Make Deals that Matter: Biz Dev & Partnerships for Startups

1. Introduction to Make Deals That Matter: - welcome to make deals that matter. - Biz DEVIN PARTNERSHIPS For starters, - I'm Alex Town, - head of business development in partnerships for online integrations at the Wall. - You can find me on Twitter at age 80 or email me any time that a Tower 24 June This class - introduces introductory concepts behind business development in partnerships at start of - companies. - My background consists of leading business development in partnerships for start up - companies that have a P i platforms and focus on third party product integrations. - Before joining Douala, - I lead business development for a photo editing startup called A Very. - I also contribute to the Entrepreneur section in Forbes Twice a month. - Enough about me. - Let's look at this overview. - The first unit of this class will cover business development. - The second unit will cover partnerships. - The third will cover things like rejection tools and other concepts you should know about - in the fourth and Final Unit will cover building a pipeline pitching in closing. - If you ever have any questions about the class, - please email me or tweet at me and I'll do my best to respond within 24 hours at the end of - this class, - I have a project that I think will be very helpful to anyone looking to break into business - development. - Or they're starting their job at business and business development in partnership rule. - Without further ado, - let's move to Unit one. 2. Unit 1 + 1.1 - Introduction to Business Development and What is Business Development? : - Welcome to Unit one in Unit one. - We're going to review four concepts in business development introduction. - The first is what is business development? - The second is different types of business development. - The third is networking, - and the fourth is your digital identity. - At the end of the fourth video lecture will go over a few things you should reflect on so - on to Unit 1.1. - What is business developed? - Business development is broken into three main functions. - The first is doing everything you can to help the business side of your startup. - That is everything for marketing, - selling, - developing strategies and executing on them for your company. - The second is networking. - Your job is to build relationships with key individuals in your industry and maintain them - . - And the third and final piece is finding a point of transaction and repeating it as many - times as possible. - I believe this is the most important one. - What happens here is that you build the infrastructure for your company to go out and bring - in deals at a large scale, - a good business Development Employees repeats a similar deal many times and streamlines it - for a sales team to come in and absolutely crush it over and over. - These three things cover the essence of what business development is at a start up. 3. Unit 1.2 - Different Types of Business Development: - welcome to Unit 1.2 different types of business development. - Knowing the different types of business development is very important at your job. - When someone says that a company is B two c B to B B to B to C, - you need immediately understand what they're saying. - This is a basic tenet of business development. - Let's talk about B two C First BTC stands for business to consumer companies like Facebook - , - Twitter and Foursquare R B two C companies and B to C. - We typically don't see a business development employees until the founder that focuses on - business development becomes overwhelming. - One of the founders always focuses on business development for a BTC company for BDC. - We also see the company offering an A P I. - Sometimes it's free. - Sometimes it costs money. - As part of these deals. - Think about Facebook and all the apse on their platform. - Most of the APP developers don't have a direct relationship with Facebook. - They just build on top of it, - the other a p I good business. - Two Consumer companies don't do many platform deals. - They do distribution and brand deals. - Think Foursquare and Bravo. - That was a great branded deal early on foursquare or four square in BlackBerry. - Now they have a new distribution deal where every BlackBerries preloaded with force for now - , - in terms of business to business or B two b. - I have very limited experience on this end, - but you should at least know about the term business to business biz. - Dev becomes sales very quickly or routes. - The company doesn't really go anywhere. - Examples of companies are salesforce Box 37 signals, - and they're typically doing government deals or enterprise deals and lastly, - business to business to consumer or B to B to C. - This is when you're offering a solution to businesses and their users are going to be - exposed to it. - Some people refer to this type of BT as business to developers. - I've spent my career in this space is what I know best. - Some great companies like a very stripe and twilio offer B two b two C offerings. - Think of what the actual partnership looks like when one of these startups work with - another company, - their product ends up being used by the consumers in this case, - photo editing payments, - or SMS. - Now you know the three types of business development and next time someone uses the word B - two C or b two, - b two c or B to be in a sentence, - you won't be confused. 