Conference Sessions

Session 101
Cyber Security Ecosystem Meets the Customer Experience

Christopher Crummey
Executive Director, IBM Security

IBM recognizes that security is a team sport, and interoperability among partners is required to provide the most effective security solutions. The Ready for IBM Security Intelligence ecosystem provides solutions that integrate together to make all us more secure. Is it enough to have the leading security solutions integrated in your customer's company?

IBM realized that their customers may not know how to spring into action around cyberattacks, one of the most threatening forces on corporations today. Understanding this challenge, the company built the X-Force Command Center, a state of the art cyber range, to help teams simulate a live cyberattack scenario. Organizations need to be equipped with not only the right tools, but the best practices, expertise, and leadership skills to make them work. Chris Crummey brings customers into a learning, cyber business incident response scenario to increase their experience with successful defensive outcomes in today's pervasive security culture. With more than 1,500 customers participating in the range and collecting best practices, IBM created the first Cyber Best Practices Laboratory. In this session, gain an understanding how IBM is modeling the IBM Security Intelligence ecosystem to prepare customers for cyber battle.

During his 25 years at IBM and Lotus, Mr. Crummey has held multiple positions which have focused on the technical and customer aspects of IBM. His experience includes directing a global team of thought leaders in the areas of enterprise collaboration, exceptional digital experience, social business and security. He provides leadership around IBM's strategy and communication of IBM's point of view, and demonstrates the integrated vision to IBM's customers and extended ecosystem.

Session 102
Transforming Partnerships in the Cloud

Nina Harding
Channel Chief
Google Cloud

Transformation is everywhere in this new world of continuous change. So it is no surprise that the way Google is engaging and partnering with its partner ecosystem also has to transform. Partners can no longer build their business on transactional license procurement. They now have to become business advisors that solve their customers' business challenges in an agile, customer-centric, digital environment. Having intimate knowledge of customers' industry, trends, challenges and vision is essential to becoming the ultimate business advisor. With buyers changing from IT administrators to line of business managers, the conversations and solutions are changing as well. Based on this industry backdrop, the way programs are designed ultimately has to align to the customer needs.

Key considerations in building these new partner programs are:

  • Putting customer needs at the center of program design thinking
  • Creating flexibility around different business models
  • Supporting partners as they evolve their trusted advisor status

Session 103
Value Exchange Challenge: Building the New P2P Ecosystem Partnering Muscle

Lorin Coles, CSAP
CEO, Alliancesphere
Principal, SMART Partnering

Denny Trevett
Vice President, Ecosystem Acceleration, Global Partner Organization (GPO)
Cisco Systems, Inc.

In the old days of yesterday, technology providers went to market through well-defined routes. Channel partners either added value or simply provided product to systems integrators whose industry and use-case expertise make them trusted advisors. That world is breathing its last.

Today, leading tech companies have moved to an end-to-end partnering model of ideation, creation, and monetization. They are orchestrating their own immediate ecosystem and expanding their influence to bring together the multiple partners required to create, deliver, and capture value from the complex solutions required by specialized use cases.

This partner-to-partner (P2P) model requires new skills of alliance managers. It demands an ability to influence a multi-faceted, multi-party value exchange. It is primarily a sell-with model that is being introduced to a sales force that best knows sell-through. It is essential to reach the midmarket companies that are realizing true business value through digital transformation--and moving to the cloud and upgrading their applications at an astounding rate.

Drawing from the learnings of Cisco's ACES (Accelerating Cisco Ecosystem Sales) program, this conversation between the partners who developed and are implementing the program on a global scale offers participants:

  • An understanding of what Cisco and its partners have learned about how to and how not to develop the P2P ecosystem partnering muscle
  • Essential guidance on how to align the complexity and maturity of the solution to the go-to-market model
  • Techniques for framing the value exchange that help alliance managers wield influence and orchestrate partners

Session 104
API Economy: Salesforce AppExchange Partner Ecosystem

Leslie Tom
Senior Vice President, AppExchange Marketing & Programs

The Salesforce journey as an innovator in the API economy has created the largest technology ecosystem and most active marketplace, generating 50% of Salesforce's revenue. The enabler was the advent of cloud technology and Software-as-a-Service. Salesforce noticed early on that a valuable and rich source of transforming solutions that solve customer problems could be nurtured by creating a robust partner ecosystem. Salesforce's partner program and open platform offer all partners the advantage of building a business supported by the AppExchange.

