Partner for Success - IIT Bombay
Partner for Success
Presented by Lynda Smith, Fenwick and West Consulting Professor, Stanford Technology Ventures Program
.
Typical Partnership Results
? 200 high-tech companies surveyed
? 94% stated alliances were important to their overall corporate strategy
? 70% had only achieved initial goals or failed outright
? Why Do Partnerships Fail?
? No formal governance infrastructure ? Lack of agreed-upon performance metrics ? No regular assessment ? No senior management involvement ? Insufficient resources
Sour ce : Robe r t Fr e r ichs, Ande r se n Consult ing
Stanford Center for Professional Development ?
Agenda
? Frameworks for thinking about partner relationships
? Tools for structuring success ? Putting it in action
Stanford Center for Professional Development ?
"Partnership" is Used Across a Broad Range of Institutional Relationships
Expected Length of the Relationship
Depth of Commitment &
Exclusivity
Shallow/ Usually Polygamous
Deeper/Often Polygamous
Short
Single Transaction
(not a partnership) Cooperative Advertising
Unknown
Long
Renewable VAR
Agreement
5-Year Sourcing Contract
R&D
Joint Venture
Partnership
Deepest/Usuall y Monogamous
1 year exclusive
license
Renewable Exclusive
Terms
Merger/ Acquisition
(not a partnership)
Stanford Center for Professional Development ?
Some Partnerships Focus on More
Revenue & Profit Potential from the Partner
Than Profits
High
Earning Partner
Strategic Partner
Limited
Learning
Low
Partner
Partner
Source: Kosnik and Montgomery (1994), "Managing Cross
Cultural Alliances:
Can Trust be Achieved in a Polygamous World?"
Low
High
Partner's Potential to Help You Develop Your Core Competencies
Stanford Center for Professional Development ?
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