4. Unit 1.3- Networking: - welcome to Unit 1.3. - Networking in business development. - Networking is one of the most important things. - When people say you are only good is your network they mean it. - Having a good network means that when your company needs to talk to someone at Company X, - let's say Facebook Well, - if you don't know anyone at Facebook or know anyone who knows someone at Facebook, - you're pretty screwed. - In the end of the day, - you need to build your network to a point where you're one degree removed from any company - or individual, - and if you need that 11th hour introduction or assistance, - you can get it. - Here are two ways to build your network. - I recommend doing a mix of both the first these events. - I think participating in organizing events is the easiest way to grow your network. - The first thing to figure out is what are the right events to go to? - If you're someone in payments space and you're going to a biotech, - meet up, - you're doing something wrong. - Unless you're looking to break into biotech, - you need to spend time going to relevant events. - Once you figured out the right events to go to now it's time to pre game the event and try - to identify who is going to be there. - I don't like wasting time at these events, - so I always do a little recon on the attendee list. - Sometimes it's easy to find out, - like on the bottom of some event, - right, - and sometimes it's not. - Once you get to the event, - you need a balance stained focus on on finding these pre identified people as well as going - with the flow and meeting new people. - I always make sure to follow up after the event, - even if I don't think there is something that could happen immediately. - A quick, - great meaning you Let's keep in touch with the Lincoln Connection is the best way to keep - growing your network. - You really don't know where you're gonna be in two years, - so make sure you connect with everybody. - If someone you pre identify didn't end up showing up or you couldn't find them, - don't feel embarrassed to shoot them. - An email. - It's not so hard to guess their email address. - It's usually first name at company or first name dot last name at company or first initial - last name at company, - So don't be afraid to shoot them an email and say you saw them on the list and we're hoping - to connect but didn't see them there. - I've sent and received many of these and have made some of my closest connections from - doing this strategy. - It really shows that you care. - The second item to grow your network is social media. - Building a digital identity helps you scale your networking. - Be active on social and distribution platforms. - I found that writing and publishing content, - whether it's on your own personal blawg or on a tech log, - it's a great way to grow your network because it's a lot easier to write one article and I - have 100 people. - Read it, - then go five events and me 20 people at each event. - It just takes a lot of time and a lot of effort. - And lastly, - Twitter is probably the greatest social networking tool out there. - It's actually really not a social network, - or rather, - it's an interest network like minded people interact. - If you become part of the conversation and get active out there, - you really meet some great people. - Networking is one of the main tenets of business development and should not be taken - lightly 5. Unit 1.4- Digital Identity: - welcome to Unit 1.4 Digital identity. - In the last video, - I briefly touch upon the idea of building a digital identity. - I firmly believe that the best beauty people are easily accessible online and put - themselves in a position to get lucky constantly. - This means having a visible profile on LinkedIn, - Twitter, - Facebook, - foursquare Instagram about me and others. - You should consider starting a blogger on Tumblr or WordPress, - as I truly believe that a good BT person can become a great beauty person by writing more - look at the V C space. - Fred Wilson is a great investor. - There are a ton of great investors in San Francisco that you've never heard of. - The difference is that Fred writes very well, - I might add, - and people listen. - I think writing has taken Fred from being a great V C. - To become one of the founding fathers of the New York Texan, - writing concern greatness into legendary status, - you should be spending time on early adopting platforms. - This is where a lot of tech people hang out. - I remember in the summer of 2011 I spent a lot of time on turntable. - For those of you that don't know. - Turntable was a really hot music start up in 2011. - So I spent a lot of time in these turntable rooms, - and I met some great people. - One of them even became a launch partner for a product we were we're releasing at a very - hanging out in new products. - You can put yourself