Igal Rotem Building A Business Through Partnership
10
1 Building a Business through Partnerships - The PowerDsine Version Igal Rotem – CEO and Co-Founder: [email protected] As presented to the MIT Forum – Sep 16 th 2008 Copyright © 2008 by PowerDsine Ltd. All rights reserved. No part of this presentation may be reproduced or distributed in any form by any means, or stored in a data base or retrieval system, without the prior written permission of PowerDsine.
-
Upload
mit-forum-of-israel -
Category
Technology
-
view
557 -
download
0
description
Improving Your Negotiation Position: Rules for Negotiating with Giants Tuesday, September 16, 2008
Transcript of Igal Rotem Building A Business Through Partnership
1
Building a Business through Partnerships - The PowerDsine
Version
Igal Rotem – CEO and Co-Founder: [email protected]
As presented to the MIT Forum – Sep 16th 2008
Copyright © 2008 by PowerDsine Ltd. All rights reserved. No part of this presentation may be reproduced or distributed in any form by any means, or stored in a data base or retrieval system, without the prior written permission of PowerDsine.
2
PowerDsine Snapshot
Established in 1995
New product line every 2-3 years
1999 - Creating “Power over Ethernet”
2003 – Power over Ethernet IEEE 802.3af
standard ratified
5 private financing rounds raising about $60M
2004 –IPO in NASDAQ raising $80M
2006 revenues = $40M; GMs over 54%;
2006 - 155 employees
Global presence; R&D in IsraelSales in the U.S. Taiwan, Korea
January 2007 Acquisition by
(MSCC) for $250M
Most InnovativeProduct
Outstanding
EmergingCompany
Key Contributor to 802.3 af
PowerDsine Headquarters
3
VoIP Phone
WLAN Access Point
Network Security Device
What Is Power-over-Ethernet ?
Data and Power over a single Ethernet cable
Transmitting safe and uninterrupted power (15W, 48V) over existing LAN infrastructure
IEEE 802.3af standards based
CostSavings
ImprovedNetwork
Reliability
PoE EnabledLAN Switch
101
1011
1011011
1011011
Power
EthernetCable
Power
Power
Ease End Device
Deployment
4
Leading, Global Customer Base
5
1995 – First Cooperation
First product – Ring Signal Generator
First Customer -
1 half time employee…
1 office space..
6
1999 – PairGain Systems…
New Product Line xDSL Modules.
Can you sell to a Giant ???!!!
Make sure your products works !!!…
You have to have enough money..
7
2001 – Freescale Semi…
Freescale (Motorola Semi) the world leader in high voltage mixed signal IC process
Great technology fit
Great teams from both companies
Major cultural gaps
Different agendas…
Great Success !!!
8
Do’s and Don’ts when you create a partnership -1
Define why you want to create this partnership
Is this the right partner for you? Or did you just pick the one who said YES….
Define the objectives of the partnership, make sure the BOD and the management team are all aligned
Allocate a small execution team, they should be the ones who have a personal responsibility to make it happen
Set up ongoing meetings and calls with your partner, to ensure that there is no gap between your beliefs and the reality….....
Make sure you have enough money to support the investment
Communicate bad things FIRST
Don’t surprise your partner
9
Do’s and Don’ts when you create a partnership -2
Cultural gaps exist ! Don’t ignore them
Make sure that top management within your partner’s organization is behind this cooperation
Invest in protecting your IP
Sign a good contract, do not leave too many things open
Work hard to make it happen
It is important to start these cooperations, it is also important to know when to end them..
Please remember: “Business gets done between people not between companies !!”
10
Discussion….
