These are the slides from the "Ecosystems are not just for waterfowl" webinar held on February 25, 2010. We talk about what is a business ecosystem, how to identify your business ecosystem, and how to leverage your ecosystem for sales, business development, marketing, etc.

1. Welcome… “Ecosystems Are Not Just For Waterfowl” Webinar

2. Agenda Setting the Stage “Ecosystems Are Not Just For Waterfowl” What is an ecosystem How to identify your ecosystem How to leverage your ecosystem Q&A Wrap up ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

3. Setting The Stage Introduction to Business Ecosystems Business vs. Technical Different approach How to begin identifying your specific Ecosystem General approach More strategic…less tactical ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

4. Setting The Stage We see too many companies still focusing on the “traditional” approach to getting their products and services to market How we do business has changed… The old way = Reps, Calls, & Glossy’s Advertising Economy & Competitive landscape Google & The Web Social Media – Word of Mouth faster than ever! You have to adapt… ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

5. You have to adapt… Entrepreneur Customer Development Methodology – More real-world insights, validation points & opportunities Business Development New potential strategic partners & channels Product Management Staying competitive & building better solutions Marketing Getting closer to the market, understanding the true value of your solution & being more relevant Sales Understanding the customer better. Finding new ways to identify & close more sales opportunities ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

6. What is an Ecosystem? ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

7. The Business Ecosystem “An economic community supported by a foundation of interacting organizations and individuals—the “organisms” of the business world. This economic community produces goods and services of value to customers, who are themselves members of the ecosystem. The member organizations also include suppliers, lead producers, competitors, and other stakeholders.” “Over time, they co-evolve their capabilities and roles, and tend to align themselves with the directions set by one or more central companies. Those companies holding leadership roles may change over time, but the function of ecosystem leader is valued by the community because it enables members to move toward shared visions to align their investments and to find mutually supportive roles” - James F. Moore - The Death of Competition: Leadership and Strategy in the Age of Business Ecosystems (HarperBusiness, 1996) ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

8. Example – A Local College Companies Associations Citizens City/ EDC College Gov’t Schools ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

9. The 3 C’s Customer Know your customer Your customer can help reveal your ecosystem Who are their customers? Who buys what they sell? Who else has your customer as a customer? Cash Flow Follow the flow of money Who are their suppliers? What are the alternate sources of funding? Grants or Legislation? Compliment Products or services that compliment your solution Products or services that your solution compliment What else does your customer need to meet their goals? ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

10. Finding “the win” Identify, understand, & develop “the win” with each of your ecosystem partners Customer Development – Interview these ecosystem partners to help with validation of your solution Business Development – Put together bundling, OEM, or whitelabel partnerships Product Management – Find out problems that need solving with the current systems Marketing – Find new channels for creating awareness for your solution and lead generation Sales – Identify new revenue sources. Create new opportunities ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

11. Example… Industry Association Companies - Customer = Companies Associations - Constituents = Citizens - Supplier = College - College Partnership Citizens - Government Grants City/ EDC College - City / EDC = Leads - Schools Gov’t Schools ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

12. A real world example Web/Graphic Leads Printing Leads ISP Conversion Museum Leads Leads Content Delivery ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

13. Building your ecosystem Identify a specific sales opportunity Listen to your customers. Find out what they need and bring in the partners Identify current customer suppliers & start a lead sharing event ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

14. About Us Specialized firm helping companies to be customer/market driven. Through the use of real-world clients, we help you to take the “guessing” out of your sales, marketing, and development strategies. We bring your ideal customers and prospects to the table for you! We help you to build lasting, profitable, and collaborative relationships with your market through the integration of these key customers and their perspectives into the various aspects of your business. www.ideas2revenue.com randy@ideas2revenue.com Twitter: @ideas2revenue ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com

15. Questions? Check back on Ideas2Revenue website (www.ideas2revenue.com/interviews.html) ©2010 i2r Global Solutions Inc. All Rights Reserved www.ideas2revenue.com