in a position to get really look, - and lastly, - remember this. - There are so many great events you can go to, - but only so little time. - Unless you want to burn out. - You need to use your social media and your digital identity to scale your networking. - Because networking is not scalable, - your digital identity is now. - We finished Unit one Business Development Introduction. - The first units goal is to provide you with an entry level background on business - development at start ups. - On this slide, - you'll find some things you should be thinking about after watching. - If interested, - feel free to email me this to discuss in more depth Thanks for watching Unit One and get - ready for Unit two introduction department ships 6. Unit 2 + 2.1 - Introduction to Partnerships + Understanding Other Companies: - welcome to Unit two. - In Unit two, - you're going to review four concepts in partnerships introduction. - The first is understanding other companies. - The second is the four Golden Rules of Partnerships. - The third is proving to another company that you could help them, - and the fourth is talking about partner feedback feeding into beauty. - At the end of the fourth video, - we will go over a few things you should reflect on. - Let's go to Unit 2.1. - Understanding other companies When wanting to work in partner with other companies. - It is best to truly understand that this means finding out what they're most important. - Metric is, - this is the number when they wake up in the morning that they look at and if it is up there - happy and it is down there set. - This metric is different for different companies. - It could be anything from new users and unique visitors to page views and usage. - At the Walla, - it's no secret we care about users and usage. - Most companies care about users and usage. - It's pretty simple. - Same was that a V ery, - but this was more in lines of photo edits and monthly users. - So how do you find out this metric? - Sometimes it is an obvious. - And even if it is, - you should just ask the other company. - Once you figure out the metric that they really care about, - you need to find out how people and users view the company you want to work with. - How are they using the product? - At the same time, - you also understand how the company views itself. - For all you know, - they could be pivoting their business at this point. - Maybe hourly. - They have a startup for red ponies, - but really they want to be in the purple pony business. - Well, - if you don't know this and you come in starting to talk about a solution for game than more - red ponies, - you're sort of wasting everyone's time. - You're gonna waste 30 minutes of your time in their time. - So when you start the meeting, - ask them what they're focused on right now and what metric there really they care about - understanding other companies doesn't mean memorizing key stats about the company. - You need to know that also, - but this is holistically understanding what they're about. - The best way to do this is to be a user. - Try the Web. - Try the mobile. - Get active. - Worst case you drop it. - Once you finish the conversation best case you find a new and useful tool. 7. Unit 2.2 - Four Golden Rules Of Partnerships: - welcome to Unit 2.24 Golden Rules of Partnerships. - There are only four reasons why any company would want a partner with another company. - They are. - The partnership will make you money. - The partnership will save you money. - The partnership will grow your user base. - The partnership will improve your product. - Any successful deal has had one of these as their core aspect. - Some companies hit one. - Others hit multiple. - Once you figure out which golden rule you hit now, - you need to ask yourself and think back to Unit 2.1. - What is important to them? - Which golden rules relevant them Are they focused on growing their user base? - Maybe they're all hands on deck for modernization. - Understanding. - Where the company is on the road map will help figure out if there is a partnership to be - had. - Start ups are usually in one of three phases. - Phase one is product building. - Phase two is products Kaylan, - and Phase three is part of monetizing. - Bigger companies typically straddle all three phases in various divisions. - If you go to a company with the solution to monetize the product and they're focused on - scaling the product, - you probably will need to re approach then in a few months when they're ready to monetize - their product. - The four Golden rules play an important part in prospecting. - Whether or not you will have a deal for the most part, - by going through this process, - you will know whether there is a deal to be had. 8. Unit 2.3 - Prove It: - welcome to Unit 2.3 prove it. - There is a logical progression of deals. - In the last video, - we spoke about the four Golden rules of partnerships. - That's the first part figuring out what you offer. - Then we spoke about what the company finds important and where the company is on the road. - Now. - Imagine you get through the process. - Let's take growing your users as what you offer the other