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More than 2,000
strategic alliances are launched worldwide each
year and this number increases about 15%
annually. More than half fail and only about 9%
of the companies "build alliances well." Of
these, Cisco Systems has been one of the most
successful.
 As
head of alliances at Cisco, Steve Steinhilber
will draw on his experience to describe the key
tools and processes that lead to this success.
He will discuss how to balance the dynamics of
partnering with a competitor (compartnering),
how to collaborate in a world without borders,
and how to generate significant and sustainable
business value, including new products and
accelerated growth.
Topics to be covered include:
-
The three
essential building blocks (framework,
organization, relationships) and how to
establish
-
How to make
sure an alliance helps you achieve your
company's strategic business goals, i.e.
achieve your desired global market and value
chain position
-
Five criteria
to evaluate the breadth of an alliance
portfolio within a market space: market
share, market segmentation, competitive
overlap, potential acquisition strategy, and
ability to execute
-
How to staff
your alliance organization with the right
people
-
Alliance
ecosystems - how Cisco leverages multiple
simultaneous alliances
-
How to deal
with intellectual property issues such as
those involving jointly developed
technology, solutions, residuals, branding.
- When it
makes sense to spread your bets in dealing
with uncertainty, when an acquisition might
be a better alternative to a partnership.
In addition,
Steve will answer your questions and offer
feedback on your challenges.
*
Series participants will receive a copy of
Strategic Alliances in advance of the
session.
About Steve Steinhilber
Steve
Steinhilber is Vice President of Strategic
Alliances at Cisco, responsible for driving the
development of new strategic alliances and
alliance ecosystems and the ongoing management
of the company’s top global alliances. These
alliances include Capgemini, Fujitsu, IBM,
Intel, Italtel, Johnson Controls, Microsoft,
Nokia, Nokia Siemens Networks and Oracle.
During
Steinhilber’s tenure, Cisco has been recognized
by both business and academia for alliance
leadership and excellence. The Association of
Strategic Alliance Professionals (ASAP) has
awarded Cisco its Alliance Excellence Award four
of the last six years. Prior to his current
position, which he has held since April 2000,
Steinhilber was director of wireless alliances
at Cisco, where he helped establish mobile and
fixed wireless partnerships, paving the way for
Cisco’s entry into this new market.
Before joining
Cisco, Steinhilber was vice president of
business development, product management and
technical support at interWAVE Communications
International, a wireless startup company that
went public. At interWAVE, he was instrumental
in establishing key partnerships with major
telecom suppliers, running the product
management organization, and establishing and
managing the global training and technical
support organization. Previous positions include
vice president of the Adaptive division of NET,
which was involved in ATM switching products, as
well as domestic and international sales and
general management roles at Concurrent Computer
and at AT&T. |
