Indroduction to Business Developement
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The document outlines the principles of high-tech business development, focusing on the importance of relationships and strategic partnerships. It discusses the cyclical nature of technology markets, the customer adoption curve, and the necessity for effective negotiation and partnering strategies. Additionally, it emphasizes the need for clear objectives and collaboration among stakeholders to drive success in a competitive landscape.
Indroduction to Business Developement
- 1. 1 High-Tech Business Development Success Through Relationships Dev Sarwal
- 2. 2 Agenda Introduction Tech market cycles Leadership through alliances The role of business development Basics of strategic partnerships Risk assessment and reduction Winning relationships Personal communication and political awareness A day in the life
- 3. 3 My Background 20 years in high-tech markets Ability developing, implementing and growing businesses, including user interface solutions, business development and project finance PE- And venture-backed companies
- 4. 4 Starfish Software Developer of connectivity software for wireless market Device and server side products Wholly-owned subsidiary of Motorola New company,new technology, new market Challenges Build market, gain marketshare, establish identity, credibility, generate revenue
- 5. 5 Examples of Tech Cycles Mainframe and mini-computers The Personal Computer Notebook Computers Client-server computing Non-PC “convergent” devices The Internet Dot Com market Peer-to-peer technology Nanomachine technology Biotech/nanocomputing covergence
- 6. 6 How the Tech Cycle Plays Out Rapid introduction of new technology and business models Easy funding for new ventures Strong productivity growth Capital investment soars as companies try to keep up with new technology Inflation is held down by rising productivity, intense competition from new companies, and falling prices for new technology Buoyant stock markets Technological stagnation Difficult for new competitors to emerge in the market Weak productivity growth Technology spending flattens out, while overall investment falls Inflation rebounds as productivity growth slows and new startups become less common Depressed stock markets Expansion Phase Contraction Phase Business Week
- 8. 8 Establish Leadership Quickly The illusion of momentum leads to… The perception of momentum which leads to… The Reality of momentum
- 9. 9 And the Wheel Goes Round Launch Adjust Re-inventAssess Customer response Technical innovation Competitive response Market conditions
- 10. 10 The Role of Business Development Strategic alliances and partnerships License necessary technology Industry standards New revenue streams Gain marketshare
- 11. 11 Reporting Structures Direct report to CEO Reporting to Marketing Recent trend reporting to Sales
- 12. 12 High Risk Outcome New Company New Technology New Category New Customer Market 1 34 2 Assessing Risk
- 13. 13 Create Your Partnering Strategy Who can help you reach your goals Who will pay you Who can protect you Who gains if you win Who suffers if you lose Partnerships are perishable
- 14. 14 Successful Partnerships Clear objectives Real value for each party Top management involvement/buy-off Interdepartmental participation Plan for next stage of relationship
- 16. 16 Importance of Standards Grow markets Gain from “shared” effort Control the game Know the landscape Visibility and credibility
- 17. 17 A Web of Alliances Infrastructure Partner OS Partner Wireless Partner HW Partner Standards Partner Applications Partner Servers Partner Internet Partner Core Strategy
- 18. 18 Negotiating the Relationship Prepare Clear set of objectives Set your limits beforehand Do your homework Work with those who share your values Anticipate Negotiation is a process Negotiate with integrity Focus on relationship, not just the deal
- 19. 19 A Day in the Life Strategize and plan Research Meetings: internal and external Phone calls and email Reading, writing, reviewing contracts On the road
- 20. 20 Business Development Profile Technically astute Ability to think strategically Organizational and political intelligence Expert at prioritization of complex issues Excellent communication skills Written, oral and presentation People skills
- 21. 21 Thank You