Your SlideShare is downloading. ×
0
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
Pitching And Packaging For Partnerships   Peter Pham   Startonomics La 2009
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

Pitching And Packaging For Partnerships Peter Pham Startonomics La 2009

514

Published on

Published in: Technology, Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
514
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
9
Comments
0
Likes
1
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. Pitching & Packaging for Partnerships : How to Land Amazing Deals & Tell If They're Working
      • Peter Pham
      • CEO BillShrink
    • 2. 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
    • 3. You Get..
      • Partners can help accelerate
        • Brand awareness
        • Legitimize your technology
        • Make you seem bigger than you are..
    • 4. They get to upgrade..
      • “ You’ve built what we’ve wanted to for years, but just didn’t have the resources”
    • 5. 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
    • 6. Examples
    • 7. Examples
    • 8. 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
    • 9. 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
    • 10. Networking
      • Great list for 2009 conferences at http://andrewchenblog.com
      • Use your Advisors and Investors for Intro’s
    • 11. 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
    • 12. 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)
    • 13. 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
    • 14. 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.
    • 15. And get a good lawyer…
    • 16. 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.
    • 17. 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
    • 18. 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
    • 19.
      • [email_address]
      • Twitter - @peterpham

    ×