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You've Signed the Deal, Now Show Them the Money: Engaging Alliances in the Field
Tuesday, December 7, 2010 from 5:30 PM to 8:30 PM (PST)
Santa Clara, United States
You've Signed the Deal, Now Show Them the Money: Engaging Alliances in the Field | December 7, 2010, 5:30-8:30 pm
You've signed the go-to-market deal. Now the hard part -- making it pay off. Many talks and papers on alliance focus on how to manage alliance from a headquarters perspective. This event will focus on where the money is -- in the field with your joint customers.
The panel discussion will dive into this question with some top tier experts in managing alliance field operations, from stellar companies such as Oracle, SAP and Siemens.
At this evening discussion panel, you will learn about:
- Best, and cutting edge, practices to work with your partners to prospect and sell joint customers
- Live examples of what works and what doesn't, from some of the most experienced alliance companies
- How success breeds success in alliances sales work, and how to make it work for you
- A framework as well as practical tips to take home with you
Steve Kohn, VP, Business Development, Global Ecosystem & Partner Group, SAP
Michelle Montovo, Vice President, Accenture Global Alliance, Oracle
Michael D'Eath, VP Corporate & Business Development, SailPoint Technologies
Shelley Hansen, VP of Alliances, Siemens
December 7, 2010
5:30 - 6:45 p.m. Networking, Happy Hour
6:45 - 8:30 p.m. Panel & Discussion
Network Meeting Center at the Techmart
5201 Great America Parkway, Santa Clara 95054
Advance Registration (through noon, Monday, December 6).
- $25 for ASAP members in advance or $35 at the door
- $25 for ASAP Partner organization members in advance or $35 at the door
- $35 for non-ASAP members in advance or $45 at the door
Michelle Montalvo, Vice President, Global Accenture Alliance, Oracle
Based at Oracle Headquarters, Michelle is responsible for Oracle’s global alliance with Accenture. In this capacity, Michelle is responsible for driving joint revenue growth, engagement strategies, enablement around Oracle’s expanding portfolio of solutions, aligning Oracle’s global virtual team assigned to Accenture, and all facets of the relationship. Prior to taking over the Accenture Alliance in 2009 Michelle was responsible for Oracle’s global alliance relationship with IBM. Michelle re-joined Oracle in 2005 with the acquisition of PeopleSoft where she was responsible for the IBM relationship since late 2003. Prior to PeopleSoft, Michelle led Consulting Alliances for over 3 years at Kintana, a start up acquired by Mercury Interactive (and subsequently HP) in 2003. Michelle was responsible for overall program, including the recruitment and development of key global system integration partners. Prior to Kintana, Michelle spent two years at Siebel as the Sr. Manager of the Accenture Alliance and over three years in various roles with Oracle Alliances. Michelle holds a J.D. from Rutgers University School of Law, and a B.A. from the University of California, Los Angeles.
Shelley Hansen, Vice President of Alliances, North America Siemens IT Solutions and Services
Shelley Hansen joined Siemens IT Solutions and Services, Inc, in June of 2010 as Vice President She is responsible for driving their strategic alliance program and associated relationships with existing and emerging partners. Prior to Siemens, Shelley provided 9 years of service to BearingPoint Inc, as the Director of Global Alliances. Key accomplishments include the international management of Alliance professionals, developing partner strategies and driving alignment with BearingPoint Solutions & Account leadership teams. Before 2001, Shelley was the Western Client Executive for DMR Consulting (now Fujitsu Consulting) Telecommunication division.Shelley holds a Bachelors degree in Business Administration from California State University, Hayward and has furthered her studies in Business Management at Yale’s School of Management Leadership program.
Michael D'Eath, VP Corporate & Business Development, SailPoint Technologies
Michael D'Eath is the VP of Corporate and Business Development for SailPoint Technologies and he is vice president and co-founder of CMT Consulting, a business development consulting firm, and has over 35 years of executive, entrepreneurial and business development experience, founding his first startup as CTO in 1975. As an executive at venture-backed companies such as Tivoli and Waveset, he has managed strategic alliances with diverse companies from IBM and HP to BT, AT&T, (EMC/)RSA, and (IBM/)ISS. He led Waveset’s merger with Sun Microsystems in 2003, and was instrumental in introducing Tivoli to IBM leading to its $750m acquisition in 1996. He has held executive management alliance positions at Novell, IBM, Sun and Prime Computer, creating, building, negotiating and managing strategic alliances across the spectrum.
Steve Kohn VP, Business Development, Global Ecosystem & Partner Group, SAP
Steve currently serves and Vice President in the Global Ecosystem and Partner Group at SAP. Steve has been instrumental in building and scaling SAP’s ecosystem. He is responsible for business development with strategic partners, partner portfolio management, ecosystem strategy and identifying and scaling new routes to market. He has 10 years of operational software experience ranging from small start-ups to the largest industry titans. During the 1990s, Steve was a leading investment software analyst. He was responsible for company and market research, investment recommendations, and corporate finance in the enterprise software applications sector including analytics, B2B infrastructure, CRM, ERP, SCM, database and infrastructure solutions. He was recognized multiple times in the Reuters Survey of Mid and Small Cap Institutional Investors and took public a variety of companies. Steve has an MBA from the Johnson School, Cornell University and a BA in Economics from the University of Michigan. He completed the Venture Capital Executive Program at the University of California at Berkeley, CA.
Beth Vanni, Director, Market Intelligence, Amazon Consulting (Moderator)
Beth brings over 25 years of experience in technology sales and marketing to Amazon Consulting, with a specialty focus on partnering strategies and supporting operational plans. Beth has led groups in Marketing, Market Development, Business Development and Sales Operations, responsible for the functional areas of marketing communications, product marketing, program development and administration, promotional & incentive plan development, alliance management and worldwide sales operations. Beth's experience has involved working in the channel in North America at a management level for several leading commercial and technical distributors, including Ingram Micro, Softsel and Merisel. Beth has also built and led an enterprise hardware and software distribution business focused on Sun Microsystems and related enterprise technologies (Arrow's MOCA division), created and led a market development team focused on the SMB market at Cisco Systems and lead a team focused on global channel sales operations for alliances and regional channel strategies at BEA Systems.
When & Where
ASAP Silicon Valley/NorCal
We are a dynamic chapter of ASAP that focuses on addressing the alliance-related needs of companies in the Northern California and Bay Area.
We offer our members a wide variety of targeted events and programs, current information on industry best practices, case studies and education to support and grow your business and professional skills.