Presented Aug 19, 2013 to Founder Institute San Francsico

1. Relationships
& Distribution
Jared Goralnick, Founder
jared@awayfind.com

2. Jared Goralnick, Founder
@technotheory
jared@awayfind.com

3. August 2013
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4. When did you last…
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5. When did you last…
ask for an intro?
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6. When did you last…
ask for an intro?
vs.
make an intro?
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7. When did you last…
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8. When did you last…
ask for a discount?
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9. When did you last…
ask for a discount?
vs.
make a referral?
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10. When did you last…
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11. When did you last…
ask a journalist
for coverage?
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12. When did you last…
ask a journalist
for coverage?
vs.
send a journalist
a lead?
August 2013
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13. WARNING!
TO SUCCEED
YOU NEED TO
GIVE FIRST
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14. RELATIONSHIP
MARKETING
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15. IT’S NOT ABOUT YOU
Host a Panel (don't just talk)
Organize a Dinner Party
Host an Event
Jared Goralnick, Founder
Flickr Photo: Pierofix
jared@awayfind.com

16. STAY IN TOUCH…
(by being helpful)
Send links or tips
Offer news from time to time
Ask for advice
Jared Goralnick, Founder
Photo: Evomail
jared@awayfind.com

17. REAL TIME
(every 3–6 months)
Coffee/Lunch /Beer
Skype/Hangout (call, if no video)
Invite to an event/party
Jared Goralnick, Founder
jared@awayfind.com

18. WHAT IS THOUGHT
LEADERSHIP?
Flickr Photo: Nickerwin
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19. WHAT IS THOUGHT
LEADERSHIP?
Thought Leadership
= Existing MORE
Flickr Photo: Nickerwin
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20. DISTRIBUTION
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21. Marketing vs Distribution

22. DISTRIBUTION
MARKETING
Marketplace
Affiliate
Reseller
They
Get Paid
Upfront
Conversion*
Conversion
Conversion
+ Renewal
Customer
Support
You
You
You
Reseller
Customer
Relationship
You
You*
You
Reseller
Example
Setup
Involved
Your
Control

23. The Distribution Wildcard
Jared Goralnick, Founder
jared@awayfind.com

24. thank you :)
Jared Goralnick
Jared Goralnick, Founder
jared@awayfind.com