SlideShare une entreprise Scribd logo
1  sur  20
Télécharger pour lire hors ligne
The Lean LaunchPad

Lecture 7: Partners
         Steve Blank
         Jon Feiber
         John Burke
        Ann Miura-Ko
         Jerry Engel
        Jim Hornthal
        Owen Jacob
key activities   value             customer
                         proposition       relationships




     key                                               customer
partners                                               segments




     cost                                              revenue
structure         key                                  streams
            resources                  channels
                                                             1
                                                       images by JAM
KEY PARTNERS




which partners and suppliers leverage your model?
           who do you need to rely on?
Test Hypotheses: Key Partners




                                3
What defines a “Partner?”


• Shared economics

• Mutual success / failure

• Co-development/invention

• Common customer



But remember - you’re a startup



                                  4
Why have partners?


●   Faster time to market

●   Broader product offering

●   More efficient use of capital

●   Unique customer knowledge or expertise

●   Access to new markets




                                             5
Partners – Physical Channels

• Strategic alliances

• Joint new business development efforts

• “Coopetition,” (cooperation between competitors)

• Key supplier relationships




                                                     6
Partners – Strategic Alliances

• Reduce the list of things your startup needs to build or
  provide to offer a complete product or service.
• Use partners to build the “whole product”
   • using 3rd parties to provide a customer with a complete solution

   • complement your core product with other products or services

   • Training, installation, service, etc




                                                                        7
Partners – Joint Business Development

  • Joint promotion of complementary products
     • Share advertising, marketing, and sales programs
  • One may be the dominant player
  • Intel offered advertising fees to PC Vendors




                                                          8
Partners – Coopetition

• Joint promotion of competitive products
• Competitors might join together in programs to grow
  awareness of their industry
   • Tradeshows

   • Industry Associations




                                                        9
Partners – Key Suppliers

• Outsource suppliers
   • Backoffice, supply chain, manufacturing
• Direct suppliers
   • Components, raw materials, etc.




                                               10
Startup mistake
Strategic alliances and joint partnerships

    Not needed for Earlyvangelists
 Are needed for Mainstream customers


              Usually fail


                                             11
Traffic Partners – Virtual Channels

• Long-term agreements with other companies
   • deliver long-term, predictable levels of customers
   • “Cross referral” or swapping basis
   • Paid on a per-referral basis
   • Partners drive traffic using text-links, with onsite promotions, and
     with ads on the referring site
   • Partners sometimes exchange email lists




                                                                            12
Partnership Disaster: Boeing


                          Collaborative
                          Looked great
                          on paper.

                          Worst
                          business
                          decision of
                          the 21st
                          century




                                        13
Mobile Location Based Applications
         Collaborative Partner




                                     14
Managing partners - risks


•   Impendence mismatch
•   Longest of partners schedule becomes your longest item
•   No clear ownership of customer
•   Products lack vision – shared product design
•   Different underlying objectives in relationship
•   Churn in partners strategy or personnel
•   IP issues
•   Difficult to unwind or end
Why Will a Large Company Partner?


 • You give them a competitive “leg-up”
    •In sales
    • Or “halo-effect”
 • You are on their technology road-map
 • You’re an economic opportunity for them
    •potential customer of large company
    • can leverage their existing products and sales
 • Change agent for the large company

 You need to understand their motivation
Should I take an investment from a
         Large Company?

• They are interested in their bottom line, not yours
• Their objectives are not to make you a large company
• Who’s the sponsor? What’s the motivation?
   • Needs to come from the business side
   • Not the venture side
•Try to get sales deals not investment
• Or try to offer warrants based on sales success
Startup Partner Strategies

• Don’t confuse partners for Earlyvangelists vs. mainstream
• Don’t confuse big company partnering with startup strategy
• Find the one that gives you an unfair advantage
 – Air Supply strategy
• Recognize you don’t matter to a large partner




                                                               18
Team Deliverable for Next Week

•   What partners will you need?
•   Why do you need them
•   Why will they partner with you?
•   What’s the cost of the partnership?
•   Talk to actual partners

