Relationship Networking

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• Relationship Networking Partnering
• by Sharon Housley

www.notepage.net
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Relationship Networking

• Relationship Networking (verb)
• the art of meeting people and benefiting from
  those relationships.

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How to Build Network Relationships

1. Provide genuine assistance to others.
2. Be open-minded
3. Remember personal details
4. Respect cultural differences
5. Research people and companies. Know their goals
   and interests
6. Reciprocate
7. Introductions

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Provide Genuine Assistance

• Provide Genuine Assistance
• Lets face it at some point all of us were
  beginners in the industry. If you have
  information or a contact that will benefit a
  colleague help them out. Some day someone might
  return the favor.
• Be sure the information is credible and you are
  not simply wasting their time.

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Relationship Networking

• Be Open Minded Dont be afraid to think outside
  the box, sometimes creativity opens doors.

Remember Personal Details Try to remember
personal details so you can inquire when
following up. Write quick notes on the back of
business cards to remind you what was discussed.
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Relationship Networking

• Respect Cultural Differences
• Remember that software is a global market avoid
  controversial topics like politics. Respect
  cultural differences, even if you dont quite
  understand them.

Research People Companies Background
information will be helpful in assessing
strengths and weaknesses and understanding how
the relationship might be beneficial.
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Relationship Networking

• Reciprocate
• If someone goes out of there way to help you.
  Return the favor. Beta testing exchanges are a
  great way to get critical feedback before a
  release.

Introductions Introductions go a long way to
adding credibility, often asking a friend or
colleague to introduce you to a contact, will
result in much better results than just cold
calling.
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Where to Network

1. Trade associations or industry specific
   associations
2. Trade shows
3. Friends
4. Schools
5. Focused newsgroups topic specific forums
6. Customers
7. Suppliers
8. User Groups

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Relationship Networking

• Software Trade Association
• - www.asp-shareware.org
• - www.isdef.org
• - www.edu-soft.org

Industry Specific Organization -
www.globalsoftwaresolutions.net
General Business Organizations -
www.bbb.com
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Relationship Networking

• Software Tradeshows - www.sic.org
• - www.ewsc.org
• - www.isdef.org

Industry Specific Tradeshows -
http//www.globalsoftwaresolutions.net
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Relationship Networking

• Friends
• - all friends

Schools - professors and students
Focused Newsgroups - usenet -
http//discuss.lycos.com - http//www.netnewstrac
ker.com - http//www.small-business-software.net/
forum-directory.htm
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Relationship Networking

• Customers
• Happy customers can be a great source for
  relationships they have an interest in your
  success. Your success means continued support and
  updates -)

Suppliers Like customers suppliers too have a
vested interest in your success. Your success
means there success. Consider talking to those in
the industry who can broker relationships like
- Mike Callahan www.drff.com- Dave Collins
www.sharewarepromotions.com
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Relationship Networking
User Groups The purpose of user groups is to
gather and discuss technology! Its a targeted
focused audience with a common interest contacts
in user groups can be invaluable when it comes to
beta testing or viral marketing. -
www.apcug.org - www.small-business-software.net/
forum
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Partnering

• Partnering (verb)
• an attractive flexible way for software
  companies to develop new markets and additional
  revenue. Working together, partners can combine
  strengths in critical areas. Synergistric
  relationships come in all shapes and sizes, but
  the best relationships and partnerships are the
  ones that benefit everyone.

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Expectations

1. Know what you have to offer
2. Know what you are looking for
3. Dont waste yours or your potential partners time

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Relationships/Partnering for Developers

1. Product bundling
2. Newsletter exchanges
3. Integrations
4. Link exchanges
5. Technology or Knowledge Exchange
6. Revenue share
7. Ad exchange

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Relationship Networking

• Bundling
• Consider bundling software with complimentary
  software or hardware.
• Tips for Bundling
• 1.) small download size
• 2.) setup separate ordering or upsell
• 3.) determine how support will be handled prior
  to bundling
• 4.) consider bundling free version upselling to
  professional versions that will limit support
  issues.
• 5.) www.softwarebundles.com (in need of update
  but still helpful)

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Relationship Networking

• Newsletter or Blog Exchanges Consider exchanging
  a mention in a product newsletter or website blog
  with another developer of a complimentary
  product.
• Exchange Tips
• 1.) Both websites / newsletters should have
  similar web traffic to ensure the exchange is
  fair
• 2.) Applications should have a similar price
  point
• 3.) Sweeten the deal by offering affiliate
  revenue for any sales generated from the exchange.

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Integrations

• Integrations / Add-ons
• Integrations or product add-ons can add value to
  your product providing a competive edge, while
  saving development time and costs.
• Tips for Integrations
• 1.) Make the integration or add-on as easy for
  the consumer as possible
• 2.) Make the integration as seamless as possible
• 3.) Integrate with non-competing applications.
• 4.) examples of integrations and perks to
  integratinghttp//www.notepage.net/integrationpa
  rtners.htm

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Relationship Networking

• Ad or Link Exchanges
• Ad or link exchanges are similar to newsletter
  or blog exchanges. .

Knowledge or Technology Exchange Consider
exchanging a percentage of revenue for graphic
work or areas where you are weak. Technology and
knowledge exchanges are all about being creative.

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Win/Win

• Win/Win
• Only when each partner is successful can the
  partnership itself claim success. Partnerships
  are genuinely a win-win. Ultimately developers
  who master the art of strategic partnering and
  relationship networking, will obtain long term
  profitability and success.

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Final Tips

• 1.)   Qualify sources
• 2.)   Adage you are who you hang with
• 3.)   Not every relationship is a good one
• 4.)   Evaluate potential partners
• 5.)   Make it personal by taking the time to say
  thank you
• 6.)   Results are not always immediate
• 7.)   Carry business cards everywhere you go

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Relationship Networking Partnering
Feel free to contact me with any questions
Sharon Housley - sharon_at_notepage.net

• Other ResourcesSoftware Marketing Resource
  http//www.softwaremarketingresource.com
• RSS Specifications http//www.rss-specifications
  .com

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