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Program Highlights

• How to decide if you should outsource, or build, or form a partnership.

• How to still compete when you have a partner.

• How to select a partner.

Quite often today a business will form an alliance with another in order to reduce the effects of competition, or to improve customer service, or for other reasons. Such strategic alliances are becoming more and more important as time goes on. But it is a proven fact that only one-third of such arrangements meet the goals that were set for them.

Cisco Systems, a world-wide leader in creating alliances,  has developed ways to  identify new alliances that have promise and then to structure the new partnership to ensure the desired results. In this presentation Mr. Steinhilber, Vice-President of Cisco,  goes through some of the many considerations that have to be taken into account when exploring the possibility of a partnership. These include the investment involved, the competitive pressures, the timing, and your own product line and culture. Steinhilber also outlines the factors that have to be addressed to ensure success such as keeping the relationship on an even keel and making sure that all concerned remain focused on the ultimate objective.

Mr. Steinhilber is Vice President of Strategic Alliances and Corporate Consulting Engineering at Cisco Systems. Under Steinhilber's leadership, Cisco's strategic alliances accounted for over 10% of total Cisco revenues in the previous fiscal year. Steinhilber holds a BA from Duke University and an MBA from Harvard Business School.