2. בסד Privacy Restored.™ 1 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. RESEARCH CONSULTING Entrepreneurial Computer Science Yonah Alexandre Bronstein, PhD alex_bronstein@ieee.org Session 11

3. בסד Privacy Restored.™ 2 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Session Outline 1.Administrative Stuff 2.Chapter 7: Art of Raising Capital (overflow) 3.Chapter 8: Art of Partnering

4. בסד Privacy Restored.™ 3 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Admin: BP Sign-Up Sun July 22 nd : 12noon - ~6pm Attending? (Yes/No) Seat on Bus? (Yes/No) Result:

5. בסד Privacy Restored.™ 4 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.7: Managing a Board Whether “Board of Advisors” or “Board of Directors”, you need to give them: Less paper rather than more Useful metrics A couple of days ahead of board meetings Only positive surprises (bad news should be shared in private ahead of time) And for your sake: ask feedback in advance of key decisions

6. בסד Privacy Restored.™ 5 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.7: Frequently Asked Questions (FAQ) Longest in the book, with a wide variety of questions, yet only a few answers: “You’re thinking too much.” “Tell the humble truth.” “It depends.”

7. בסד Privacy Restored.™ 6 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.7: Raising Anything Dear Guy Kawasaki, Following your 10 point format: 1. I am teaching a class on starting a start-up at Ben-Gurion University, Israel (details: http://www.cs.bgu.ac.il/~ecs091/Main) 2. The textbook for the class is your book: "The Art of the Start" 3. To my surprise, most of the students can not afford to buy it 4. Turns out the local economics here are radically different from Stanford, where I went to school (yearly tuition around 2 K$, rather than around 20 K$) 5. Would Garage.com consider making a donation to the University Library of about 20 copies of your book? 6. You could consider it a Very Very early Seed investment in Israeli entrepreneurship 7. You could consider it a World Wide Kindness on this ThanksGiving day 8. The address to ship them to if you agree is: Frankel Admin, Bldg 37, Ben-Gurion University, 84105 Beer-Sheva, ISRAEL 9. My phone if you have any question is: +972-52-667-9113 (10 hours ahead of Pacific time) 10. It's all about Chapter 11 in your book :) Thank you very much for your consideration, Yonah Alexandre Bronstein, PhD http://www.cs.bgu.ac.il/~ecs091/Main

8. בסד Privacy Restored.™ 7 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.7: Final Wisdom Arthur Rock (founder of Intel, backed Fairchild Semi, Teledyne, Apple): “If you want to get an investment, show that you will build a business.”  “Chicken & Egg” problem [bootstrap chapter] Hunt Green (VC): “Everything is always impossible before it works. That is what entrepreneurs are all about – doing what people have told them is impossible.”

9. בסד Privacy Restored.™ 8 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.8: Art of Partnering Right Reasons “Spreadsheet” reasons: Accelerate Cash/Flow Increase Revenues [Apple-Aldus] Decrease Costs And not for: “Halo” Effect Silence Critics (e.g. the press) [Apple-DEC]

10. בסד Privacy Restored.™ 9 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.8: Art of Partnering Well Executed Buy-in from “Middle and Bottom” Find Internal Champion Focus on Strengths Cut Win-Win Deals Bring in Legal department at the right time (last) Structure an Ending Process - counter intuitively: it’ll make the partnership more likely to last and work well

11. בסד Privacy Restored.™ 10 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.8: Define Deliverables/Objectives Precisely, not vaguely, as appropriate: Additional revenues Reduced costs New products and services New customers New geographic markets New support, training, marketing, […] programs

12. בסד Privacy Restored.™ 11 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.8: Why not done? 1.Can not come up with specific deliverables and objectives (bad sign: “partnership built on sand”) 2.Lazyness/Lack of discipline (better ) But still, management work is to cover: WHAT will each organization deliver? WHEN will they deliver it? WHERE will they deliver it? What INTERIM milestones must be met?

13. בסד Privacy Restored.™ 12 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.8: Good Characteristics Ensure MIDDLES and BOTTOMS like the deal Find & Empower internal CHAMPIONS Make success of partnership SOLE goal of champions Accentuate STRENGTHS of partners; don’t try to cover weaknesses Cut WIN-WIN deals (win-lose don’t last long) Draft a legal document, with an “out” clause, LAST Beware of “stuck in the belly of a snake…”

14. בסד Privacy Restored.™ 13 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.8: Art of E-mailing Concise (ideally, 5 sentences) Fix subject (remind reader of past encounter) & name Respond within 24 hours [California work style…] No CAPS (like shouting) [in USA at least, not cool] Quote back (for context) Beware of CC; BCC large groups (for privacy) WAIT when you HATE! [and then call instead…] “I have made this [letter] longer, because I have not had the time to make it shorter.” Blaise Pascal

15. בסד Privacy Restored.™ 14 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Ch.8: Art of Shmoozing Get out! (“contact sport”) Ask good questions, then shut up [and listen!] Follow-up, ideally within 24 hours (it’s rare, and hence will make an impact) Unveil your passions / or read a lot… Give favors (esp. to those who can’t help you) Return favors, and ask for return of favors… The “Big Karma Scoreboard in the Sky”…

16. בסד Privacy Restored.™ 15 ABUSE SUPPRESSION TECHNOLOGIES, ACTIVITIES, VISION. ©2008 ASTAV, inc. – Confidential & Proprietary – Contact Research@ASTAV.net for pricing. Q & A ? Kind of pitching… For Next Session? Find someone with $$ Ask for 20 minutes of their time to hear about your business idea And give you their FEEDBACK