Presentation to TiE - The Indus Entrepreneurs

1. Ar
mimml
I
O
'N
I quot;
4;cwA
TRINITY
Power Partnerships
]VE1JtV?'r??rr
Delivered by Walt Wright @ the h
TiE-Boston Business Summit
?J?- OE 1 ?!J JII ? !]Milli]-r

2. TRINITY
LAW GROUP I LC
 When times are tough…
J J/`? I ?f ??f ?J ?l?r rJ!? fJ J J
 People seek power
J
r
/JPJ? J?? f
r
 And misery loves company

3. o
TRINITY
1.1XV (SRO UP LLC
 Define the term partnership
 Explore the conditions that support partnerships
<;JJ 47 r
J ki JJJIJ?j Ij rkJ?Jr
!ipp r ;JSJJL fi-e1 Jk p
 Explainrfie partnership ;J1 rJk;??J
-JJii
the ;J?J1 ?fJ?1 ?f?J;J process
 Explain rfJ skills and knowledge needed for effective partnerships
?s;JJ?J?ii the ; loll kn D
 Identifyrfie rii J most commonJb] ii rki i r
J deii UJf j the r ?;JriiriiJf?;J1 problems that partnerships face
?J1 rii r JfJJ;J J J?Jr;e
 r -pI?JJn fJrJ`J`1how experience tells us these problems may be overcome
J Explain ??<;J?1J?fJ?;? r?J =J
rfJ?J? rJ1'Jf etIJJ tIJ-JJ .'
a , ic B eat
e
Odds
How to
urvive &
thrive in this
c' no rr.y

4. 4t2l
TRINITY
LAW GROUP LLC
1-i®1 •
 What is a Partnership?
J/??J
4- P i riiiu
?!r
 Why Lawyers don’t like the word?
ly ! rri'? r
?
 Where does the Power come from?

5. i
_4 tol
TRINITY
7,!
LAW GROUPLIX
 the non-partner Partner language …. r
ic /p, ?. ft/fnj r fflJ J J
Legalese to the extreme….
“The use of the word “Partner”rt]J? this Agreement means a
rt]? ! 2 J rt]? `JC) ??]frf]'?,sM J?
in ?Jr ;ff]??]r ff] N If]J
?J ]r -,]f] rJ ?J ]rj -,]
partyr to this Agreement and does not create a partnership
p Ifry rJ
J
f] f] Jr ;J?]frf]
J
] ;J
rJ
between the parties. Furthermore, each Partner shallr]?
rJ??`?`J??f] rt]? ?= frJ?? rLisLh fft]Jf quot; ??JCJJ? P?J1rf]?fquot; ?I]?JJJ have
no partnership or rJj !JCJ?]f] J?JJJJ
f]rJ ?J?]f?f]?fquot;?I]J
J
J1' fiduciary obligations to?I]?. rJ?t]?i
J J J
?JJr]?
J
?J the other Partner ??]f?f
?f
D-r -My JrjIJJ -], J f]J, CJ!Jri? JI]? D-r jprIJJJJ
or any other obligations, duties,, rights or privileges
-J t]] Jrt]:-L)1'
imposed under the Uniform Partnership Act or any other
J
Jff] JJ?.?J ir]d- f rt]? ufJJ1Jrff]
J r+ ?- ?
??lfrf]?1 JI]J r??'r rJfquot; J
,J f J Ji C] C ! J r] CJ :-L)f f
applicableJ law, except?as expressly provided under this
?J;J;J J? ? ?J ?J quot;?. J
?•J? ? f ?J
??? ?J IJ ? J J
Y] J
?] `?`J,
Jff]?f]rJJJ ?]
Agreement.”
quot;? Beat?
The
Odds
H ow to
urvinre &
thrnre in this
c>> n o mgr
• rr

6. TRINITY
Strategic Alliances
rr JG ?- ?r? 1?J i ?1
 “We showed MonopolySoft our Proprietary
JDP?Uy aft
they r ?lJJy J?1?
?r
aT]r1 ?1
Business Model and they really liked it.”
 “We are partners.”
J? p1 1J
1l 1quot; pElffL1

7. LAW GROUP LLC
 A PWC study showed that 43% of the companies that launched
11SrIj?) is ??::-,3jJ I'J?i !J_,r
breakthrough services and products did so with outside
?1' ? ciici ?J?
all Jri 1ri
collaboration.
J-?j'r
 “It's ?? `J f] ]J lopsided picture in favor of companies `J` i Y Jr1?J1' or
/
a very ?Jr]ir]?JJ?'?!J?'? ?rJ ?1r]J
?
with one
more strategic partners,'' says Pete Collins of PWC.
 “A good rule of thumb is that a good strategic rr]ir c iri
?r?I??rjic rj jj
partner can
Jv?
double the value of your company,'' says James Atwell of PWC.

