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Jan Urban - Business Alliances
Jan Urban - Business Alliances
Jan Urban - Business Alliances
Jan Urban - Business Alliances
Jan Urban - Business Alliances
Jan Urban - Business Alliances
Jan Urban - Business Alliances
Jan Urban - Business Alliances
Jan Urban - Business Alliances
Jan Urban - Business Alliances
Jan Urban - Business Alliances
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Jan Urban - Business Alliances

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  • 1. Business AlliancesJan Urban, May 2, 2013Cash is king and time is money.Save your cash and buy yourself time......by building productive alliances
  • 2. Me• Lawyer & Mngmt consultant• Took first chance to „desert“ the corporateworld (dot.com)• Entrepreneur –> „incubator“ –> investor???02.05.13 2
  • 3. Look for your next elevator02.05.13 3
  • 4. Elevator?Patent filing by Elisha Otis(courtesy Wikipedia) 160 years agoPulley - one of „simple physical machines“Will get you there with a fraction of resources(power, work -> time, money, effort)02.05.13 4
  • 5. Business alliance?YouYour (potential)customersBusiness PartnerBusiness Partner‘scustomers02.05.13 5
  • 6. No rocket science• Common sense• Emmotional intelligence (listening)• Patience & persistence02.05.13 6
  • 7. What?1. Hypothesize (partner, motivations, story) / if possible, testhypothesis with an insider or an „informed“ friend2. Prepare an intriguing teaser3. Find a „champion“ (Google, LinkedIn)4. Cold-call or, better, get introduced5. Meet f2f6. Test hypothesis(es)7. Understand motivations (even „unreasonable“), stakeholders(company, „champion“, manager...), constraints(time, money, capacity, skills, regulations)8. Follow-up / summarize9. Iterrate10. Thank them02.05.13 7
  • 8. How?• Assume good will• Be open about what you want• Give / share / exchange (contacts, non-confidentialdata, opinions, know-how) – people do business with„friends“...• ...but don‘t compromise yourself• Be open-minded, expect the unexpected, don‘t assume orjump to conclusions• First grow the pie, than split it• Be non-orthodox, test the limits („what if“?)• Tell stories / „visualize“, be as concrete as possible, useplain words• Spread your network02.05.13 8
  • 9. Why will they listen to me?• Content (better product / service offering) or atleast activity• Increase in revenues– Revenue sharing deals– Money „later“• Ability to complete / deliver in no-time and at nocosts– Cost savings• Ability to syndicate (sometimes better from theoutside than inside)02.05.13 9
  • 10. Will they steal my idea?• Success is 10% inspiration and 90% perspiration(Albert Einstein)• Execution is what matters• Partner will not be able to execute, unless you areexactly on their trajectory and in clear sight(probability 0,001%)• How many times did „they“ steal my project? – 0– Usually:• I don‘t even sign an NDA, only ask for confidentiality...• ... don‘t tell all the details02.05.13 10
  • 11. My examples• Palmknihy -> MNO– Content• Expensa -> banks– Content, revenue share• HypoAsistent + realPad– Improvement of service offering to joint clients• Klikpojisteni –> large retailer– Client base monetization, revenue share02.05.13 11

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