•   Summarized in a 5 Minute PowerPoint Presentation

Contenu connexe

Tendances

Nsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costsNsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costsStanford University
 
Customer Development Methodology
Customer Development MethodologyCustomer Development Methodology
Customer Development MethodologyVenture Hacks
 
Lean LaunchPad Educators Handbook Sept 2013
Lean LaunchPad Educators Handbook Sept 2013Lean LaunchPad Educators Handbook Sept 2013
Lean LaunchPad Educators Handbook Sept 2013Stanford University
 
Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Stanford University
 
Business Model Generation (Alex Osterwalder)
Business Model Generation (Alex Osterwalder)Business Model Generation (Alex Osterwalder)
Business Model Generation (Alex Osterwalder)Endrigo Ramos
 
Venture Design Workshop: Business Model Canvas
Venture Design Workshop: Business Model CanvasVenture Design Workshop: Business Model Canvas
Venture Design Workshop: Business Model CanvasAlex Cowan
 
How to Create a Product Strategy
How to Create a Product StrategyHow to Create a Product Strategy
How to Create a Product StrategyAurelius
 
ARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationStanford University
 
How to Run Product Discovery Experiments in FinTech
How to Run Product Discovery Experiments in FinTechHow to Run Product Discovery Experiments in FinTech
How to Run Product Discovery Experiments in FinTechProduct School
 
Lean startup & customer development with Javelin Experiment Board
Lean startup & customer development with Javelin Experiment BoardLean startup & customer development with Javelin Experiment Board
Lean startup & customer development with Javelin Experiment BoardTaavi Lindmaa
 
Value Proposition Design
Value Proposition DesignValue Proposition Design
Value Proposition DesignLifehack HQ
 

Tendances (20)

Nsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costsNsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costs
 
Customer Development Methodology
Customer Development MethodologyCustomer Development Methodology
Customer Development Methodology
 
Lean LaunchPad Educators Handbook Sept 2013
Lean LaunchPad Educators Handbook Sept 2013Lean LaunchPad Educators Handbook Sept 2013
Lean LaunchPad Educators Handbook Sept 2013
 
The startup owners manual sxsw
The startup owners manual sxswThe startup owners manual sxsw
The startup owners manual sxsw
 
Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409
 
E245 syllabus rev15
E245 syllabus rev15E245 syllabus rev15
E245 syllabus rev15
 
Business Model Generation (Alex Osterwalder)
Business Model Generation (Alex Osterwalder)Business Model Generation (Alex Osterwalder)
Business Model Generation (Alex Osterwalder)
 
Bus model and cust dev jan 2013
Bus model and cust dev jan 2013Bus model and cust dev jan 2013
Bus model and cust dev jan 2013
 
Venture Design Workshop: Business Model Canvas
Venture Design Workshop: Business Model CanvasVenture Design Workshop: Business Model Canvas
Venture Design Workshop: Business Model Canvas
 
How to Create a Product Strategy
How to Create a Product StrategyHow to Create a Product Strategy
How to Create a Product Strategy
 
Educators guide jan 2014
Educators guide jan 2014Educators guide jan 2014
Educators guide jan 2014
 
ARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationARPA- E Steve Blank Presentation
ARPA- E Steve Blank Presentation
 
How to Run Product Discovery Experiments in FinTech
How to Run Product Discovery Experiments in FinTechHow to Run Product Discovery Experiments in FinTech
How to Run Product Discovery Experiments in FinTech
 
Branding for B2B
Branding for B2BBranding for B2B
Branding for B2B
 
Business model canvas
Business model canvasBusiness model canvas
Business model canvas
 
48 hours customer development
48 hours customer development48 hours customer development
48 hours customer development
 
Lean startup & customer development with Javelin Experiment Board
Lean startup & customer development with Javelin Experiment BoardLean startup & customer development with Javelin Experiment Board
Lean startup & customer development with Javelin Experiment Board
 
MVP Tree
MVP TreeMVP Tree
MVP Tree
 
Successful entrepreneurship 1
Successful entrepreneurship 1Successful entrepreneurship 1
Successful entrepreneurship 1
 
