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 8: Art of Partnering 3.Student update…

4. בסד Privacy Restored.™ 3 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]

5. בסד Privacy Restored.™ 4 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

6. בסד Privacy Restored.™ 5 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

7. בסד Privacy Restored.™ 6 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?

8. בסד Privacy Restored.™ 7 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…”

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 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

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 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”…

11. בסד Privacy Restored.™ 10 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