Strategic Partnerships for Business Growth
Jeff Eddings [email protected]
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
Know how much you're willing to pay in opportunity cost
Understand the value you are providing
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
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
Leave on good terms to keep the door open