Striking the right partnership with Google, MTV, or American Express can help your product gain traction fast. This class will help you identify potential partners, tailor your product strategy, and make the pitch that will land your first, big deal. Sharing real-world experience will be Caroline McCarthy (@caro), who is a Google+ Business Marketing Manager at Google, and Cheryl Yeoh (@cherylyeoh), who is a Co-Founder & CEO of Reclip.It. Caroline and Cheryl are are traveling to Tanzania this February as global ambassadors for Ladies Trekking Week, an annual trip to the summit of Mt. Kilimanjaro organized by a group of European women with a dual aim of personal empowerment and social good. If you enjoyed this presentation, we ask that you kindly donate $10 to our cause that will go toward improving literacy for children in Tanzania. Please donate here - http://fundly.com/ladies-trekking-2013 Thank you!

1. Sealing the Deal with Large
Enterprise:
The Big Company
Caroline McCarthy @caro
Tips for Startups
Cheryl Yeoh @cherylyeoh

2. The 5 Keys to Success
Start small
Be prepared
Show your creativity
Read the fine print
Speak the language

3. Start small
Be strategic - don’t go big and fast all at once.
Your future partner has to trust you first.

4. Be prepared
Make sure that your accounting is in order and
that their payment timeline fits your budget.

5. Show your creativity
Demonstrate in your proposal that you’ll be true
to the brand but will still innovate.

6. Read the fine print
If you’ve been sent information about how to do
business with the client, read it. No, seriously.

7. Speak the language
If you’re working with sales or marketing, know
their jargon even if it makes you cry a little inside.

8. Sealing the Deal with Large
Enterprise: Tips for
Entrepreneurs & Startups
Cheryl Yeoh
@cherylyeoh

9. A Little Background...

10. Case Studies from...

11. The 6-Step Process
1.Research -> Reaching Out

12. FACT 1:
“People Want to Do
Business With People
They Like”

13. FACT 2:
“Don’t Give Up. There are
multiple channels & doors”

14. The 6-Step Process
1.Research -> Reaching Out
2.Initial Informational Meetings
3.Show Progress -> Send Updates
4.Pitch Meeting

15. FACT 3:
Large Corporations Want to Work With
Startups that Can Provide:
1) Value-added services/product/tech they can’t
build in near term
2) Increased speed & time to market in a vertical

16. The 6-Step Process
1.Research -> Reaching Out
2.Initial Informational Meetings
3.Show Progress -> Send Updates
4.Pitch Meeting
5.Integration, Timeline & Negotiations
6.Launch Pilot Study -> Track Results

17. FACT 4:
“A Partnership No Matter How Small is
Akin to An Investment”

18. What Not To Say:
1) Don’t offer to do something the company thinks it can
do itself
2) Don’t say how “easy” it is to integrate
What To Say:
1) How you’ve already proven yourself in marketplace
against competitors
2) What makes you unique (technology, traction, etc)
3) Level of effort for integration - pilot study / proof of
concept
* Long term stability of company (funding, etc)
* Depends on priorities within organization - timing is key

19. Thank you so much! Did you like this talk?
Here’s our tip jar for charity.
http://bit.ly/LadiesTrek