2001 Conference

The Conference Board and Booz·Allen & Hamilton

Present

The 2001 Strategic Alliances Conference:

Alliances' Role in E-Business Transformation

March 28-29, 2001
The Waldorf Astoria
New York, NY

Sponsored by: Booz·Allen & Hamilton

Join leading senior business executives, consultants, and academic thinkers in a discussion of:

  • Using alliances to support an e-business strategy and transformation

  • Utilizing e-business alliances to grow, access capabilities, enter new markets, and reduce uncertainty

  • Clearing the hurdles and resolving the issues associated with e-business alliances

  • Aligning customers with an e-business initiative

  • Formulating and implementing a successful e-business strategy

  • Exploring the meaning, vision, and implications of e-business

 

Dear Colleague:

The business model that, until recently, shaped a company?s relationship with its channels, customers and suppliers is under attack. Companies are rapidly replacing traditional models with e-business approaches. This is no fad! A recent study by Forrester revealed that more than 80% of firms today are engaged in integrating e-business activities within their organizations, ranging from business model overhauls to Web site architecture development.

Leading academic thinkers, consultants, and, more importantly, senior business executives agree that new organizational models are required to make the most of e-business opportunities. Recent research completed by Booz-Allen & Hamilton shows that not only are traditional businesses using alliances to obtain the necessary skills needed to implement an e-business strategy, but emerging e-business firms are also relying on alliances to grow faster and reach new markets. However, this new reliance
on alliances to pursue growth and to enhance a firm?s competitive position has produced some interesting questions and challenges from security, implementation, training, and alliance management.

Our seventh annual conference on strategic alliances focuses on the practical aspects of tailoring your e-business alliance approach. Through case studies and practical interactive sessions, You'll hear the latest thinking about emerging e-business models, alliance tools, and methodologies that support the emerging model. Find out how leading companies have formed and managed a wide range of e-business Strategies and alliances, and what impact this is having on their success, organizational structure, and strategy development. Listen to personal experiences that go beyond ad-hoc transactions to a well-established set of e-business alliance forming skills and processes.

Each conference participant will receive a complementary copy of "Smart Alliances: A Practical Guide to Repeatable Success," by John Harbison and Peter Pekar, as well
as their latest Viewpoint based on recent research on the emergence of a new business model.

We look forward to seeing you in New York.

Sincerely,

Ronald M. Cowin                        Bruce Pasternack
Conference Program Director  Senior Vice President
The Conference Board          
Booz·Allen & Hamilton

 

Wednesday, March 28, 2001

 

9 - 9:15 am Welcome & Introduction

Session A:

 9:15 - 10:30 am

General Session

eAlliances in Powering the New Economy

David Moloney                               Randy Starr
Principal                                           Principal                                     

Booz·Allen & Hamilton                 Booz·Allen & Hamilton

Information presented in this session will be based on a 2000 study by Booz·Allen & Hamilton of U.S. and overseas firms. You will hear how e-business is altering the competitive playing field, and how companies are using alliances to support their e-business strategy in ways thought implausible just a few years ago and achieving impressive results. You will learn how e-business activities are being developed and the impact they are having on organization structures and strategy development. Speakers will address the following leadership questions:

? What is e-business?

? How is e-business changing the way business is done?

? What role are alliances playing to implement the e-business strategy?

? Are constellations and integrated alliances the core engines to e-business success?

? Is the corporate strategy model appropriate today?

? Now what?

Speakers will share best practices, lessons learned, and case studies, and attendees will receive a Booz-Allen Viewpoint discussing the results from this important recent study on how alliances are altering our perceptions on management control, organization design, and structures, and strategy development practices in the U.S. and Overseas.

10:30 - 11 am

Networking Break

 

Session B:

11 -12 noon

Keynote Address

A View From The Top: The Growth Potential of E-Business

Mike Eskew
Vice Chairman and Executive Vice President
United Parcel Service

In this session you will have the opportunity to learn how one of the world?s leading companies is using e-business alliances to grow, access capabilities, enter new markets, while reducing uncertainty without a significant investment risk. Hear described the history and development of a company?s e-business approach, how alliances have impacted the company?s e-business efforts, and how the process has been managed.

Session C:

12 noon - 1:45 pm 

Luncheon Session

War Stories from a Veteran: Creating a Brave New World

Fadi Chehad?
Co-Founder, CEO and Chairman
Viacore

Often, Internet strategies do not go beyond replicating their existing business model on the Web. Pursuit of the newest business models typically requires the cannibalization
of existing business lines, which is often difficult for incumbents. Many technology approaches are rooted in legacy systems and present integration problems. Our luncheon speaker will share personal experiences addressing those issues, as well as discuss approaches to e-business alliances and hurdles to overcome.

Concurrent Sessions (D1, D2, & D3)

Session D1

2 - 3:30 pm 

Luncheon Session

Aligning Customers with an E-Business Initiative

Martin Seyer
Vice President & General Manager of eBusiness
NCR Corporation

Jeff Zimmerman
Senior Vice President
VerticalNet Global Client Operations, and
VP, VNI Holdings Company

Companies with intense go-to-market pressure are seeing e-business as an attractive vehicle to unearth new opportunities. Before market pressures turn observers into reactors, managers have a narrow window to develop e-business marketplace strategies. Also, firms contracting with providers to leapfrog their industry with Net marketplaces need a strategy to manage Internet-based risk management.

