Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
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Pitching And Packaging For Partnerships Peter Pham Startonomics La 2009

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Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009 Pitching And Packaging For Partnerships Peter Pham Startonomics La 2009 Presentation Transcript

  • Pitching & Packaging for Partnerships : How to Land Amazing Deals & Tell If They're Working
    • Peter Pham
    • CEO BillShrink
  • Why Partner?
    • Do more with less
      • Focus on what you do best and what creates your competitive advantage
    • Leverage each other for the benefit of both
        • Traffic
        • Revenue
        • Users
  • You Get..
    • Partners can help accelerate
      • Brand awareness
      • Legitimize your technology
      • Make you seem bigger than you are..
  • They get to upgrade..
    • “ You’ve built what we’ve wanted to for years, but just didn’t have the resources”
  • What to look for
    • Find combination of
      • small startups – nimble quicker deals
      • larger partners – bigger numbers but slow
    • Find deals that are win-win or you will lose-lose
  • Examples
  • Examples
  • Research
      • upstream/downstream traffic
      • competitors of possible partners
      • Demographic profile
      • Reach
    • Stay on top of your space with a great RSS reader and follow your space religiously
      • Techcrunch techmeme etc to find similar deals or gaps in potential partner products
  • Competitors
    • Google Alerts is your friend
    • Do the same research for your competitors as you would partners
    • Find their traffic sources – SEO, SEM, partners and see how you can win
  • Networking
    • Great list for 2009 conferences at http://andrewchenblog.com
    • Use your Advisors and Investors for Intro’s
  • Deal Hunting
    • It’s never too early to start don’t wait till you’re “ready”
    • Big game hunting takes months so start early
    hunting
  • Pitch
    • Find their hot button (if you did your market research you’d know)
    • Template, but customize the pitch based on the hot button
    • Mockup, mockup, mockup (do the thinking for them)
  • Move the deal forward
    • Know their competitors cold
      • Nothing moves partners faster than knowing you are working with their competitor
      • Set deadlines that you need to make strategic decision on who to work with
    • Keep driving the deal
      • Weekly status updates of who owes what to whom
      • Weekly or weekly calls with a PM
  • Legal
    • Get a lawyer involved early
      • Remember it’s your IP, you are NOT co-developing.
      • Iframes, API’s are ideal
      • Indemnification, who owns the user rights to market to the user), and try to avoid exclusive deals
      • Right to their marks, joint press release and use of their branding
      • Privacy policy, terms of use, etc.
  • And get a good lawyer…
  • Replicate and Scale
    • Through deal flow - Learn what everyone’s needs and limitations are
    • Start building the scalable infrastructure early
    • Build out demo sites for partners
      • Nothing sells better than something they can touch
    • Can you build a simple self serve version?
      • Javascript, iframes, API’s etc.
  • Which deal to do when
    • Value
      • Does doing this deal increase value to the company
    • Revenue
      • Realistic annual revenue potential
    • Reach
      • How large is their reach and what % will you get
    • Brand
      • How much PR/brand value is this deal
      • Will it help you get the next deal?
    • Effort
      • How much time/effort vs. other thngs
  • Measure
    • Manage by Measuring
      • manage expectations consistently by providing data
        • Click thru, conversions, lifetime value, revenue, uniques etc
      • Send monthly reports so there’s no surprises
      •   Get more deals
        • Case studies, references, PR all driven by numbers
    • [email_address]
    • Twitter - @peterpham