Jim Routh: AWS San Francisco Startup Day, 9/7/17 Partnerships and Business Development to Grow Your Startup - When should a startup consider ramping up its partnering and business development (BD) efforts? This will be an interactive session starting with some basic ‘rules of thumb’ followed by an open discussion of the challenges startups face when trying to ramp their businesses through BD. Bring your BD stories, challenges, and questions to this group discussion.

1. © 2017, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Jim Routh, AWS Venture Capital Business Development
September 7, 2017
Leveraging Partnerships & Business Development
to Grow Your Startup
#AWSstartupday

2. A bit about my background
Jim Routh
VP of Business Development
CloudOn, ,Iinc.
e: jim@cloudon.com
m: 650-804-5074

3. What Can Partnerships Provide?
Yes:
• Visibility & Validity
• Distribution
• Technology
• Access to Markets
• Revenue
No:
• Company Leadership
• Product Direction
• Product Market Fit
• A Business Model
• A Fix for a Flawed Product

4. Digging a little deeper on value
• Visibility & Validity
• Distribution
• Technology
• Access to Markets
• Revenue

5. Traps to Avoid
• Starting too early
• Allowing partners to shape product direction
• Pursuing branded & white-label businesses
• Mistaking bodies for commitment
• Not fully understanding the decision chain

6. Practice good habits
• Fundamentals before any partnership engagement
• Product and BD teams in alignment
• Pursue one business model until you are successful
• Ask for revenue or revenue commitments
• Develop deep exec level relationships

7. Q&A