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Venture Development - My Value Proposition
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Venture Development - My Value Proposition

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The first secret of effectiveness is to understand the people with whom one works and on whom one depends and to make use of their strengths, their ways of working, their values. …

The first secret of effectiveness is to understand the people with whom one works and on whom one depends and to make use of their strengths, their ways of working, their values.

I help emerging technology companies fully recognize their own value and help them substantially create more value and most importantly capture more value for their shareholders.

Published in: Economy & Finance, Business

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  • 1. Venture Development Partnership Principles Walter Adamson Digital Investor October 2002
  • 2. My Value
    • I help emerging technology companies fully recognize their own value and help them substantially create more value and most importantly capture more value for their shareholders.
    • I do this by:
    • Building strategic relationships
      • Strategic Clients domestically and internationally
      • Strategic Partnerships here and overseas
    • Providing business and marketing expertise
      • Refining business plans and marketing materials
      • Making sales calls in support of the strategy
      • Helping find financial and non-financial resources
  • 3. My Values
    • What are my values?
    • I focus relentlessly on understanding your needs and your customer’s needs.
    • I am ambitious on behalf of you and your stakeholders.
    • I contribute continuously and beyond the brief.
    • I am grounded in the present but think “breakthrough”.
    • I recognize you - the client - as a person.
    • I am open and help people grow.
    • I respect your resources, costs, timing, and budgets and working conditions.
    • I will risk-share in support of the partnership.
  • 4. The Business Value Chain
    • My value is oriented towards the front-end:
    • Big slabs of value in the Create and Enable stages in function definition, processes, partnering and readiness
    • A lesser range of value in the Deliver stage
    • And lesser still in the Support stage.
    Strategy, Marketing Partnering, Readiness, Sales SUPPORT DELIVER ENABLE CREATE
  • 5. These are My Strengths
    • Understanding technology and its business value
    • Aligning technology outcomes with business needs
    • Seeing the biggest vision for small businesses
    • Selling the potential at the highest level
    • Bringing together the business web around technology
    • Understanding how to make connections internationally
    • Aligning people to the cause
    • Getting my hands dirty if needed to make it happen
  • 6. This is How I Get Things Done
    • More of a reader than a listener
    • More words than diagrams
    • Learn by taking notes, listening to others & writing to others
    • More of an independent agent than a team member
      • Contingency team member as boss, member, subordinate
      • Work well under stress
      • Not a big fish
      • Don’t need structure
      • Risk-taker
      • Help decision-makers take time to hear advice
      • Enjoy the pressure of advising more than burden of the decision
    • Perform to a goal without needing defined process
  • 7. This is the Contribution I can Make
    • Recognise value
      • Highlight intellectual property and knowledge assets
      • Understand where complementary IP/skills exist
      • See “one generation” ahead
      • Anticipate product development roadmap
    • Build value
      • Develop product marketing and service offers
      • Build appropriate channel and distribution capabilities
      • Build links to complementary technology and businesses
      • Generate strategic leads and strategic partnerships
      • Raise the valuation and the valuation potential
    • Capture value
      • Deliver strategic revenue streams
      • Position value optimally within industry dynamics and players
      • Develop and help deliver capital realisation for owners and investors
  • 8. The Value Proposition Independent consulting advice from Walter Adamson and ongoing strategic business services
    • Marketing Strategy
    • Sales Strategy Definition
    • Value Proposition
    • Whole Product Definition
    • Pricing Models and Channel Strategy
    • Commercial Strategy
    • Alliance Strategies
    • Competitor SWOT Positioning
    • Revenue Readiness
    • Whole Product understood
    • Marketing Collateral finished
    • Pricing and Margins clear
    • Strategic Customers identified
    • Strategic Partners identified
    • Strategic Markets identified
    • Sales and Agreements initiated
    • Internal Resources aligned
    • External Resources attracted
    When YOU have this... YOU will be able to do these things.. Which for YOU means this in business terms.... And YOU will be able to measure the benefits this way.....
    • Business Plan endorsed by Market
    • Business Model that Works
    • Revenue from Sales and Partners
    • Efficient & Effective Utilisation
    • Corporate Credibility with Partners
    • Branding Recognition by Segments
    • Increased Valuation by Buyers
    • Feasible Exit Strategies
  • 9. This is the Contribution You Make
    • You must be prepared to:
    • Share the growth in value
      • Initial equity issue or options entitlement
    • Share rewards on the journey
      • This is proportional to success
      • Commission or fees on sales related to my inputs
      • Issue of further options or equity on meeting goals
    • Provide for expenses
      • Monthly retainer related to non-specific services
      • Direct expenses reimbursed at cost
  • 10. The Litmus Test
    • These first three questions are the critical tollgate:
    • Are you prepared to employ consultants?
    • Do you recognise the value I bring?
    • Are you prepared to share that value?
    • And if “yes” to all three above:
    • Do you speak on behalf of major shareholders?
    • Can you make the decision?
    • Do you have the budget now?
  • 11. Specifics
    • Product and Whole Product
      • How is the product positioned in the market?
      • What is the compelling reason to buy?
      • Why should strategic partners be interested?
      • WHERE DO I BELONG IN THIS PROCESS?
    • Is the “whole product” ready?
      • Vendor reputation
      • Marketing and Sales Strategy including Value Proposition
      • Pricing models, channel compensation, discounting strategies
      • Marketing collateral, web site, “flash” demo
      • Benchmarks
      • References
      • Training and support documents or access
      • Product demo requirements
      • Logistics and packaging
      • Provisioning and deployment
      • Interfacing and integration
      • Sufficient management attention
  • 12. Responsibilities
    • Who is responsible for the whole product?
    Revenue Readiness Brand Management Presales Support Brand Awareness Marketing Collateral Direct Sales Assistance in Realisation Strategies Pricing Model VP & Business Case Investment Community Awareness Sales Strategy Marketing Strategy Strategic Markets Marketing & Sales Customer Support Billing Strategic SI Partner Marketing & Sales Contracts & Commercial Configuration & Deployment Strategic Client Marketing & Sales TBC Software & Hardware Adamson Shared First Wave
  • 13. Partnering Readiness
    • What specific resources are dedicated towards making me productive?
    • Is there an extranet and resource database that I can use?
    • How long is the ramp-up period?
    • Are technical readiness programs in place?
    • Are marketing readiness programs in place?
    • How will you help me create demand?
    • How will you accept and work with my feedback?
    • What commitment of technical, training & sales resources can you make?
    • How will you adequately prepare my clients so that sales are made?
    • What finances and budget do you have to follow-through on my leads?
    • Do all levels of the company understand my role?
    • Are the resources matched to the objectives expected of me?
    • Set qualitative and quantitative objectives – revenue a lagging indictor.
  • 14. Summary
    • Do you appreciate the kind of value I can deliver?
    • Are our values compatible?
    • Which of my strengths relevant to your needs?
    • Does how I get things done fit your working style?
    • How will you share the value created?
    • When will you engage me?
    • What is needed for the commercial agreement?
    • How will your product readiness support me?
    • The first secret of effectiveness is to understand the people with whom one works and on whom one depends and to make use of their strengths, their ways of working, their values.