Overview

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.

Takeaways

·         Access to slides used during the session via webinar technology

·         Your questions answered live by an expert during the session with follow up questions by email

·         Summary set of slides available to participants after the session

·         FREE copy of Strategic Alliances: Three Ways to Make Them Work

* Note: This is the fourth session of Management Roundtable's 2010 Innovation Leadership Guru Series

Session Leaders

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.

What you will learn

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.

Specifically you will learn:

• About 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
• 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.