When times are tough, people and companies seek partnerships to gain power and share resources. However, partnerships can pose risks if not carefully managed. It is important to clearly define objectives, responsibilities, and exit strategies to protect all parties. While partnerships may provide opportunities, one must also acknowledge risks and make realistic assessments to avoid potential downsides.

1. Ar
mimml
I
O
'N
I "
4;cwA
TRINITY
Power Partnerships
]VE1JtV?'r??rr
Delivered by Walt Wright @ the h
TiE-Boston Business Summit
?J?- OE 1 ?!J JII ? !]Milli]-r

2. TRINITY
LAW GROUP I LC
 When times are tough…
J J/`? I ?f ??f ?J ?l?r rJ!? fJ J J
 People seek power
J
r
/JPJ? J?? f
r
 And misery loves company

3. o
TRINITY
1.1XV (SRO UP LLC
 Define the term partnership
 Explore the conditions that support partnerships
<;JJ 47 r
J ki JJJIJ?j Ij rkJ?Jr
!ipp r ;JSJJL fi-e1 Jk p
 Explainrfie partnership ;J1 rJk;??J
-JJii
the ;J?J1 ?fJ?1 ?f?J;J process
 Explain rfJ skills and knowledge needed for effective partnerships
?s;JJ?J?ii the ; loll kn D
 Identifyrfie rii J most commonJb] ii rki i r
J deii UJf j the r ?;JriiriiJf?;J1 problems that partnerships face
?J1 rii r JfJJ;J J J?Jr;e
 r -pI?JJn fJrJ`J`1how experience tells us these problems may be overcome
J Explain ??<;J?1J?fJ?;? r?J =J
rfJ?J? rJ1'Jf etIJJ tIJ-JJ .'
a , ic B eat
e
Odds
How to
urvive &
thrive in this
c' no rr.y

4. 4t2l
TRINITY
LAW GROUP LLC
1-i®1 •
 What is a Partnership?
J/??J
4- P i riiiu
?!r
 Why Lawyers don’t like the word?
ly ! rri'? r
?
 Where does the Power come from?

5. i
_4 tol
TRINITY
7,!
LAW GROUPLIX
 the non-partner Partner language …. r
ic /p, ?. ft/fnj r fflJ J J
Legalese to the extreme….
“The use of the word “Partner”rt]J? this Agreement means a
rt]? ! 2 J rt]? `JC) ??]frf]'?,sM J?
in ?Jr ;ff]??]r ff] N If]J
?J ]r -,]f] rJ ?J ]rj -,]
partyr to this Agreement and does not create a partnership
p Ifry rJ
J
f] f] Jr ;J?]frf]
J
] ;J
rJ
between the parties. Furthermore, each Partner shallr]?
rJ??`?`J??f] rt]? ?= frJ?? rLisLh fft]Jf " ??JCJJ? P?J1rf]?f" ?I]?JJJ have
no partnership or rJj !JCJ?]f] J?JJJJ
f]rJ ?J?]f?f]?f"?I]J
J
J1' fiduciary obligations to?I]?. rJ?t]?i
J J J
?JJr]?
J
?J the other Partner ??]f?f
?f
D-r -My JrjIJJ -], J f]J, CJ!Jri? JI]? D-r jprIJJJJ
or any other obligations, duties,, rights or privileges
-J t]] Jrt]:-L)1'
imposed under the Uniform Partnership Act or any other
J
Jff] JJ?.?J ir]d- f rt]? ufJJ1Jrff]
J r+ ?- ?
??lfrf]?1 JI]J r??'r rJf" J
,J f J Ji C] C ! J r] CJ :-L)f f
applicableJ law, except?as expressly provided under this
?J;J;J J? ? ?J ?J "?. J
?•J? ? f ?J
??? ?J IJ ? J J
Y] J
?] `?`J,
Jff]?f]rJJJ ?]
Agreement.”
"? Beat?
The
Odds
H ow to
urvinre &
thrnre in this
c>> n o mgr
• rr

6. TRINITY
Strategic Alliances
rr JG ?- ?r? 1?J i ?1
 “We showed MonopolySoft our Proprietary
JDP?Uy aft
they r ?lJJy J?1?
?r
aT]r1 ?1
Business Model and they really liked it.”
 “We are partners.”
J? p1 1J
1l 1" pElffL1

7. LAW GROUP LLC
 A PWC study showed that 43% of the companies that launched
11SrIj?) is ??::-,3jJ I'J?i !J_,r
breakthrough services and products did so with outside
?1' ? ciici ?J?
all Jri 1ri
collaboration.
J-?j'r
 “It's ?? `J f] ]J lopsided picture in favor of companies `J` i Y Jr1?J1' or
/
a very ?Jr]ir]?JJ?'?!J?'? ?rJ ?1r]J
?
with one
more strategic partners,'' says Pete Collins of PWC.
 “A good rule of thumb is that a good strategic rr]ir c iri
?r?I??rjic rj jj
partner can
Jv?
double the value of your company,'' says James Atwell of PWC.

