ibm partnering strategy & overview
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IBM PartneringStrategy & Overview
Sal Causi, P. Eng.
IBM Life Sciences
NetGen VC / Incubator Mission
Develop strategic relationships with targeted VC and Incubator firms and portfolio companies resulting in:
Preference for IBM solutions and platforms Acquisition of new IBM clients New channel and business relationships Identification of new technologies of interest to IBM Significant revenue growth Increased IBM "mindshare" and marketshare
How IBM Selects a VC or Incubator
Alignment with IBM Objectives
Depth of Experience and Credibility
Business Innovation
Enabling Skills
Track Record of High Potential Companies
Relationships & Mind Share
What IBM Brings to the Table...
Global Technology Innovation
Best of BreedIPI/T Solutions
Sector Expertise
Opportunity for Business AlliancesServicesMarketingTechnology
Ultimately, to Speed Success and Profits
There Is Opportunity in Cooperation
Companies with prominent investment banks and venture capitalists backing them are no longer surefire successes.
Corporate sponsorship has almost become a prerequisite for startups to reach public markets.
Red Herring 12/19/00
For the VC / Incubator and their CompaniesFast Path Access to:
World Class IP Expertise: Sector / Services / Channels IBM's Global "Eco-Net" of Partners
Credibility of Portfolio Company Offerings Visibility of Technologies "into" IBM Lower Total Cost of Ownership for Shortened Path to Profitability
Bottom Line.....Increasing Economic Value of Investments
For IBMFast Path and Early Access to:
High Potential Early-Life Companies Insight into Emerging Markets & Technologies Opportunities to Fill Offering "White Spaces"
Development of New Partnerships / Channels / AlliancesMarket Visibility & Mind Share
Bottom Line..........Revenue...Near / Mid / Long Term
"Maximizing" for Mutual Benefit
Life Sciences Business Development Executives
– Geographical representation– Local representatives: Client Manager– Partner Channels– Partnerworld program
Coverage Model
VC Relationship Management
Partner/AllianceDevelopment
Global Financing Corp. Dev.
Server/StorageGroup
SoftwareGroup
IBM GlobalServices
TechnologyGroup
IBMResearch
VC RelationsEBOs
IBM Strategy
VC Firm Relationship
Manager
DeveloperRelations
IBM IndustrySolution Units
VC FirmPortfolio Company
We Play from Business Concept to Maturity
FirstRound
VC Angel/Garage
MezzanineRound
Public Maturity
Concept Pre-IPO Post-IPO
Initial Business& Technology
Decisions
Expansion and deployment
Developer Relations: Strategic Alliances
ISV selection criteria: Industry leadership in function, quality and
customer satisfaction Strategic fit with IBM industry, solution or
brand priority investment areas Commitment to open standards and IBM
platforms, technologies, and IBM e-business framework
IBM will go to market with selected application software firms to jointly deliver e-business solutions for customers
Relationship Building Relationship and
Technology Managers that know Startups
Guidance on First and Next Steps with IBM
Marketing Services Global Solutions Directory Incubator Series ASP Prime Hosting Advantage IBM Global Services
Financial Incentives SuccessLease QuickLaunch
Technical Assistance Guidance on IBM e-business
Software and Hardware
Developer Toolbox Value Packages Linux Community
Development System developerWorks alphaWorks 16 Solution Partnership
Centers Success Stories
350 new Relationships 33 new Advanced Partners 4 new Strategic Alliances
Startup Initiative for Developers
Extensions
Web Hosting Network ProcessorsPC Servers Web ServersDB/Content Management
Strategic Opportunities
Pervasive ComputingB2B Collaborative Commerce Linux Life SciencesStorage Networking Network Processing Server Appliances
Core Offerings
Extensions
Strategic Opportunities
Building on IBM Core StrengthsCore Offerings
Services Personal SystemsSoftware TechnologyServers FinancingStorage
Seizing the Opportunity
Largest Patent Portfolio in the World–3th Largest Life Sciences IP Portfolio
Technology Licensing–Mining of IBM's Technology Asset Portfolio
Patents–Licensing –Protection from 3rd party infringement actions–Strengthening through interlocking patents
Potential Linkages
IBM IP
IBM Microelectronics
World leader in advanced semiconductor technologies Copper, SiLK, SOI, SiGe, SiON, Embedded DRAM, MRAM... #1 ASIC/SOC (System On a Chip) provider
Foundry semiconductor provider
Current Portfolio Candidate Time Domain
SiGe Chip Fab Cash Burn Reduction for Equity
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