Leveraging Non-Existing Networks Into Guerilla Revenue Generating Strategies

Tech Capital Overview
Overview
Currently investing second fund
$95 million under management – latest fund closed July 2005
Fourteen portfolio companies to date
Fund Mandate
Typical seed round investment: $250,000 to $4 million
Start-up and early-stage technology companies (full lifecycle investor)
Many technology sectors – not biotech/life sciences
Very hands on

A Few Words About Entrepreneurs
Scrappy
Persistent
Intelligent
Strong
Focused
Creative
Brave
Survivors
Networks…..
Money….. Financing vs. Revenue

The sales / distribution / partner channel
An often overlooked area / pushed to bottom of pile
How do your customers buy?
Draw out the sales / distribution / partner chain – identify companies / people that fall along this network
Where is the value? (aka Who controls the power in these relationships?)
Who creates customer demand? Who interacts with the customer?
Do you add real value?
Follow the money…
This is an area that can make or break your company – in technology sector, sales channels are significant competitive advantages [Microsoft, Cisco] – expensive to build (acquisition vs. IPO)

Industry Ecosystem
What matters? Focus.
Who matters? Why?
Gaps?
Power?
PixStream Video Head-end Infrastructure Cisco, Nortel, Next Level Alcatel, Viagate, Marconi, World Wide Packets, Alloptic Set Top Box Vendors PACE Next Level, Motorola, Stellar One, Samsung, Acer, NEC Software/ Middleware iMagicTV, Liberate, Hewlett Packard, Myrio, YesTV Conditional Access Nagra, Irdeto, Conax Video On Demand/ Ad Insertion nCube, Sun Microsystems, SGI, Concurrent, SeaChange, Oracle
Content, Aggregation & Transport
WSNet, BskyB, HITS, Federal Hill, Americast/ Disney
Systems Integrators & Engineering Consultants
Comlink, HDTD, Diversified Systems, Clover

Relationships Matter!
IMHO - This is our biggest issue!
How are you building relationships?

How I build my network:
Objective
Map ecosystem, prioritize (industry expert?)
Target events/people – have a reason for making the connection
Contact ahead of time:
Introduction via email
Phone call then face-to-face (party?!?)
Listen
Relevant follow up
Document (Outlook, LinkedIn, Facebook, Twitter) and keep in touch
Trust

Tools:
Google / blogs / RSS – be informed, know who you need to know
Outlook – keep records, categorize, search
LinkedIn (PEOPLE) – news feed, pay attention, search, reach out, build
Jigsaw – contact info for almost anyone, are you in there?
Twitter / Blog – share relevant info, become a broadcaster, industry expert, speaker
Facebook – more personal, closer bond
Organizations – Communitech, MaRS, OCRI, Consulates
Careful not to “drink the koolaid”
Provide more value than you consume. Be a connector.
Get on a plane, regularly. Make sure you’re going somewhere relevant. Optimize travel.

Tradeshows / Events
Bigger is not always better
How do you figure out which events to attend?
Have a strategy… Developed well ahead of time. Implementation should start weeks before the event (introducing yourself and setting up meetings)
Good opportunity to talk to people in industry (potential customers, potential partners, industry analysts, suppliers, etc.) – build relationships
Ask each person you meet to introduce you to someone else
Use the names of the people you meet to meet with other people
Don’t need a booth

Tradeshow Hit List Relationships to Develop at XXX Company Contact Task Owner Due Date Status Comment Partnerships Service Integrators Advisors Customers

Tech Capital Partners Inc. www.techcapital.com [email_address] 519-883-8656 Twitter: @jacquimurphy http://www.linkedin.com/in/jacquimurphy http://blog.techcapital.com

Leveraging Non-Existing Networks Into Guerilla Revenue Generating Strategies

by Jacqui Murphy on Apr 13, 2009

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Leveraging Non-Existing Networks Into Guerilla Revenue Generating Strategies — Presentation Transcript