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Growing Your
Business
Didem Ün Ateṣ
Microsoft Ventures
Business Development 101: The Process
•Product strategy
•Prioritized ‘Wish List’
•Briefs/ Pitch decks
Target Customers
•Pitch meetings
•NDAs
•Pilots & term sheets
•Contracts
Contract & Negotiation
•Billing setup
•Partner management
•Performance reviews
Partner Onboarding
• Business/ Product Owner
• Sales/ Business Development
• Legal Advisor
• Finance
V-Team
Deal
Types
Commercial Partnerships
• Marketing
Expenditures
• Procured People
and Services
• Capital
Expenditures
• Investments,
Mergers,
Acquisitions and
Divestitures
• Distribution Agreements
• Syndication Agreements
• Revenue Share Arrangements
• Franchise Agreements
• Service/ Product/ Content Licenses
• Data Licenses
• Local Commerce Agreements
Business Development: “Hunter”
Expertise: Internal alignment; business case development; deal
structuring & negotiations; category knowledge
Account Manager: “Gatherer”
Expertise: Account management; performance reviews; relationship
with key influencers; category/industry knowledge
Business Development vs. Partner Management
Contracts
Term SheetStatement of
Work (SOW)
Service Level
Agreement (SLA)
Example
Product/ service
overview
Product /
Solution
Description for
the Partnership
Other Benefits/
Opportunities
Proposed
Business Model
Misc. Terms
Description of
Services
Deliverables/
Delivery
Schedule
Payment
(Services Fees,
Expenses)
Other
Service Level
Requirements
Problem
Classifications
and Definitions
Problem
Escalation and
Resolution
Criteria
Penalties
Useful Documents:
THANKS!