jumpstart summit: a working conference february 25-26, 2014kinetic group tampa fland aesa
TRANSCRIPT
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Jumpstart Summit: A Working Conference
February 25-26, 2014 Kinetic GroupTampa FL and AESA
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Welcome!Lee Warne, AESA’s Executive Director
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Session 1: Context and Partnership Framework
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The Context: Forces bringing ESAs and
companies together
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Co-creating a Value Chain
Problem Formulation
Design and Development
Sales and Delivery
ESAs
Startups
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Early Insights
Problem Formulation
Design & Development
Sales & Delivery
Mutual Value
Successful Practices (2-4)
Cautions (2-4)
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Session 2: Partnering in Design and
Development
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A Balancing Act
Cooperate
Share Revenu
e
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Role of Differentiation
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What set of conditions or indicators would suggest potential for successful
partnership in design and development?
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Successful Financial Models for Partnering in Design &
Development
ESA Gives and Gets
Company Gives and
Gets
Financial Arrangement
Other Agreements
$
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Session 3: Partnering in Sales and Delivery
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Sales & Delivery…the Details
Selling
Finding, qualifying, and contracting with customers
Delivering
Fulfilling orders (product)
Providing direct service
Supporting
InstallationTrainingTroubleshooting… and More
Mis-matched expectations
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End of Day One
Wrap-up
Logistics
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Welcome to Day Two!
Reflections
Wrap up partnering opportunities for problem formulation
Pitch and Catch – two rounds
Capstones
Close, Adjourn
Jumpstart Summit
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Think and Wonder: Based on Yesterday’s
Work, I think… I wonder…
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Session 4: Partnering in Problem Formulation
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Co-creating a Value Chain
Problem Formulation
Design and Development
Sales and Delivery
ESAs
Startups
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Pitch and Catch
Purpose – think concretely about partnerships based on specific products and services
Process (Two rounds) Each company presents its
product or service offering to ESA colleaguesWork together to generate multiple ideas for
partnerships. Be as specific as possible (step in the value chain, possible financial and other agreements, etc.)
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Capstone Choice
Write a set of 7-10 guidelines to guide colleagues in establishing effective ESA/company partnerships.
Design a national structure that enables ESAs to provide market information to companies. What would motivate the parties to participate?
OR