strategic partnerships for business growth
TRANSCRIPT
What is a Strategic Partner?
Distribution and Syndication
Technology or Content Licensing
Associations and Consortiums
Why Partner?
• Access to strategic markets and customers
• Get to market faster
• Brand leverage
• Shore up lacking competencies
• Block a competitor
• Capital
The Deal
• Your needs
• Opening discussions
• Term sheet
• Definitive agreement
• Contract execution
Before the Partnership
Know how much you're willing to pay in opportunity cost
Understand the value you are providing
Negotiating the Deal
Partner or vendor?
Lower their risk, raise your chances
What's in it for the partner?
Don't hide your weaknesses or gaps
Exclusive doesn't mean exclusive
Spend a little to gain a lot or trading items of
unequal value
Start thinking about scale now
Closing the Deal
Help your advocate help you
Make objectives and KPIs clear
Leave something on the table
Executing the Partnership
Partnerships shouldn't be forced
No surprises, good or bad
Remember that it's a partnership
Ending the Partnership
Review cost and value
Leave on good terms to keep the door open
Q&AThank you!