Your SlideShare is downloading. ×
0
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Strategic partnerships and deals.
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Strategic partnerships and deals.

652

Published on

Howard Donaldson, President and CEO of DigiBC, presented this workshop on the advantages of using a Strategic Partnership to move your company into the Big Leagues.

Howard Donaldson, President and CEO of DigiBC, presented this workshop on the advantages of using a Strategic Partnership to move your company into the Big Leagues.

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
652
On Slideshare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
15
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. STRATEGIC PARTNERSHIPS ANDDEALS WORKSHOPClose the deal and up your game to the next level Howard Donaldson October 12, 2011
  • 2. Let’s Make This Interactive
  • 3. Agenda1. Introductions2. Why Strategic Partner?3. Challenges: Are You Prepared?4. Importance of Strategic Plan5. Identifying Potential Partners6. Preparing for Meetings7. Contracts and Negotiation8. Four Class Exercises
  • 4. 1st Exercise - Introductions  Name and company  Why are you here?  Expected Take away?
  • 5. Ready to take on the worldConvinced you can do it alone
  • 6. THE REALITYIT NEVER IS THAT EASY Time, Resources, Knowledge, Competition are Barriers
  • 7. I Want To Be A Millionaire I will start my own business Reality or Fantasy  24.7M Companies in US  99.9% are small < 500 employees  75.0% are sole proprietorships  Ave sales $53,272  Net profit $11  Over 50% fail Conclusion – Being small is
  • 8. Small business Survival Rate(Ontario)Year Survival Rate 1 77% 2 63% 3 53%10 23%US Statistics 50% of all businesses in the US fail within 5 years including mergers and acquisitions
  • 9. Core Problem We Work In Silos 9
  • 10. Value of Partnership One man/woman can only accomplish so much A coordinated TEAM effort can accomplish significantly more 10
  • 11. Why Strategic Partner Scale faster; Difficult when small  Odds stacked against you Accelerate Growth Establish credibility/brand recognition Funding for your product/service Business practices and training opportunities
  • 12. Successful Partnerships and Deals – Started 1991Bungie Studios  2 guys in a Chicago basement  Mac game developer  Mega Hit Halo released 2001, 10 years later  Development deal and then acquired by Microsoft Distinctive Software – Started 1982  Successful game developer in Vancouver  Developed many successful titles  Acquired by EA in 1991  Became largest studio in the world Pixar – Started 1984  Purchased computer graphics div - Lucas Arts  Focus on animated shorts and commercials  Toy Story released 1995, 11 years later  Distribution deal and then acquired by Disney
  • 13. Challenges Time commitment and beauracracy Control and influence issues Potentially venture off course Dependency Demands from partner Unfavorable terms Cost of termination Honeymoon does not last forever
  • 14. To Close Successful Deals, youneed to understand who you arefirst To win, you need:  Strong Passion What is your Deep Passion?  Superior product  Commercialization What is What can your you be best economic at? engine?
  • 15. Importance of Strategic PlanKey Elements Benefits What is your business?  Get own house in order Where are you today?  Interest from partners Where are you going?  Compelling pitch Compelling Vision  Product demo Opportunities & Risks  Ability to answer questions Product Plan  Improved credibility Market and Competition  Increased business focus Business Model  More effective business dev Credible Financial Plan  Financial Metrics and Plan
  • 16. Strategy Strategy One, to invest in qualitycontent using yourstrongest brands. Two, leverage newplatforms and technologiesto deliver this product Three, better exploit Digital Distributioninternational opportunities. Game Consoles Wii, PS3, XBOX 360, PSP, DS PC & MAC Iphone Applications Wireless/Handheld
  • 17. Potential Strategic Partners
  • 18. 2nd Exercise – Partner Plan What is your core business? What are you good at? Where are your business gaps? What is your largest business opportunity? What are benefits of strategic partner?
  • 19. Effective Meetings Advance preparation  Meeting prep very important Business Development and Networking Strategic Partnership Plan Key connections  Conferences/events  Industry associations  Government connections
  • 20. WOW Factor Will you be remembered?
  • 21. 3rd Exercise – Meeting Plan Business Dev Scope and activities? Networking activities? Potential partners? Pre-meeting work? Meeting agenda?
  • 22. Effective Contract NegotiationKey Terms Negotiation Responsibilities  Know what you want Term and extensions  Identify important business Deliverables and terms expectations  Negotiate upfront - Top Exclusivity Mgmt Approvals  Letter of Intent Rights – terr, platforms, etc  Open to negotiation Price and payment terms  Legal Counsel advice Termination clauses
  • 23. 4th Exercise–Terms/Conditions Prepare and present a term sheet (or LOI – letter of intent)

×