Value Proposition Design
Value Proposition DesignValue Proposition Design
Value Proposition Design
 

En vedette

En vedette (6)

Who are we slides
Who are we slidesWho are we slides
Who are we slides
 
Lecture 8 resources and financing 120411
Lecture 8 resources and financing 120411Lecture 8 resources and financing 120411
Lecture 8 resources and financing 120411
 
Lecture 4 distribution channels 120411
Lecture 4 distribution channels 120411Lecture 4 distribution channels 120411
Lecture 4 distribution channels 120411
 
Smart menu final presentation
Smart menu final presentationSmart menu final presentation
Smart menu final presentation
 
Lecture 6 revenue model
Lecture 6 revenue modelLecture 6 revenue model
Lecture 6 revenue model
 
Lecture 3 customer segments 120411
Lecture 3 customer segments 120411Lecture 3 customer segments 120411
Lecture 3 customer segments 120411
 

Similaire à Lecture 7 partners 120411

Guidance For Building And Maintaining Partnerships
Guidance For Building And Maintaining PartnershipsGuidance For Building And Maintaining Partnerships
Guidance For Building And Maintaining PartnershipsBCS
 
Vertical and horizontal cooperation in a Supply Chain
Vertical and horizontal cooperation in a Supply ChainVertical and horizontal cooperation in a Supply Chain
Vertical and horizontal cooperation in a Supply Chainuapippo
 
Rethinking - HBR Case Study Analysis
Rethinking - HBR Case Study AnalysisRethinking - HBR Case Study Analysis
Rethinking - HBR Case Study AnalysisSaad Munir
 
Hammers, Anvils, and Hot Iron - Forging Partnerships (Ananda Chakravarty) pro...
Hammers, Anvils, and Hot Iron - Forging Partnerships (Ananda Chakravarty) pro...Hammers, Anvils, and Hot Iron - Forging Partnerships (Ananda Chakravarty) pro...
Hammers, Anvils, and Hot Iron - Forging Partnerships (Ananda Chakravarty) pro...ProductCamp Boston
 
Pepper_whitepaper_Channel_Management_US
Pepper_whitepaper_Channel_Management_USPepper_whitepaper_Channel_Management_US
Pepper_whitepaper_Channel_Management_USPepper
 
Top 10 Criteria to Build a Thriving Channel Network
Top 10 Criteria to Build a Thriving Channel NetworkTop 10 Criteria to Build a Thriving Channel Network
Top 10 Criteria to Build a Thriving Channel NetworkZINFI Technologies, Inc.
 
How to make marketing channel strategy work for you.
How to make marketing channel strategy work for you.How to make marketing channel strategy work for you.
How to make marketing channel strategy work for you.Duane Bailey
 
3/24/10 - Kent State Intergovernmental Collaboration Forum II - Sourcing Office
3/24/10 - Kent State Intergovernmental Collaboration Forum II - Sourcing Office3/24/10 - Kent State Intergovernmental Collaboration Forum II - Sourcing Office
3/24/10 - Kent State Intergovernmental Collaboration Forum II - Sourcing OfficeEfficientGovNow
 
Sourcing Office Presents to the Intergovernmental Opportunities Forum at Kent...
Sourcing Office Presents to the Intergovernmental Opportunities Forum at Kent...Sourcing Office Presents to the Intergovernmental Opportunities Forum at Kent...
Sourcing Office Presents to the Intergovernmental Opportunities Forum at Kent...Sourcing Office
 
Business models - Delivering value to your customers, your partners and yours...
Business models - Delivering value to your customers, your partners and yours...Business models - Delivering value to your customers, your partners and yours...
Business models - Delivering value to your customers, your partners and yours...Startup Pirates
 
BIO 2014 Business Dev Fundamentals Course_Strategic Alliances_MWYoung 140620
BIO 2014 Business Dev Fundamentals Course_Strategic Alliances_MWYoung 140620 BIO 2014 Business Dev Fundamentals Course_Strategic Alliances_MWYoung 140620
BIO 2014 Business Dev Fundamentals Course_Strategic Alliances_MWYoung 140620 Michael W. Young
 

