This document outlines the process for growing a business through partnerships. It discusses forming a V-team with roles like business development, sales, legal and finance. The business development process includes developing a product strategy, targeting customers, creating pitch decks, conducting pitch meetings under NDAs, piloting programs, and negotiating contracts. Different types of commercial partnerships are described like marketing expenditures, revenue sharing, and licensing agreements. Key roles in business development and partner management are defined. Finally, common contract types like term sheets, statements of work and service level agreements are overviewed.

1. Growing Your
Business
Didem Ün Ateṣ
Microsoft Ventures

2. Business Development 101: The Process
•Product
strategy
•Prioritized
‘Wish List’
•Briefs/ Pitch
decks
Target
Customers
•Pitch meetings
•NDAs
•Pilots & term
sheets
•Contracts
Contract &
Negotiation
•Billing setup
•Partner
management
•Performance
reviews
Partner
Onboarding

3. • Business/ Product Owner
• Sales/ Business Development
• Legal Advisor
• Finance
V-Team

4. Deal
Types
Commercial Partnerships
• Marketing
Expenditures
• Procured People
and Services
• Capital
Expenditures
• Investments,
Mergers,
Acquisitions and
Divestitures
• Distribution Agreements
• Syndication Agreements
• Revenue Share Arrangements
• Franchise Agreements
• Service/ Product/ Content Licenses
• Data Licenses
• Local Commerce Agreements

5. Business Development: “Hunter”
Expertise: Internal alignment; business case development; deal
structuring & negotiations; category knowledge
Account Manager: “Gatherer”
Expertise: Account management; performance reviews; relationship
with key influencers; category/industry knowledge
Business Development vs. Partner Management

6. Contracts
Term Sheet
Statement of
Work (SOW)
Service Level
Agreement (SLA)
Example
 Product/ service
overview
 Product /
Solution
Description for
the Partnership
 Other Benefits/
Opportunities
 Proposed
Business Model
 Misc. Terms
 Description of
Services
 Deliverables/
Delivery
Schedule
 Payment
(Services Fees,
Expenses)
 Other
 Service Level
Requirements
 Problem
Classifications
and Definitions
 Problem
Escalation and
Resolution
Criteria
 Penalties
Useful Documents:

7. THANKS!