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Strategic Alliances for High-Tech

Conference held in Toronto on December 5, 6 & 7, 2000
Chairs: John Valentini, COGNICASE Inc.; Iain C. Scott, Osler, Hoskin & Harcourt LLP; Paul Allard, ZAQ Interactive Solutions; and Dorothy Quann, Xerox Global Document Solutions

Book: over 440 pages of original material
CD-ROM: approximately 12 hours of video presentations, plus book content

To purchase, please contact Federated Press.

Creating alliances

CASE STUDY: A corporate vision for creating strategic alliances
John Valentini, CFO, COGNICASE Inc.

  • Two-probed strategies: market-driven alliances and technology-driven partnering
  • Successful partnering with former competitors
  • Creating win-win scenarios and successful outcomes
  • How the Internet environment is influencing positioning
  • A look at a key transactional procurement platform and site

Video: 37 minutes

CASE STUDY: Organizational transformation through technology partnerships
David F. Poirier, Executive Vice-President and CIO, Hudson's Bay Company

  • Direct and indirect relationship challenges that have changed the retail business
  • Positioning your business for success through the retail showcase
  • Developing an integrated approach to business
  • Leadership alignment through four key values

Video: 49 minutes • Overheads

PANEL: Negotiating and structuring the deal
Iain C. Scott, Osler, Hoskin & Harcourt LLP (Panel Chair); William John Jussup, General Counsel, Cognos Inc.; and Jane Luck, Assistant General Counsel, Bell Canada

  • Organizing the team, the timetable and the process
  • Using documentation advantageously
  • Knowing the alliance before structuring the deal
  • Hunting elephant alliances and other partnership practices
  • Cognos precedents, agreements and sample contracts

Video: 60 minutes • Speaker's paper: 1668 words • Attachments • Overheads

CASE STUDY: DMR's approach to forming marketing alliances
Jeffrey J. Monacelli, Corporate Vice-President, Alliances, DMR Consulting Group

  • Fewer alliances, stronger strategies
  • A look at the extended enterprise model
  • Standing firm on the IT consulting paradigm shift
  • Cross-area virtual leadership in perspective

Video: 28 minutes • Overheads

Growth strategy

CASE STUDY: Growing your distribution channels through strategic alliances
James Chapman, Vice-President, Strategic Alliances, WaveRider Communications Inc.

  • The intrinsic value of strategic alliances
  • Defining and standing by your partnership criteria
  • Enhancing capabilities through services and products
  • Creating innovative partnerships and glorious opportunities

Video: 47 minutes • Overheads

PANEL/CASE STUDY: Setting up a multi-vendor alliance
Chris Frostad, Vice-President, Consulting, Cyberplex (Panel Chair); David Daniels, Director, E-Commerce Solutions Group, Microsoft Canada Co.; and Mark G. Crerar, Director, NonStop eBusiness Solutions, Compaq Canada Inc.

  • Never underestimate the importance of lead vendors
  • Keeping the initiatives business-based rather than IT-focused
  • Revenue-sharing requisites and risk mitigation essentials
  • The ins and outs of emerging technologies

Video: 51 minutes

Intellectual property issues for strategic alliances
Paul Knudsen, Senior Counsel, Nortel Networks

  • Non-disclosure agreements are not cookie-cutter made
  • Identifying issues when conducting internal due diligence
  • Getting around restrictions on strategic alliances' due diligence
  • Determining value and conducting efficient evaluations
  • Contribution by licence, licence agreements and sublicensing explained

Video: 47 minutes • Speaker's paper: 9614 words

PANEL: Strategic alliances in the biotech industry
Michael D. Hirtenstein, Partner, CANEC International and MEDAlliance Inc. (Panel Chair); and Ezra S. Lwowski, Senior Analyst, Yorkton Securities Inc.

  • Why no true strategic alliance exists in the biotech industry
  • The role of cash-dependent development as a driving force
  • Focus on two Canadian deals that soured
  • The surprising effects alliances have on share prices
  • Timing is everything: delaying financial rewards

Video: 55 minutes • Overheads

New wave of high-tech alliances

Evaluating potential partners to get the right fit
John Pattillo, Channel Salesman, North America, Centrinity Inc.

  • Determining where potential partners fit in the market
  • Checking qualities against the capabilities inventory
  • Three essential value proposition scenarios
  • Four golden keys to successful partnerships

Video: 36 minutes • Overheads

CASE STUDY: Strategic alliances for high-tech start-ups
Chris Emergui, President and CEO, BAM Solutions

  • Strategic alliances from the BAM Solutions perspective
  • The eternal need for strategic alliances
  • The core ideas that successful alliances mimic
  • Why some alliances fail while others flourish

Video: 30 minutes • Overheads

CASE STUDY: Creating equity-based alliances
Paul Allard, President and CEO, ZAQ Interactive Solutions

  • How convergence players impact every business
  • Understanding the new economy rules
  • Creating and promoting understanding through knowledge of partnership types
  • Preparing ahead for a potential sour ending

Video: 35 minutes

CASE STUDY: Creating alliances that promote industry change, challenge and innovation
Tal Bevan, President, Canadian Operations, UUNET, A WorldCom Company

  • Satisfy your customers' evolving expectations
  • Forming strategic alliances with carriers
  • Forging successful alliances with skeptical customers
  • Ways to increase the product offering
  • Making your employees strategic alliance partners

Video: 37 minutes • Overheads

Emerging trends

Strategic partnership trends in the high-tech arena
Mike Carr, President and CEO, RDM Corporation; and Dorothy Quann, Director, Strategic Engagement, Xerox Global Document Solutions

  • How the Internet influences new partnership trends
  • Why a partnership isn't always a marriage
  • Dissecting American and Canadian alliance trends and partnership habits
  • The top ten reasons for enterprise outsourcing

Videos: 39 minutes

Financial and tax strategies in alliances with global partners
Mary Stella Furlin and Beth D. Wilson, KPMG LLP

  • Seven potential alliance structure options
  • Location, location, location: where to set up your business to avoid tax pitfalls
  • Dealing with four key financial accounting impacts
  • Exploring e-commerce complexities and opportunities

Video: 48 minutes • Overheads

CASE STUDY: Some unusual ideas from a traditional industrial pioneer
J. Norman Lockington, Vice-President, Technology, Dofasco Inc.

  • Value as strategy: it's not about production tons
  • Global competition and price maintenance problems in the industry
  • Why bigger is not always better
  • New technology and better ways to develop it

Video: 40 minutes • Overheads

PANEL: The evolving role of the venture capitalist in strategic alliances
Andrew Wilkes, Vice-President, Investments, Quorum Funding Corporation (Panel Chair); Glenn M. Rumbell, Partner, McLean Watson Capital Inc.; and James Mingle, Managing Director, VenGrowth Capital Management Inc.

  • A look at the VC and alliances continuum
  • Why large corporate alliances should be encouraged
  • The high profile "keiretsu" network
  • Common partnership types, pros and cons
  • The ultimate benefits of strategic capital

Video: 58 minutes • Overheads

 

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