Similaire à Lecture 7 partners 120411 (20)

Lecture 7 partners 110811
Lecture 7   partners 110811Lecture 7   partners 110811
Lecture 7 partners 110811
 
Guidance For Building And Maintaining Partnerships
Guidance For Building And Maintaining PartnershipsGuidance For Building And Maintaining Partnerships
Guidance For Building And Maintaining Partnerships
 
Lecture 7 Partners.pptx
Lecture 7 Partners.pptxLecture 7 Partners.pptx
Lecture 7 Partners.pptx
 
Engr 245 session 07 partners
Engr 245  session 07 partnersEngr 245  session 07 partners
Engr 245 session 07 partners
 
Mibpc 2008 business plan presentation template
Mibpc 2008 business plan presentation templateMibpc 2008 business plan presentation template
Mibpc 2008 business plan presentation template
 
2011 State of Partnering
2011 State of Partnering2011 State of Partnering
2011 State of Partnering
 
Vertical and horizontal cooperation in a Supply Chain
Vertical and horizontal cooperation in a Supply ChainVertical and horizontal cooperation in a Supply Chain
Vertical and horizontal cooperation in a Supply Chain
 
Nsf online lecture 7 partners
Nsf online lecture 7 partnersNsf online lecture 7 partners
Nsf online lecture 7 partners
 
Collaboration in manufacturing value chain
Collaboration in manufacturing value chainCollaboration in manufacturing value chain
Collaboration in manufacturing value chain
 
Rethinking - HBR Case Study Analysis
Rethinking - HBR Case Study AnalysisRethinking - HBR Case Study Analysis
Rethinking - HBR Case Study Analysis
 
Hammers, Anvils, and Hot Iron - Forging Partnerships (Ananda Chakravarty) pro...
Hammers, Anvils, and Hot Iron - Forging Partnerships (Ananda Chakravarty) pro...Hammers, Anvils, and Hot Iron - Forging Partnerships (Ananda Chakravarty) pro...
Hammers, Anvils, and Hot Iron - Forging Partnerships (Ananda Chakravarty) pro...
 
Forging Partnerships
Forging PartnershipsForging Partnerships
Forging Partnerships
 
Pepper_whitepaper_Channel_Management_US
Pepper_whitepaper_Channel_Management_USPepper_whitepaper_Channel_Management_US
Pepper_whitepaper_Channel_Management_US
 
Top 10 Criteria to Build a Thriving Channel Network
Top 10 Criteria to Build a Thriving Channel NetworkTop 10 Criteria to Build a Thriving Channel Network
Top 10 Criteria to Build a Thriving Channel Network
 
How to make marketing channel strategy work for you.
How to make marketing channel strategy work for you.How to make marketing channel strategy work for you.
How to make marketing channel strategy work for you.
 
Illp 6-revenue-model
Illp 6-revenue-modelIllp 6-revenue-model
Illp 6-revenue-model
 
3/24/10 - Kent State Intergovernmental Collaboration Forum II - Sourcing Office
3/24/10 - Kent State Intergovernmental Collaboration Forum II - Sourcing Office3/24/10 - Kent State Intergovernmental Collaboration Forum II - Sourcing Office
3/24/10 - Kent State Intergovernmental Collaboration Forum II - Sourcing Office
 
Sourcing Office Presents to the Intergovernmental Opportunities Forum at Kent...
Sourcing Office Presents to the Intergovernmental Opportunities Forum at Kent...Sourcing Office Presents to the Intergovernmental Opportunities Forum at Kent...
Sourcing Office Presents to the Intergovernmental Opportunities Forum at Kent...
 
Business models - Delivering value to your customers, your partners and yours...
Business models - Delivering value to your customers, your partners and yours...Business models - Delivering value to your customers, your partners and yours...
Business models - Delivering value to your customers, your partners and yours...
 