8. i
TRINITY ///
LAW (;ROUP Li.c
 What are the objectives?
 Revenues
I
 Near term
J Xi r rrri
 Long term

9. Ar
ON I
O
TRTX!/
LAWS GROUP L LC
 Access to technology
j jJJ?  VCs think it is a good
i ?? J
?
JJ
fJ
J
 idea…..manyr times it is…..
? J J? -.-J J
Sales
J ?1 J f
_...
?
J rJy J J
• J ?1 J J J J rrJ ?1
I
 Cross selling, up selling  Practice working on a1big
l'rJf v,??JII ?IfI ? JfI 6
-?::
 Use of sales force deal
 Free mentoring  Feedback in product
r-1 ?- -i Jf] J
development, IP value, even
J J J pf fI Jf ] r J J

/ r1
I I /
J -S I J J)
Image credibility strength of team

10. i
_1- 1
TRINITY
LAW'' GROUP LLC
 When you team] up with 's] Jrt]?1 business, one plus Jt]? s]t]can equal three.
W yr, .Jt? ]
it] ! `J J rt] another 1?Jt] J ;?l! ]? one ??! J
1 i,?
 ij'?) ?jv =]ii ]r, X )rrf] rig rr?]r?_- gi?
Companies of all sizes are forming strategic alliances.
J
 You can JDg?s -]r]d act bigger than you are.
I] look and
 Accomplish what you can't alone--often more quickly and profitably. ]j ,;ISJV l ] ?nrDf i ] D, Jy.
r id
'-
 po r' r? ?? ifs a]rj r
Can be an effective way to pool resources and cutr,?:fJ
f fj
r,!]r costs.
 Can I]?J;) p)!JF ;pr0product getr to market more quickly.
's]t] help your r-1 1-1 r0 I -?l1'1S?r EJ!]J dy,
rtl?)r
 1'O!] ) () ?;L)rf] 's]r]J
?;
By filling rr]::,the blanks, a] group of companies can offer up new products.
E y filling JJ.]r]ISJ, ] DT.T?-r Lip r]Sw
I
 Youdw]'r I] l`I have to hire more people than you need or dE',`l?Arp costly in-house
Ygu don't [ I]J1quot;? rj gpJ rl]?]I] ]J!J r]IEquot;d ?)r develop
expertise.
??]?rr]?r?r?i;?? Jar y0!] ,-
 Partnerships let you stay r]]rl r Je a]r]?J flexible, bringing in the right players for
r ]y nimble and ?
b
rr]e j job YJ ]r] d,
the h au at hand.

11. _4 tol
TRINITY
LANV GROUP LLC
 Analyze where a partner might quot;help.
ref ?]] J-!' ` vki quot; ?! ? ?]r rf] ' r HiJ J t1 r L J;?,
 r r? `ii
you r
Are .J Wt] i,shut outr ?? certain iii i s? r ;
?! J of r?1Jf]
markets or?Jf] rr? ? r
?r
contracts?
 Do you f]?j?]re r Ja specific function, talent, resource?
!] need -]
1 f!]f]jrkf],
 Explore the relationship carefully.
)s ,1Ji] ilp _r
 D-] JJJ d - -]f] d
Make sure capabilities and strengths are complementary. rr?f] J rf] `
s11
?Jri]J ri] quot;] r?]rJ,
 Document ??]r ] E11 c and use a lawyer.
' LiL1]?f] r ?; clearly !
 How `J`JJJJyoudJ`iid
D`jv ]:mss
will JD!] divide authority, duties, and costs?
?S]!JfiD
 r?<;Jr J)! ]r ??iii ]f] d
Express your goals and expectations--and create plans and;?? r?] rJ ?f]JJJ?]fj?J ?;r EI r ;?]?]f] ?]f] d
benchmarks.
 P i c i J?! ]r??]f, Y?! ]r Ji] r Jisc;r!]i]J ufou r
Protect yourself. Your intellectual property and proprietary
Jfr??rrn EIi i ?f] ?]f] ?J ?;??s iU ?]!]rcJf]cfl]J f]??
information and operation autonomy need protection.

12.  Alliance Agreements
 Joint Ventures
 Creeping Acquisitions
 Licensing Agreements
it riirij quot;? 1'? lli rJ
 Co-Marketing Agreements
JrJ iii
-?. Beat
The
I Ed s

13. TAL1A////)
LAWS GROUP I,I.C
 Don’t pin all your hopes on any one
y?)
partner deal
 large corporate partner company may
,#,I -rj ? r,; ?) p, ffj-.0
r-;r - fj
::-,
--.# -.01fly
fir r -P
? ]
be dangerous ] IflF

14. TRIr
LAW GROUPLIX
 Big companies…little people
I
 Middle management/senior management

T,T
J rj rj
Different objectives…personal…divisional….
r
l
I J I J
r `
/r
A
l¦ / l
 Tie up the tech while they look for better or
develop their own

15. i
Jb/Y /// /
 keep the goals in line
 acknowledge the risk
 focus on the opportunity
 realistic and pragmatic accessment

16. LAW G1ZOU1'LLC
 Stockholm Syndrome
J?1 l?J ff] fYnjJ!HJ
X
 Pay attention to groupthink & your team’s
?]y -t-lrr l1 rJJ l rJ
I I I? I rJ! n1 I 1 1S <?? JOLIf 'r Elll
pE ych. , . INJr ?] Tl ?lrri i
psych…Not a marriage…and that’s a good , , ?1n?? rl]?lr? ? ?l g J? d
thng
thing

17. T;1 1
 Till Death Do Us Part…does somebody have to die?
 Make sure the “Divorce Law” is properly drafted with
foresight, detachment, and fairness…
 Wright’s Objective: “Opportunity to be generous and
the right to be ruthless”