As e-business grows, the ability to monitor and measure results becomes more critical. E-business strategies require discipline in planning and monitoring of results so as not to lose control of the process and strategy. Hear about the experiences and lessons learned in building an e-business marketplace program and measuring results, and how alliances were used to jump start these initiatives.

Session D2

2 - 3:30 pm 

Concurrent Session

Formulating An Appropriate E-Business Strategy

Sergio Burani
Global e-Business Officer
ADAMS (a Division of Pfizer that makes Trident, Dentyne, Certs, and Halls)

Ronald J. McMurtrie
Vice President, E-Business
Worldcom Inc.

Companies classify everything from Web site design to market analysis as "strategy." But the reality is that most firms do not understand e-business basics ? like whether or not to simply extend existing processes and products to the Web or penetrate new markets with non-traditional offerings. This lack of clarification results in confusion
and an unfocused approach to e-business strategy development.

In this session, you'll learn what strategies and mechanisms have proven effective in developing an e-business strategy to achieve lasting value. You'll hear what it's like to work as a manager in a firm that has formed an e-business strategy and many e-business alliances. You'll also listen to first-hand experiences of what happens when companies try to impose their organizational culture, management system, or style on e-business and what has been learned in these instances. You will learn what works and doesn?t work, and discover what adjustments have had to be made to formulate an appropriate
e-business strategy effectively.

Session D3

2 - 3:30 pm 

Concurrent Session

Implementing a Successful E-Business Initiative

Harbir Singh
Edward H. Bowman Distinguished Professor of Management and Chair of the Department of Management
The Wharton School
University of Pennsylvania

David Krishock
President & Chief Executive Officer
Suntory Water Group/water.com

Many companies are fueling their growth through e-business supported through a series of alliances. Yet, many companies do not coordinate corporate and divisional e-business strategies. These companies find that they are often duplicating their efforts or even worse executing conflicting strategies. How are companies avoiding these problems? How have they implemented an e-business initiative? What kind of capabilities have they built to meet their organization?s objectives and goals? What new skill sets and tools have they developed? Where do e-business strategies fit into the planning process? How are e-business alliances different from other alliances?

3:30 - 4 pm

Networking Break

Concurrent Sessions (E1, E2 and E3)

Sessions D1, D2 and D3 are repeated to give you an opportunity to attend another session.

Session E1

4- 5:30pm

Aligning Customers with an E-Business Initiative

Session E2

4- 5:30pm

Formulating An E-Business Strategy

Session E3

4- 5:30pm

Implementing a Successful E-Business Initiative

 

5:30 - 7 pm

Networking Reception

Hosted by Booz-Allen & Hamilton Inc.

Thursday, March 29, 2001

Session F:

8 - 9 am 

General Session

The E-Business Transformation

Ernie Sampera
Director, Global Channel Management
AT&T Data and
Internet Services Alliance Channel Program
AT&T

Issues and questions to be discussed include:

• How pervasive is the technology behind e-business?

• Why don?t traditional "old economy" models typically address the key issues surrounding e-business?

• Why do wholly owned, proprietary-product conglomerates have significant weaknesses when addressing e-business opportunities?

• How does the desire for control and ownership typically prevent many companies from attracting and including partners who are sufficiently motivated to exploit new business opportunities in a collaborative way?

In addition, the speaker will address how an organization has approached the e-business revolution and, specifically, used alliances to drive transformation.

 

10 - 10:30 am

Networking Break

 

Session G:

10:30am- 12pm

General Session

E-Business: it's Meaning and Vision

Allison Abrahan
President
LifeMinders

Tony Summerlin
Vice President, Marketing & Strategy
WW E-Business Services
Unisys

In this session listen to a unique perspective of the global competitive playing field and how e-business is transforming it. Explore the implications of companies choosing to go it alone or form partnerships, bringing together a vast array of technologies, management organization skills and capabilities unheard of in modern business history. Examine the legal ramifications and security issues that companies will face as they move along the e-business continuum. Finally, assess the effects on consumers, governing bodies, and today?s competitive structure.

Session H:

12-12:30 pm

General Session

Summary of Lessons Learned and Conference Wrap-Up

E-businesses, supported by alliance building and management, are a true competitive advantage. Like other capabilities, they need to be developed and continuously improved. Hear a summary of the key tools and techniques and the messages presented at the conference to take back to your company.

* * * * *
About The Conference Board

The Conference Board is the world's leading business membership organization, connecting companies in more than 60 nations. Founded in 1916, the Board's twofold purpose is to improve the business enterprise system and enhance the contribution of business to society A non-profit, non-advocacy organization, The Conference Board's membership includes over 2,800 companies and other organizations worldwide.

Why Our Meetings Are Different

For more than 80 years, The Conference Board has been providing senior executives from around the world with opportunities to share practical business experience. This focus on actual business experience, rather than theory, and a superior level of networking with peers are the distinguishing features of Conference Board meetings. The Conference Board's meetings are rated as one of America's leading speaking platforms for top management. More than 50 CEOs address the Board's 10,000 meeting participants each year.

About Booz·Allen & Hamilton

Booz·Allen & Hamilton is a global management and technology consulting firm committed to helping senior management of industrial, service and government organizations improve their performance and develop capabilities needed to compare and thrive in the global marketplace. Founded in 1914, it is a private corporation wholly owned by its partners. The firm offers technology and commercial business expertise where its multidisciplinary teams approach client assignments from a global perspective, yet each consulting approach is tailored to the specific needs of the client. Its strategic alliances practice works together with clients in selecting, building, deploying, and renewing capabilities --leveraging over 100 best practice elements culled from successful alliance leaders.

 

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