BIO 2014 Business Dev Fundamentals Course_Strategic Alliances_MWYoung 140620
BIO 2014 Business Dev Fundamentals Course_Strategic Alliances_MWYoung 140620 BIO 2014 Business Dev Fundamentals Course_Strategic Alliances_MWYoung 140620
BIO 2014 Business Dev Fundamentals Course_Strategic Alliances_MWYoung 140620
 

Plus de Stanford University

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition Stanford University
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Stanford University
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedStanford University
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedStanford University
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons LearnedStanford University
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Stanford University
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Stanford University
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Stanford University
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Stanford University
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberStanford University
 

Plus de Stanford University (20)

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power Competition
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power Competition
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power Competition
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons Learned
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons Learned
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learned
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power Competition
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power Competition
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power Competition
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power Competition
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
 

Dernier

Material Remains as Source of Ancient Indian History & Culture.ppt
Material Remains as Source of Ancient Indian History & Culture.pptMaterial Remains as Source of Ancient Indian History & Culture.ppt
Material Remains as Source of Ancient Indian History & Culture.pptBanaras Hindu University
 
3.14.24 Gender Discrimination and Gender Inequity.pptx
3.14.24 Gender Discrimination and Gender Inequity.pptx3.14.24 Gender Discrimination and Gender Inequity.pptx
3.14.24 Gender Discrimination and Gender Inequity.pptxmary850239
 
2024.03.16 How to write better quality materials for your learners ELTABB San...
2024.03.16 How to write better quality materials for your learners ELTABB San...2024.03.16 How to write better quality materials for your learners ELTABB San...
2024.03.16 How to write better quality materials for your learners ELTABB San...Sandy Millin
 
ASTRINGENTS.pdf Pharmacognosy chapter 5 diploma in Pharmacy
ASTRINGENTS.pdf Pharmacognosy chapter 5 diploma in PharmacyASTRINGENTS.pdf Pharmacognosy chapter 5 diploma in Pharmacy
ASTRINGENTS.pdf Pharmacognosy chapter 5 diploma in PharmacySumit Tiwari
 
DLL Catch Up Friday March 22.docx CATCH UP FRIDAYS
DLL Catch Up Friday March 22.docx CATCH UP FRIDAYSDLL Catch Up Friday March 22.docx CATCH UP FRIDAYS
DLL Catch Up Friday March 22.docx CATCH UP FRIDAYSTeacherNicaPrintable
 
Riti theory by Vamana Indian poetics.pptx
Riti theory by Vamana Indian poetics.pptxRiti theory by Vamana Indian poetics.pptx
Riti theory by Vamana Indian poetics.pptxDhatriParmar
 
BÀI TẬP BỔ TRỢ TIẾNG ANH 11 THEO ĐƠN VỊ BÀI HỌC - CẢ NĂM - CÓ FILE NGHE (GLOB...
BÀI TẬP BỔ TRỢ TIẾNG ANH 11 THEO ĐƠN VỊ BÀI HỌC - CẢ NĂM - CÓ FILE NGHE (GLOB...BÀI TẬP BỔ TRỢ TIẾNG ANH 11 THEO ĐƠN VỊ BÀI HỌC - CẢ NĂM - CÓ FILE NGHE (GLOB...
BÀI TẬP BỔ TRỢ TIẾNG ANH 11 THEO ĐƠN VỊ BÀI HỌC - CẢ NĂM - CÓ FILE NGHE (GLOB...Nguyen Thanh Tu Collection
 
Alamkara theory by Bhamaha Indian Poetics (1).pptx
Alamkara theory by Bhamaha Indian Poetics (1).pptxAlamkara theory by Bhamaha Indian Poetics (1).pptx
Alamkara theory by Bhamaha Indian Poetics (1).pptxDhatriParmar
 
LEAD6001 - Introduction to Advanced Stud
LEAD6001 - Introduction to Advanced StudLEAD6001 - Introduction to Advanced Stud
LEAD6001 - Introduction to Advanced StudDr. Bruce A. Johnson
 
2024 March 11, Telehealth Billing- Current Telehealth CPT Codes & Telehealth ...
2024 March 11, Telehealth Billing- Current Telehealth CPT Codes & Telehealth ...2024 March 11, Telehealth Billing- Current Telehealth CPT Codes & Telehealth ...
2024 March 11, Telehealth Billing- Current Telehealth CPT Codes & Telehealth ...Marlene Maheu
 
