preston willis group

© 2012 Preston Willis Group, LLC 1Douglas & Myers

About PWG

© 2012 Preston Willis Group, LLC 2Douglas & Myers

Preston Willis Group (PWG)

Professional Management Company: we provide insight, expertise and operation know-how to enable our clients to a win, scale and achieve desired business outcomes.

Multi-location: Partners and Principals in San Francisco, Boston, Austin & Toronto.

Worldwide Network of Professionals: We maintain a network of contemporaries and business specialists around the globe.

Operational know-how and accountability: We don’t merely recommend winning moves, but put them into play to achieve results.

© 2012 Preston Willis Group, LLC 3

Market Entry– Product market/entry strategies– International Sales channel distribution– In-country management

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PWG Business Focus

Market Growth and Competitive Strategies– Establishing channels and routes to market– Competitive positioning, Value Propositions– Tactics and counter-competitive tactics

Achieving Growth, Scale & Investment Aims– Go-to-market strategies– Management operating systems– Liquidity events

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PWG – How We Can Assist

GenerallyWe can assist in several areas. Examples:• General advisory services: market, contacts, strategy, tactics• Nurturing near-term partnerships and channels• Developing and executing market entry and go-to-market strategies• Bootstrapping in the U.S., and managing its operations• Raising capitalThe ‘big picture’ on next slide.

SpecificallyMust iterate this with the client. Depends on client objectives and view of:1. Performance expectations and targets2. Desired timeframes3. Financial objectives and Budget

© 2012 Preston Willis Group, LLC Douglas & Myers

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PWG – The Big Picture


Management

Capital

Planning and Strategy

Advisory

SourcingLiquidity events

Bootstrapping, Go-to-Market,Business/Sales development,

Interim Management

Market testing, market entry, channel strategy,SWOT, competitive tactics, marketing strategy

Entry points, Key Player introductions, planning and strategy, operating methods, market sweet spots, talent, tactics

ThoughtWork

Hands-on Work

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What’s Typical? – A 2-Phase Approach


Phase 1 – Country roll-out planWithin 90 – 120 days• Market entry: targets and strategy• Channel strategy and implementation plan• Competitive pricing/market testing• Initial bootstrapping, e.g. contacts number• Secure agile outsourcers• Promote Client to key markets• Support and HelpDesk capability• Management reporting system• Financial forecast

Every client’s needs are unique, as is each engagement. This is an example of a typical undertaking.

Either party can exit for any reason at the end of Phase 1

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What’s Typical? – A 2-Phase Approach


Phase 2 – Complete & Scale UpFrom 4 – 18 months• Manage & liaison of distribution network• Investigate and secure other favorable

partnering opportunities• Execute go-to-market, marketing and sales

strategies• Recruit and manage required channels• Identify, recruit, hire and train staff• Transition day-to-day management to

permanent in country staff


Fees & Term– Elastic Range

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1. Phased engagements: PWG provides for an exit after completion of the 1st phase without further obligation.

2. Work Fees: Normally a deliverable appropriate work fee applies to the 1st phase after which a negotiated fee/revenue/equity share arrangement applies.

3. Revenue Sharing: A cash flow effective way to defer up-front fees and offset risk by tying fees to performance using an agreed risk/reward payout formula.

4. Equity: PWG is prepared to consider an equity arrangement in partial lieu of fees after 120 days into the engagement


• Experienced senior business executive• Multi-disciplined, International• Entrepreneurial• Experienced hands-on leader

– CEO, COO, Country Mgr

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Profile of a PWG Partner

• Track record of success solving problems, and overcoming obstacles

• Large and small company know-how• Networked, Independent


Our philosophy:

1.Do excellent work

2.Deliver value and earn trust

3.Manage as if it was our money

invested

• Perform beyond client’s capability and expectations• Depth of service offerings – able to come back to help on new

situations• Regular contact after initial assignment• Build a company life cycle relationship

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PWG Client Relationship

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Engagement Process


Find a Fit• Iterate through some options to find

what works best for the client

Proposal• PWG comes back with a firm

proposal: specs, deliverables, outcomes, fee arrangement.

Decision• If acceptable to the client, an

agreement is executed and work begins


Xiris Technologies

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Some Clients