This document provides tips for landing partnership deals and determining if they are successful. It recommends focusing on core competencies and leveraging partners' strengths. Successful partnerships are win-win and can accelerate brand awareness, legitimize technology, and help partners access desired resources. Research potential partners and competitors to identify synergistic opportunities. Develop customized pitches highlighting mutual benefits. Monitor partnerships with metrics to manage expectations, identify areas for improvement, and generate leads for new deals.

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