3.14.24 The Selma March and the Voting Rights Act.pptx
3.14.24 The Selma March and the Voting Rights Act.pptx3.14.24 The Selma March and the Voting Rights Act.pptx
3.14.24 The Selma March and the Voting Rights Act.pptxmary850239
 
Research Methodology and Tips on Better Research
Research Methodology and Tips on Better ResearchResearch Methodology and Tips on Better Research
Research Methodology and Tips on Better ResearchRushdi Shams
 
How to Customise Quotation's Appearance Using PDF Quote Builder in Odoo 17
How to Customise Quotation's Appearance Using PDF Quote Builder in Odoo 17How to Customise Quotation's Appearance Using PDF Quote Builder in Odoo 17
How to Customise Quotation's Appearance Using PDF Quote Builder in Odoo 17Celine George
 
ICS2208 Lecture4 Intelligent Interface Agents.pdf
ICS2208 Lecture4 Intelligent Interface Agents.pdfICS2208 Lecture4 Intelligent Interface Agents.pdf
ICS2208 Lecture4 Intelligent Interface Agents.pdfVanessa Camilleri
 
3.12.24 The Social Construction of Gender.pptx
3.12.24 The Social Construction of Gender.pptx3.12.24 The Social Construction of Gender.pptx
3.12.24 The Social Construction of Gender.pptxmary850239
 
The basics of sentences session 8pptx.pptx
The basics of sentences session 8pptx.pptxThe basics of sentences session 8pptx.pptx
The basics of sentences session 8pptx.pptxheathfieldcps1
 
3.12.24 Freedom Summer in Mississippi.pptx
3.12.24 Freedom Summer in Mississippi.pptx3.12.24 Freedom Summer in Mississippi.pptx
3.12.24 Freedom Summer in Mississippi.pptxmary850239
 
Arti Languages Pre Seed Send Ahead Pitchdeck 2024.pdf
Arti Languages Pre Seed Send Ahead Pitchdeck 2024.pdfArti Languages Pre Seed Send Ahead Pitchdeck 2024.pdf
Arti Languages Pre Seed Send Ahead Pitchdeck 2024.pdfwill854175
 
Auchitya Theory by Kshemendra Indian Poetics
Auchitya Theory by Kshemendra Indian PoeticsAuchitya Theory by Kshemendra Indian Poetics
Auchitya Theory by Kshemendra Indian PoeticsDhatriParmar
 

Dernier (20)

Material Remains as Source of Ancient Indian History & Culture.ppt
Material Remains as Source of Ancient Indian History & Culture.pptMaterial Remains as Source of Ancient Indian History & Culture.ppt
Material Remains as Source of Ancient Indian History & Culture.ppt
 
3.14.24 Gender Discrimination and Gender Inequity.pptx
3.14.24 Gender Discrimination and Gender Inequity.pptx3.14.24 Gender Discrimination and Gender Inequity.pptx
3.14.24 Gender Discrimination and Gender Inequity.pptx
 
2024.03.16 How to write better quality materials for your learners ELTABB San...
2024.03.16 How to write better quality materials for your learners ELTABB San...2024.03.16 How to write better quality materials for your learners ELTABB San...
2024.03.16 How to write better quality materials for your learners ELTABB San...
 
ASTRINGENTS.pdf Pharmacognosy chapter 5 diploma in Pharmacy
ASTRINGENTS.pdf Pharmacognosy chapter 5 diploma in PharmacyASTRINGENTS.pdf Pharmacognosy chapter 5 diploma in Pharmacy
ASTRINGENTS.pdf Pharmacognosy chapter 5 diploma in Pharmacy
 
DLL Catch Up Friday March 22.docx CATCH UP FRIDAYS
DLL Catch Up Friday March 22.docx CATCH UP FRIDAYSDLL Catch Up Friday March 22.docx CATCH UP FRIDAYS
DLL Catch Up Friday March 22.docx CATCH UP FRIDAYS
 
