44 GERMINATION.CA JULY 2017 THERE ARE MANY paths to success. For some, an important step in the journey is finding the right partner — even if they’re half a world away. One success story involves two companies in the United States and South Africa. Chicago-based Chromatin and Zaad Holdings of Cape Town have forged a long- term alliance to supply high-yielding sorghum seed to African farmers. Another example is the partnership struck by CropLife Latin America and the U.S. Agency for International Development (USAID) to educate Honduran farmers on good agricultural practices and how to use pesticides safely and responsibly. We asked four players involved in these successful col- laborations for their thoughts on why strategic alliances and partnerships such as these are important in the seed industry, and what makes them work. They are: • Daphne Preuss, CEO of Chromatin, • Antonie Jacobs, CEO of Zaad Holdings, •  Gabriela Briceño, stewardship manager for CropLife Latin America, •  Andy Medlicott, director of USAID-ACCESO and ACCESS to Markets projects (LAC director, Fintrac, Inc). Sorghum Seed Alliance Chromatin owns and develops grain and forage sorghum varieties, including high-yielding hybrids adapted to growing conditions throughout Africa, while Zaad is a vertically-integrated agriculture company that distributes seed to African growers. Under their alliance announced in March of 2016, Chromatin is developing and provid- ing seed stocks for grain and forage sorghum that’s being produced locally by Zaad’s network of growers in Africa. Preuss says her company formed the alliance with Zaad as way to bring Chromatin’s high-quality sorghum seed products to African growers at a competitive price. “We liked the reputation of the Zaad group and we knew we could work with them,” she says. Rudi Kuschke, K2 Seed marketing agronomist; Larry McDowell, Chromatin production manager; and Gerrit Scheepers, Sorghum Solutions Africa general manager at a grain sorghum production site of the variety Avenger in Lichterburg, South Africa. Jacobs feels it’s important for African companies to team up with good research and development partners worldwide since many lack the expertise and funding to set up big programs. In this way, the alliance with Chromatin is an excellent fit, he says. “We would not choose someone who doesn't have what we think is the best product,” Jacobs says. “Chromatin is a world leader, so we believe we have backed a company that has the best breeding program for African conditions.” Chromatin has sold seed to Zaad in the past, and the two companies have known each other for years. Jacobs and Preuss agree this familiarity was an important factor behind the agreement. Preuss says Chromatin typically starts slowly when entering into alliances. “I think in a lot of cases, our smaller alliances some- times start as a research collaboration,” she says. “It’s a Working together toward a common goal allows companies and organizations to share technical expertise and resources, and ultimately, reach that goal faster. But these partnerships and alliances aren’t without their challenges. Experts from around the world spotlight tips for a successful collaboration. Mark Halsall / SeedWorld.com THESECRETOF SUCCESSFULCOLLABORATIONS