Join Leslie Tom to hear how the AppExchange strategy and partnering culture at Salesforce have developed an ecosystem of partners that continually brings new value to the Salesforce platform. She will discuss many topics, including:

  • Adapting a partner program to respond to disruptive technologies
  • Supporting a wide range partners from the guy in the garage to the large enterprise with the AppExchange
  • Developing strong relationships with partners

Session 105
Rethinking Trust on the Blockchain: Partnering and Alliance Implications

Janine Grasso
Vice President Strategy and Ecosystem Development for Blockchain
IBM Industry Platform

Todd Miller, CA-AM
Vice President, US Business Development

Though still very early in the technology life-cycle, blockchain has generated an enormous amount of excitement across industries including high technology, financial services, pharmaceuticals, healthcare, and agriculture. The enthusiasm is partially attributable to the rise of crypto currencies like bitcoin, but also driven by the recognition that technologies that facilitate decentralized data sharing and secure transactions will accelerate new business models beyond even Uber, Spotify, and AirBnB.

The presenters will provide perspectives on how established enterprises and startups are responding to disruption and fashioning new ecosystem frameworks that leverage blockchain technologies and new models of trust. The session will cover:

  • Blockchain Technology Fundamentals. Participants will gain a better understanding of distributed ledger, smart contracts, consensus frameworks, and other core concepts that alliance managers should be familiar and of industry wide use cases that are using blockchain technology.
  • Implications of a New Model of Trust. When transactions are executed and settled on a distributed ledger, parties don't need to have an established trust relationship. What alliance processes will change given that financial or business risks of working with a partner have been dramatically reduced?
  • Impacts of Disintermediation. Using blockchain, parties can independently transact and verify the data on a ledger without the need to hire costly third parties to perform similar tasks. How does this feature impact the management of traditional sales and support channels?

Session 106
Robotic Process Automation (RPA): Partnering Considerations

Scott Van Valkenburgh, CSAP
Vice President, Global Alliances Leader

Robotic process automation (RPA, also referred to as robotics or "bots") is having a profound effect on business, with the potential to revolutionize the world of work. RPA automates repetitive and routine tasks, freeing up knowledge workers to do higher value tasks. RPA projects are generating ROI between 30 to 200 percent according to a recent McKinsey study. Almost all companies are experimenting with this technology, and early adopters are seeking first mover advantage.

Genpact has been investing in building RPA capabilities for several years now, and has implemented several successful RPA projects with partners.

Scott Van Valkenburgh has been leading the effort to establish Genpact's RPA partnering strategy and will share lessons learned from working with executives to define the company's overall strategy and developing execution muscle to create differentiation for Genpact. A RPA partner joins the session to share the journey in partnering and growing business together.

This session will cover:

  • RPA—what it is and what it means for your partnering strategy
  • Overview of the RPA space and players, why it's topical now, and customer case studies
  • How to partner in this space—how it's different, how to think about it, what partnering means for digital transformation strategies

Session 107
Ride the Wave of the New Alliance Economy

Mayank Bawa
CEO and Co-Founder

Today, 30 to 40 percent of revenue in high tech companies is driven with alliance partners. Yet, a staggering 60 to 75 percent of announced alliances fail, leaving partnerships in post-press release limbo. As Internet of Things (IoT), Artificial Intelligence (AI), cloud solutions, and other innovations become the new normal, customer expectations are at an all time high—craving products and services that can only be delivered by building and growing strong alliance relationships. To succeed in this new landscape, alliance professionals must embrace alliance relationship management solutions that operationalize complex go to market processes with alliance partners.

Join the discussion with Mayank Bawa along with a customer sharing real world examples and best practices to not just survive—but thrive—in the alliance economy. Learn how this customer was able to:

  • Increase visibility and accountability across alliance joint business processes—including joint sales, joint marketing, and joint solution initiatives
  • Deepen sales engagement and expand activation in joint selling activities, accelerate sales velocity, and more effectively measure the impact of partner revenue
  • Improve productivity by automating manual processes associated with cross-company partner activities, allowing partner managers to focus on insights, decision-making, and serving joint customers better