Problems on Mean,Mode,Median Standard Deviation
Problems on Mean,Mode,Median Standard DeviationProblems on Mean,Mode,Median Standard Deviation
Problems on Mean,Mode,Median Standard Deviation
 
Riti theory by Vamana Indian poetics.pptx
Riti theory by Vamana Indian poetics.pptxRiti theory by Vamana Indian poetics.pptx
Riti theory by Vamana Indian poetics.pptx
 
BÀI TẬP BỔ TRỢ TIẾNG ANH 11 THEO ĐƠN VỊ BÀI HỌC - CẢ NĂM - CÓ FILE NGHE (GLOB...
BÀI TẬP BỔ TRỢ TIẾNG ANH 11 THEO ĐƠN VỊ BÀI HỌC - CẢ NĂM - CÓ FILE NGHE (GLOB...BÀI TẬP BỔ TRỢ TIẾNG ANH 11 THEO ĐƠN VỊ BÀI HỌC - CẢ NĂM - CÓ FILE NGHE (GLOB...
BÀI TẬP BỔ TRỢ TIẾNG ANH 11 THEO ĐƠN VỊ BÀI HỌC - CẢ NĂM - CÓ FILE NGHE (GLOB...
 
Alamkara theory by Bhamaha Indian Poetics (1).pptx
Alamkara theory by Bhamaha Indian Poetics (1).pptxAlamkara theory by Bhamaha Indian Poetics (1).pptx
Alamkara theory by Bhamaha Indian Poetics (1).pptx
 
LEAD6001 - Introduction to Advanced Stud
LEAD6001 - Introduction to Advanced StudLEAD6001 - Introduction to Advanced Stud
LEAD6001 - Introduction to Advanced Stud
 
2024 March 11, Telehealth Billing- Current Telehealth CPT Codes & Telehealth ...
2024 March 11, Telehealth Billing- Current Telehealth CPT Codes & Telehealth ...2024 March 11, Telehealth Billing- Current Telehealth CPT Codes & Telehealth ...
2024 March 11, Telehealth Billing- Current Telehealth CPT Codes & Telehealth ...
 
3.14.24 The Selma March and the Voting Rights Act.pptx
3.14.24 The Selma March and the Voting Rights Act.pptx3.14.24 The Selma March and the Voting Rights Act.pptx
3.14.24 The Selma March and the Voting Rights Act.pptx
 
Research Methodology and Tips on Better Research
Research Methodology and Tips on Better ResearchResearch Methodology and Tips on Better Research
Research Methodology and Tips on Better Research
 
How to Customise Quotation's Appearance Using PDF Quote Builder in Odoo 17
How to Customise Quotation's Appearance Using PDF Quote Builder in Odoo 17How to Customise Quotation's Appearance Using PDF Quote Builder in Odoo 17
How to Customise Quotation's Appearance Using PDF Quote Builder in Odoo 17
 
ICS2208 Lecture4 Intelligent Interface Agents.pdf
ICS2208 Lecture4 Intelligent Interface Agents.pdfICS2208 Lecture4 Intelligent Interface Agents.pdf
ICS2208 Lecture4 Intelligent Interface Agents.pdf
 
3.12.24 The Social Construction of Gender.pptx
3.12.24 The Social Construction of Gender.pptx3.12.24 The Social Construction of Gender.pptx
3.12.24 The Social Construction of Gender.pptx
 
The basics of sentences session 8pptx.pptx
The basics of sentences session 8pptx.pptxThe basics of sentences session 8pptx.pptx
The basics of sentences session 8pptx.pptx
 
3.12.24 Freedom Summer in Mississippi.pptx
3.12.24 Freedom Summer in Mississippi.pptx3.12.24 Freedom Summer in Mississippi.pptx
3.12.24 Freedom Summer in Mississippi.pptx
 
Arti Languages Pre Seed Send Ahead Pitchdeck 2024.pdf
Arti Languages Pre Seed Send Ahead Pitchdeck 2024.pdfArti Languages Pre Seed Send Ahead Pitchdeck 2024.pdf
Arti Languages Pre Seed Send Ahead Pitchdeck 2024.pdf
 
