Igal Rotem Building A Business Through Partnership

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Improving Your Negotiation Position: Rules for Negotiating with Giants …

Improving Your Negotiation Position: Rules for Negotiating with Giants
Tuesday, September 16, 2008

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  • NPTest is not a new startup or small company Like many well known semiconductor leaders we originate from Fairchild ~40 years ago In that time we have been consistently recognized for our technology leadership in the test and diagnostic products and services market A significant footprint in the market ~$226MM of revenues (LTM) ~3,000 systems installed ~900 employees Resulting in revenue/employee ~ $250K An indication of our operational efficiency and compares with the leading front-end companies Global presence with a large installed base Providing a good source of annual service revenues
  • Perhaps you’ve heard about Power-over-Ethernet from companies such as Avaya, 3COM and Nortel. But what is PoE? As the name implies, PoE is the intelligent delivery of safe electrical power to end-devices in a Local Area Network over existing Ethernet cables. If you think about the wires behind your workspace, you know you currently run two sets of cables (Ethernet and standard power) to each end device, such as your laptop or WLAN access point. PoE eliminates the need for the standard power cord, by administrating power over the existing Ethernet cable which currently only carries data traffic. The benefits of PoE are… (see points on page).
  • Here is a list of our customers. We work virtually with all of the major switch vendors. Again, a who’s who of communication equipment manufacturers.

Transcript

  • 1. Building a Business through Partnerships - The PowerDsine Version Igal Rotem – CEO and Co-Founder : [email_address] As presented to the MIT Forum – Sep 16 th 2008 Copyright © 2008 by PowerDsine Ltd. All rights reserved. No part of this presentation may be reproduced or distributed in any form by any means, or stored in a data base or retrieval system, without the prior written permission of PowerDsine.
  • 2. PowerDsine Snapshot
    • Established in 1995
    • New product line every 2-3 years
    • 1999 - Creating “Power over Ethernet”
    • 2003 – Power over Ethernet IEEE 802.3af
    • standard ratified
    • 5 private financing rounds raising about $60M
    • 2004 –IPO in NASDAQ raising $80M
    • 2006 revenues = $40M; GMs over 54%;
    • 2006 - 155 employees
    • Global presence; R&D in Israel Sales in the U.S. Taiwan, Korea
    • January 2007 Acquisition by
    • (MSCC) for $250M
    Most Innovative Product Outstanding Emerging Company Key Contributor to 802.3 af PowerDsine Headquarters
  • 3. What Is Power-over-Ethernet ? VoIP Phone WLAN Access Point Network Security Device
    • Data and Power over a single Ethernet cable
    • Transmitting safe and uninterrupted power (15W, 48V) over existing LAN infrastructure
    • IEEE 802.3af standards based
    Cost Savings Improved Network Reliability PoE Enabled LAN Switch 1011011 1011011 1011011 Ethernet Cable Ease End Device Deployment Power Power Power
  • 4. Leading, Global Customer Base
  • 5. 1995 – First Cooperation
    • First product – Ring Signal Generator
    • First Customer -
    • 1 half time employee…
    • 1 office space..
  • 6. 1999 – PairGain Systems…
    • New Product Line xDSL Modules.
    • Can you sell to a Giant ???!!!
    • Make sure your products works !!!…
    • You have to have enough money..
  • 7. 2001 – Freescale Semi…
    • Freescale (Motorola Semi) the world leader in high voltage mixed signal IC process
    • Great technology fit
    • Great teams from both companies
    • Major cultural gaps
    • Different agendas…
    • Great Success !!!
  • 8. Do’s and Don’ts when you create a partnership -1
    • Define why you want to create this partnership
    • Is this the right partner for you? Or did you just pick the one who said YES….
    • Define the objectives of the partnership, make sure the BOD and the management team are all aligned
    • Allocate a small execution team, they should be the ones who have a personal responsibility to make it happen
    • Set up ongoing meetings and calls with your partner, to ensure that there is no gap between your beliefs and the reality….....
    • Make sure you have enough money to support the investment
    • Communicate bad things FIRST
    • Don’t surprise your partner
  • 9. Do’s and Don’ts when you create a partnership -2
    • Cultural gaps exist ! Don’t ignore them
    • Make sure that top management within your partner’s organization is behind this cooperation
    • Invest in protecting your IP
    • Sign a good contract, do not leave too many things open
    • Work hard to make it happen
    • It is important to start these cooperations, it is also important to know when to end them..
    • Please remember: “Business gets done between people not between companies !!”
  • 10. Discussion…. 