Partnership design and development for technology startups is based on a Business Model design. Partnership decisions impact the entire business model and require a disciplined approach.
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About Me
Tech Scouting and Market Development Services
Aero Engineer (PoliMi), MBA (IMD Lausanne)
IBM, P&G, HP + a couple of (failed) startups
Lived and worked in 5 countries
In USA since 1998
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Agenda
• Part 3: Making the (Business) Case
• Part 4: Measuring Value Creation
• Part 5: 5 Steps to Biz Dev Execution
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Biz Model = How moving parts interact
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A good model...
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• Shows HOW value flows
• Shows HOW results are achieved
• Shows WHY company needs money
• Shows WHERE to put it to work
• Shows WHO to partner with...
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Cost Structure
- Customer Acquisition
- Sales Team
- Consulting and Customer Support
Activities
- R&D
- Product
Development
- Sales
Value
Proposition
- Customers: Increase
sales through
recommendations
- Users: Easier to find
what you want
- Partners: Add valuable
feature to your offering
overnight
!
Partners
- eCommerce
platform
vendors
Customer
Segments
- Medium
Online Retailers
- App Stores/
Digital Media
- Large
Multichannel
retailers
Revenue Streams
- Licenses + Maintenance
- SaaS subscriptions
- Services
Resources
- Intellectual
Property
- Dev Team
Customer
Relations
- Prof services
- Maintenance
- Training
Channels
- Direct sales
- SaaS
- Channel sales
- OEM
Example: Small Inc.
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It’s about the whole model
• Partner model impacts entire model
• Different partnership model = different tradeoffs
• Multiple partner choices = runaway complexity
• Small Inc. and Big Inc. must have “mirror” models
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Part 3
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Making the (Business) Case
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Important questions…
• How much value ($) is being created?
• How much is this deal worth it for my partner?
• How much is it worth for me?
• How should we structure the deal?
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The Business Case summarizes the answers
1. Treat the partnership as a “project”
2. Calculate the NPV of resulting project cash flows
• Add any expected incremental sales, marketing savings, staff savings, etc.
• Subtract any incremental expenses, support costs, new marketing expenditures
• Account for cash investments and depreciation
• Compute payback time and NPV over a reasonable timeframe
3. Repeat for partner!
4. Assess and mitigate key risks
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Understanding value creation is key
• Value Chain Analysis
• Contribution Margin
• Customer Acquisition Costs
• Customer Lifetime Value
• Sales Compensation
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Value Chain analysis
• Where are you capturing/creating value?
• How much value?
• Which portion of the value can be shared with partners?
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Contribution Margin
• What sales % contributes to covering fixed costs?
• How much volume do I need to break-even?
• What is each product/channel contribution margin?
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Remember Small Inc.?
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#ofCompanies
1
10
100
1000
Sales cycle (days)
0 30 60 90 120
$320
$90
$40
Large Retailers
Medium Retailers
Small eCommerce Retailers
Partnering with Software Platform
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Indirect OEM Direct Channel
Unit sales 35 10
Unit Price $90,000 $320,000
Sales $3,150,000 $3,200,000
Variable Costs
COGS (30%) $945,000 $960,000
Salesforce Commission $0 $640,000
Channel Commission fees $157,500 $0
OEM Royalties $8,750 $0
Total Variable $1,111,250 $1,600,000
Contribution Margin $2,038,750 $1,600,000
% 64.7% 50%
Unit Contribution $58,250 $160,000
Total Fixed Cost $1,000,000 $700,000
Break Even 31 4
Remember Small Inc.?
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Customer Acquisition Cost analysis
• How much does it cost to acquire a customer?
• Does the partnership increase or decrease it?
• What is the most effective channel?
• What volume so that it makes sense?
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Customer Lifetime Value analysis
• How much is each customer worth?
• What are the most attractive segments
• Does the partnership increase CLTV?
• Does the partnership “lock” customers in?
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Part 5
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5 steps of Biz Dev execution
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1. Do the homework
2. Design the biz dev pipeline
3. Prepare the materials
4. Fill the pipeline
5. Execute with discipline
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1. Do the homework
• Study thoroughly the ecosystem
• Analyze potential partners business models
• Be clear about partner value proposition
• Segment your partner prospects
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1. Homework
2. Design
3. Materials
4. Fill
5. Execute
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1. Do the homework
• Create a list of target prospects
• Fill with as many as you can identify at this stage
• Score them by criteria (1 to 5)
1. $ value of deal to them! (weight: 50%)
2. $ value of deal to you (30%)
3. Speed/ease to close (10%)
4. M&A option value (10%)
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1. Homework
2. Design
3. Materials
4. Fill
5. Execute
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2. Design the biz dev pipeline
• Estimate deal size, # and type of interactions, expected
duration from lead to close
• Determine the best approach for each step of the
funnel (e.g. phone, in person, email)
• Define clear formal gates to move an opportunity along
• Determine best way to fill your pipeline
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1. Homework
2. Design
3. Materials
4. Fill
5. Execute
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3. Prepare the Materials
• Biz dev presentation (≠ investor presentation)
• Partner business case financial model
• Partner case studies
• Technical documentation/training material
• Industry analysis reports supporting your case
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1. Homework
2. Design
3. Materials
4. Fill
5. Execute
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3. Prepare the Materials
• The “Standard Deal”
• One-page term sheet, simple excel sheet
• Working capital positive or neutral
• ~0 custom development (90% built-in)
• Leave lawyers and NDAs for last
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1. Homework
2. Design
3. Materials
4. Fill
5. Execute
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4. Fill the a pipeline
• Support Biz Dev with Partner Marketing investment
• Put someone in charge and make her accountable
• Create a lead generation program (web, events, email,
trade shows, etc.)
• Nurture industry analysts relations
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1. Homework
2. Design
3. Materials
4. Fill
5. Execute
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5. Execute with discipline
• Use a CRM system and track every interaction
• Qualify each opportunity with objective metrics
• Focus on high probability deals
• Do not get distracted and follow the process
• Avoid other startups (Risk^2)
• Don’t drop the ball!
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1. Homework
2. Design
3. Materials
4. Fill
5. Execute
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1. Do the homework
2. Design the biz dev pipeline
3. Prepare the materials
4. Fill the pipeline
5. Execute with discipline
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Cost Structure
Activities Value
Proposition
Partners Customer
Segments
Revenue Streams
Resources
Customer
Relations
Channels
$$$
Go get yourself a deal!