Auchitya Theory by Kshemendra Indian Poetics
Auchitya Theory by Kshemendra Indian PoeticsAuchitya Theory by Kshemendra Indian Poetics
Auchitya Theory by Kshemendra Indian Poetics
 

Lecture 7 partners 120411

  • 1. The Lean LaunchPad Lecture 7: Partners Steve Blank Jon Feiber John Burke Ann Miura-Ko Jerry Engel Jim Hornthal Owen Jacob
  • 2. key activities value customer proposition relationships key customer partners segments cost revenue structure key streams resources channels 1 images by JAM
  • 3. KEY PARTNERS which partners and suppliers leverage your model? who do you need to rely on?
  • 4. Test Hypotheses: Key Partners 3
  • 5. What defines a “Partner?” • Shared economics • Mutual success / failure • Co-development/invention • Common customer But remember - you’re a startup 4
  • 6. Why have partners? ● Faster time to market ● Broader product offering ● More efficient use of capital ● Unique customer knowledge or expertise ● Access to new markets 5
  • 7. Partners – Physical Channels • Strategic alliances • Joint new business development efforts • “Coopetition,” (cooperation between competitors) • Key supplier relationships 6
  • 8. Partners – Strategic Alliances • Reduce the list of things your startup needs to build or provide to offer a complete product or service. • Use partners to build the “whole product” • using 3rd parties to provide a customer with a complete solution • complement your core product with other products or services • Training, installation, service, etc 7
  • 9. Partners – Joint Business Development • Joint promotion of complementary products • Share advertising, marketing, and sales programs • One may be the dominant player • Intel offered advertising fees to PC Vendors 8
  • 10. Partners – Coopetition • Joint promotion of competitive products • Competitors might join together in programs to grow awareness of their industry • Tradeshows • Industry Associations 9
  • 11. Partners – Key Suppliers • Outsource suppliers • Backoffice, supply chain, manufacturing • Direct suppliers • Components, raw materials, etc. 10
  • 12. Startup mistake Strategic alliances and joint partnerships Not needed for Earlyvangelists Are needed for Mainstream customers Usually fail 11
  • 13. Traffic Partners – Virtual Channels • Long-term agreements with other companies • deliver long-term, predictable levels of customers • “Cross referral” or swapping basis • Paid on a per-referral basis • Partners drive traffic using text-links, with onsite promotions, and with ads on the referring site • Partners sometimes exchange email lists 12
  • 14. Partnership Disaster: Boeing Collaborative Looked great on paper. Worst business decision of the 21st century 13
  • 15. Mobile Location Based Applications Collaborative Partner 14
  • 16. Managing partners - risks • Impendence mismatch • Longest of partners schedule becomes your longest item • No clear ownership of customer • Products lack vision – shared product design • Different underlying objectives in relationship • Churn in partners strategy or personnel • IP issues • Difficult to unwind or end
  • 17. Why Will a Large Company Partner? • You give them a competitive “leg-up” •In sales • Or “halo-effect” • You are on their technology road-map • You’re an economic opportunity for them •potential customer of large company • can leverage their existing products and sales • Change agent for the large company You need to understand their motivation
  • 18. Should I take an investment from a Large Company? • They are interested in their bottom line, not yours • Their objectives are not to make you a large company • Who’s the sponsor? What’s the motivation? • Needs to come from the business side • Not the venture side •Try to get sales deals not investment • Or try to offer warrants based on sales success
  • 19. Startup Partner Strategies • Don’t confuse partners for Earlyvangelists vs. mainstream • Don’t confuse big company partnering with startup strategy • Find the one that gives you an unfair advantage – Air Supply strategy • Recognize you don’t matter to a large partner 18
  • 20. Team Deliverable for Next Week • What partners will you need? • Why do you need them • Why will they partner with you? • What’s the cost of the partnership? • Talk to actual partners • Summarized in a 5 Minute PowerPoint Presentation

Notes de l'éditeur

  1. (need to do this as a build…)