Sleeping With the Enemy: How to Win in the New World of Coopetition April 16, 2008

Sleeping With the Enemy:
How to Win in the New World of Coopetition

Sponsored & Hosted by: IBM

Every (non-exclusive) cooperative alliance deal is potentially also a competitive deal. Your allies may also be competing with some other part of your product and services offerings, and are very likely simultaneously allying with you competitors. Sometimes it's obvious, sometimes it's very subtle - but always important. Understanding the upsides, pitfalls and on-going management issues in a coopetition framework is critical to success in today's environment.

We are putting together a panel of top alliance professionals in Silicon Valley who know how to dance this dance artfully, and come out on top. You will learn how IBM works with and competes with Oracle, straight from Larry Kener, VP of Global Oracle Alliance at IBM. And you will hear the other side of the story at Oracle! Andy Bailey, SVP, Global Alliances at Oracle will share insights on this cooperative and competitive alliance from their perspective. You will also gain invaluable insights from Michael D'Eath who worked with Ray Noorda, CEO of Novell, when Ray first coined the term "coopetition" and was heavily influential in developing the idea. This exciting panel will take you from the "beginning" to current day practice.

How You Will Benefit: You will come away with a better understanding of what coopetition is, how it affects your alliances, and practical ideas on how you can manage this complex process.

PANELISTS
Larry Kener, Vice President, Global Oracle Alliance, IBM
Michael D'Eath, Vice President, Corporate and Business Development, Mirage Networks
Andy Bailey, Senior Vice President, Global SI Alliances, Oracle
John Soper, Founder and Principal, New Paradigms Marketing Group (moderator)

ASAP members $20; ASAP Affiliate Members $30; Non-members $40; At door: $45 for everyone.

Official Website: http://www.strategic-alliances.org/chapter/chapter%20sv/coopetition%20