8. i
TRINITY ///
LAW (;ROUP Li.c
 What are the objectives?
 Revenues
I
 Near term
J Xi r rrri
 Long term

9. Ar
ON I
O
TRTX!/
LAWS GROUP L LC
 Access to technology
j jJJ?  VCs think it is a good
i ?? J
?
JJ
fJ
J
 idea…..manyr times it is…..
? J J? -.-J J
Sales
J ?1 J f
_...
?
J rJy J J
• J ?1 J J J J rrJ ?1
I
 Cross selling, up selling  Practice working on a1big
l'rJf v,??JII ?IfI ? JfI 6
-?::
 Use of sales force deal
 Free mentoring  Feedback in product
r-1 ?- -i Jf] J
development, IP value, even
J J J pf fI Jf ] r J J

/ r1
I I /
J -S I J J)
Image credibility strength of team

10. i
_1- 1
TRINITY
LAW'' GROUP LLC
 When you team] up with 's] Jrt]?1 business, one plus Jt]? s]t]can equal three.
it]
W yr, .Jt? ] ! `J J rt] another 1?Jt] J ;?l! ]? one ??! J
1 i,?
 ij'?) ?jv =]ii ]r, X )rrf] rig rr?]r?_- gi?
Companies of all sizes are forming strategic alliances.
J
 You can JDg?s -]r]d act bigger than you are.
I] look and
 Accomplish what you can't alone--often more quickly and profitably. ]j ,;ISJV l ] ?nrDf i ] D, Jy.
r id
'-
 f fj po r' r? ?? ifs a]rj r
Can be an effective way to pool resources and cutr,?:fJ r,!]r costs.
 Can I]?J;) p)!JF ;pr0product getr to market more quickly.
's]t] help your r-1 1-1 r0 I -?l1'1S?r EJ!]J dy,
rtl?)r
 1'O!] ) () ?;L)rf] 's]r]J
?;
By filling rr]::,the blanks, a] group of companies can offer up new products.
E y filling JJ.]r]ISJ, ] DT.T?-r Lip r]Sw
I
 Youdw]'r I] l`I have to hire more people than you need or dE',`l?Arp costly in-house
Ygu don't [ I]J1"? rj gpJ rl]?]I] ]J!J r]IE"d ?)r develop
expertise.
??]?rr]?r?r?i;?? Jar y0!] ,-
 Partnerships let you stay r]]rl r Je a]r]?J flexible, bringing in the right players for
r ]y nimble and ?
b
rr]e j job YJ ]r] d,
the h au at hand.

11. _4 tol
TRINITY
LANV GROUP LLC
 Analyze where a partner might "help.
ref ?]] J-!' ` vki " ?! ? ?]r rf] ' r HiJ J t1 r L J;?,
 Are .J Wt] i,shut outr ?? certain iii i s? r ;
r r? `ii
you r ?! J of r?1Jf]
markets or?Jf] rr? ? r
?r
contracts?
 Do you f]?j?]re r Ja specific function, talent, resource?
!] need -]
1 f!]f]jrkf],
 Explore the relationship carefully.
)s ,1Ji] ilp _r
 D-] JJJ d - -]f] d
Make sure capabilities and strengths are complementary. rr?f] J rf] `
s11
?Jri]J ri] "] r?]rJ,
 Document ??]r ] E11 c and use a lawyer.
' LiL1]?f] r ?; clearly !
 How `J`JJJJyoudJ`iid
D`jv ]:mss
will JD!] divide authority, duties, and costs?
?S]!JfiD
 r?<;Jr J)! ]r ??iii ]f] d
Express your goals and expectations--and create plans and;?? r?] rJ ?f]JJJ?]fj?J ?;r EI r ;?]?]f] ?]f] d
benchmarks.
 P i c i J?! ]r??]f, Y?! ]r Ji] r Jisc;r!]i]J ufou r
Protect yourself. Your intellectual property and proprietary
Jfr??rrn EIi i ?f] ?]f] ?J ?;??s iU ?]!]rcJf]cfl]J f]??
information and operation autonomy need protection.

12.  Alliance Agreements
 Joint Ventures
 Creeping Acquisitions
 Licensing Agreements
it riirij "? 1'? lli rJ
 Co-Marketing Agreements
JrJ iii
-?. Beat
The
I Ed s

13. TAL1A////)
LAWS GROUP I,I.C
 Don’t pin all your hopes on any one
y?)
partner deal
 large corporate partner company may
,#,I -rj ? r,; ?) p, ffj-.0
r-;r - fj
::-,
--.# -.01fly
fir r -P
? ]
be dangerous ] IflF

14. TRIr
LAW GROUPLIX
 Big companies…little people
I
 Middle management/senior management

T,T
J rj rj
Different objectives…personal…divisional….
r
l
I J I J
r `
/r
A
l¦ / l
 Tie up the tech while they look for better or
develop their own

15. i
Jb/Y /// /
 keep the goals in line
 acknowledge the risk
 focus on the opportunity
 realistic and pragmatic accessment

16. LAW G1ZOU1'LLC
 Stockholm Syndrome
J?1 l?J ff] fYnjJ!HJ
X
 Pay attention to groupthink & your team’s
?]y -t-lrr l1 rJJ l rJ
I I I? I rJ! n1 I 1 1S <?? JOLIf 'r Elll
pE ych. , . INJr ?] Tl ?lrri i
psych…Not a marriage…and that’s a good , , ?1n?? rl]?lr? ? ?l g J? d
thng
thing

17. T;1 1
 Till Death Do Us Part…does somebody have to die?
 Make sure the “Divorce Law” is properly drafted with
foresight, detachment, and fairness…
 Wright’s Objective: “Opportunity to be generous and
the right to be ruthless”