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9:00 - 9:45
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How to Identify and Structure A Successful
Paul Leboffe, Partner, White & Lee LLP.
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9:45 - 10:30
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Pitfalls to Avoid In Strategic Partnering
Steve Weinberg, Weinberg Cummerford Legal Group
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— 15 Minute Break —
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10:45 - 11:30
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The Role of the Business Development ExecutiveRichard Rock, eBay
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11:30 - 12:00
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Successful Partnering in the Changing MarketJennifer Wrigley, President, ArtMecca.com
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— 30 Minute Lunch Break —
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12:30 - 1:15
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Panel of EntrepreneursCharles Schoehoeft, CEO, UFO Communications
Peter Herz, VP of Business Development, 3Ware
Rama Aysola, CEO, Airflash
John Spencer, CEO, Actional Corporation
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1:15 - 2:00
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Panel of Corporate PartnersEberhard Schade, Director, New Ventures Program, Hewlett-Packard
KG Muthukumar, Director of Corporate Development, Compaq Computer Corporation
Kathy Bojack, Executive VP, Oracle Corporation
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— Paul Leboffe, Partner, White & Lee LLP.
Paul presented an overview of how startups can identify, attract and structure corporate strategic relationships. Paul addressed (a) current trends in the Valley, (b) strategic partnering sources: how and when to approach them, (c) how to structure partnerships to achieve the companies objectives, (d) key features, issues and differences between technology, creative and marketing partnerships, and (e) how to exit a partnership without burning bridges.
Available for download:
Strategic Partnerships - Paul Leboffe
— Steve Weinberg, Weinberg Cummerford Legal Group
Steve started with "the end in mind" with regard to strategic partnerships, focusing on potential problems that could occur, and what could be done in the formative stages of the partnering relationship to avoid or reduce the risk of such problems. Steve adressed the following topics: (a) identifying what intellectual property a company owns, and how to protect this prior to approaching partners (without appearing to be paranoid), (b) issues in the ownership and rights of use of new creative and technology ideas, methodologies and products created within development partnerships, (c) how to identify and procure the right to use third-party intellectual property, and how to minimize up-front and down-stream costs and problems, (d) dealing with issues related to ownership of and attribution to the creation of content, and (g) issues to be aware of when it comes to the allocating electronic, music, film, broadcast and book publishing rights between content providers and a technology company.
— Richard Rock, eBay
Richard presented an overview of the role of the business development executive and how the deals gets done. Richard's presentation included: (a) the role of the business development executive, with particular emphasis on how this role has changed in light of the past year’s shifting economic landscape, (b) how a company can select the right individual(s) to fulfill the business development role, (c) how a business development executive identifies potential deals, (d) how a business development executive evaluates a deal (e.g., is there an "acid test"?); (e) what internal process a business development executive goes through to "sell" a deal, (e) the keys to negotiating a successful deal, (f) any "deal killers", and (g) knowing how long to pursue a strategic opportunity, and when to "let go" (i.e., knowing when is a deal dead, and knowing when persistence pays off).
Avaiable for download:
Business Development - Richard Rock
— Jennifer Wrigley, President, ArtMecca.com
Jennifer focussed on how ArtMecca had shifted its business model in response to a changing market, and how it had implemented a new partnering strategy through that change. Jennifer walked "would-be" entrepreneurs through a real "case study" scenario, so entrepreneurs could learn from 'real life' experiences. Some of the issues discussed were: (a) how and when you decided to shift your business model, (b) how you targeted new partners in light of your changed business model, (c) how you pitched new partners and explained the changing business model to them, and their response, (d) what were the ramifications of changing your business model (i.e., how did it impact your revenue streams?), and (e) how you sold your investors on the new model, and how you pitched new investors to invest in the new model.
— Charles Schoehoeft, Chief Executive Officer, UFO Communications
— Peter Herz, Vice President of Business Development, 3Ware
— Rama Aysola, Chief Executive Officer, Airflash
— John Spencer, Chief Executive Officer, Actional Corporation
The panel provided expert knowledge to the attending entrepreneurs. Each panelist was from a different industry sector and had worked with a multitude of companies throughout the years. This enabled the audience to compare and contrast experiences to get a sense of what issues were common to strategic partnerships and what issues might be specific to a particular industry.
Eberhard Schade, Director, New Ventures Program, Hewlett-Packard
— KG Muthukumar, Director of Corporate Development, Compaq Computer Corporation
— Kathy Bojack, Executive Vice President, Oracle Corporation
The primary goal of the corporate panel was to demystify the partnering process with major corporate partners. The panel discussed how to approach potential partners, how the entrepreneur could assist partners with achieving their goals, how entrepreneurs could enhance their chances of working with a corporate partner and how to asses whether their partner was a good business fit.
Available for download:
Demystifying Partnering With Corporate Partners - Eberhard Schade
Corporate Partnering - KG Muthukumar
