Why do alliances need arms dealers?

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This is my presentation to the ASAP Chapter meeting September 2011. The main intent to broaden awareness around forming strategic alliances between organizations and the venture capital community

Business Economy & Finance

Why do Alliances need Arms Dealers? ,[object Object],How I stopped worrying and learned to love working with Venture Capitalists

In the beginning… 20 partners (5 actually signed!) No systems integrators Random acts of partnering…

Enhance the ecosystem- Recruit partners one by one…

The Problem: Where has all the good tech gone? By their nature, large companies do not disruptively innovate. Thus – one must partner or acquire in order to grow

Why do we partner? Mutual Revenue growth Precursor to acquisition Time to market – DIY will miss a window Expertise and ability is outside the core Complete the value chain Steve Steinhilber (Cisco) – Three ways to make them work

Why do we partner? …or how to do it badly… “I love you…you love me…” Let’s have a press release!!!

Strategic? Or Tactical? What’s the difference anyway?

Strategic? Or Tactical? Could be strategic…

Strategic? Or Tactical? Tactical alliances… or…how to stay out of the ‘Tragic Quadrant’…

Strategic? Or Tactical? WHO CARES?!?!?!? One may ensure sustaining revenue… …The other may grow it or disrupt the market.

How do you ‘find’ partners? ,[object Object]

I have IP I need to acquire…,[object Object]

Who is looking for companies that fill needs?

Who is looking for ways to sell their companies?

Who is always looking to appear smarter to their investors?,[object Object]

Customers? Never heard of ‘em!,[object Object]

Starting your fundraising journey? It can be a bitch, especially when you're in Singapore. How do you raise from angels? Institutional investors? Do you need a pitch deck? What tools are available to you? I want to help answer those questions, and give folks who are beginning to fundraise some clarity on this understandably stressful process! It's by no means exhaustive, but it should help give newbies some direction!

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Why do alliances need arms dealers?

2. About me…

3. In the beginning… 20 partners (5 actually signed!) No systems integrators Random acts of partnering…

5. Deploy more products

6. Enhance the ecosystem- Recruit partners one by one…

7. The Problem: Where has all the good tech gone? By their nature, large companies do not disruptively innovate. Thus – one must partner or acquire in order to grow

8. Why do we partner? Mutual Revenue growth Precursor to acquisition Time to market – DIY will miss a window Expertise and ability is outside the core Complete the value chain Steve Steinhilber (Cisco) – Three ways to make them work

9. Why do we partner? …or how to do it badly… “I love you…you love me…” Let’s have a press release!!!

10. Strategic? Or Tactical? What’s the difference anyway?

11. Strategic? Or Tactical? Could be strategic…

12. Strategic? Or Tactical? Tactical alliances… or…how to stay out of the ‘Tragic Quadrant’…

13. Strategic? Or Tactical? WHO CARES?!?!?!? One may ensure sustaining revenue… …The other may grow it or disrupt the market.

14. When the time is right…

15.

16. I want joint sales plans…

17.

18. Who is looking for companies that fill needs?

19. Who is looking for ways to sell their companies?

20.

21.

22. $50k - $500k

23. Just getting started

24.

25. Often one investor(just them)

26.

27. *Looking* for alliances (revenue)

28.

29. How a VC works… The strangeness of a venture capitalist…in their own words…. 1. Our target customer segment is very small 2. We want to meet all the potential customers in our target segment, but we need to turn away most of the potential customers 3. We only want a few new customers each year 4. We pay our customers a lot of money to start the relationship 5. We want our customers to grow their business much, much more than we want to grow ours 6. If our customers don’t grow their businesses, then we will go out of business 7. If we are lucky, our customers end the relationship and pay us a lot of money to end it 8. We need to constantly rebuild our customer base, since 100% of our customers leave us 9. We want our customers to be taken away by a large company 10. Even better, we want our customers to be taken away by a really large, swarming mob!

30.

31. Opportunities to grow revenue

32. Exit partners; or who will buy my companies?

33. Smell like an alliance opportunity yet?

34.

35. Where can you find them?

36.

37. 2 acquisitions- 30 S.I.s - 2 major partner deals

38. What I do now… Strategic Radar and ecosystem advisement

Editor's Notes

Why is the venture capital world starting to look more closely at companies that specifically rely on strategic alliances and how do these investors value their contribution to the marketplace? A venture capitalist is like an arms dealer, providing the financial and tactical weaponry needed to launch an effective market attack.
What impact does venture capital have on the economy?Venture capital activity has a significant impact on the U.S and global economies. Venture capital is a catalyst for job creation, innovation, technology advancement, international competitiveness and increased tax revenues. According to the 2011 Venture Impact study, produced by IHS Global Insight, originally venture-backed companies accounted for 11.87 million jobs and over $3.1 trillion in revenue in the United States (based on 2010 data). Those totals compare to 21% of GDP and 11% of private sector employment.

Why do alliances need arms dealers?

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