <ul><li>Q & A </li></ul><ul><li>Submit your questions online </li></ul>
  29. 29. Thank you <ul><li>Keith Gaylord </li></ul><ul><li>Global Business Partner Executive, IBM </li></ul><ul><li>Chair of the Certification Committee, ASAP </li></ul><ul><li>Norma Watenpaugh </li></ul><ul><li>Principal, Phoenix Consulting Group </li></ul><ul><li>Chair of the Standards Advisory Board, ASAP </li></ul>Moderator: Jim Chow Director, Global ISV Partner Strategy and Programs, Oracle Programs Chair, SV Chapter, ASAP Technology Sponsor:

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