company. - Your product helps Company X grow their user base. - They care about growing their user base and there at the scaling phase. - The next two questions are by how much can you grow their user base? - And can you prove it? - Are you growing the other companies user base by five users or 50,000 users? - Obviously, - this has huge ramifications on working with the perspective partner. - In the end of the day, - it all comes down to proving it. - When dealing with partnering with another company, - they want to know who you have done this with before. - Either you have companies you've worked with before and can prove it or you don't have any - proof, - and you get the proof from smaller opportunities when it gets to the later stage of - partnerships. - You'll need to be able to prove it should show some legitimacy and validation for anyone - will want to work with you. 9. Unit 2.4 - Partner Feedback Feeding Into BD: - welcome to Unit 2.4. - Partner feedback Feeding into BD. - This is the last section of the second partners and prospective partners are the best - source of feedback on building products. - Is a much smarter strategy to get feedback from perspective partners and find out what they - truly want before building anything every good started does this. - They make sure there is a demand before spending any technical? - Paul Graham, - the founder of Y Combinator, - is famous for saying, - Make things people want. - This is the same idea. - Make sure there's a market for your offer. - This is a big part of partnerships and plays into business of L. - The business team really helps dictate product direction. - Now we have finished unit to partnerships introduction. - The second unions goal is to provide you with an entry level background on partnerships at - start ups. - On this slide, - you'll find some things you should be thinking about after watching, - If interested, - feel free to email me. - Discuss in more depth. - Thanks for watching unit to and get ready for Unit three rejection tools and more 11. Unit 3.2 - Finding A Champion In A Company: - welcome to Unit 3.2. - Finding a champion in a company. - When looking toe work with big companies, - you'll need a champion to get the deal done. - This is someone at the big company that gets it. - They will push your company's agenda and have your best interest in line. - They're also helpful when things get rough and they almost definitely get rough. - It always happens in so many deals. - Both sides are at one point about to walk away from the deal. - The champion keeps the eye on the prize and make sure the right deal gets done in some - really big deals. - There could be more than one champion and most definitely one on each side. - That is usually you on your side. - Finding the champion at a company is neither easy or hard. - It just happens. - You pitch a company, - and a person in the decision making process is in love with your offering. - They're not always the sole decision maker, - though. - That person sells it internally and then supports you coming in to talk more. - So finding this person is very crucial as not finding one can potentially derail your deal - . 12. Unit 3.3- Following Up, Reaching Out, Corresponding, Favors: - welcome to Unit 3.3. - Following up reaching out corresponding and favors in this section, - we review various types of outward facing aspects of business development in partnerships. - Everything here is a learned art. - Always remember that is about building and keeping relationships in terms of follow ups and - reach up. - Always keep them short. - They should be concise into the point. - People don't have all day to do email. - So if you have a long email, - you'll be buck. - It'd in the long email list. - Some people never get to deny important long email list. - I truly believe there is a correlation between short emails and the response rate. - Keep your email short and people just respond. - I like to keep them five sentences or under. - The next thing to think about in your follow ups and reach outs is getting your ask out - quickly. - You should have only one major asked for email. - This is unless you are very close with the person or in late stages of a deal, - and you have a lot of things to talk about, - you're asked, - is what you need from the person you're emailing. - If you don't have an ass or aren't sharing important information and you aren't so close to - them. - Don't send email. - It's really not worth it. - I'm a big believer of corresponding, - often with contacts. - I like to keep relationships born. - I think favors helps with this. - It goes both ways, - asking for a favor and doing a favor. - Sometimes they're initiated by the other side, - and sometimes you need to initiate it. - But doing a favor, - whether it's an introduction, - some product feedback or something else is the best way to keep your relationships warm. - I think you always need to be giving and taking to stay relevant. - I'm not on not, - but I'm not a believer of that. - You only have one ask from somebody. - It's a very old school mentality that you have to save your ass. - If someone is really important, - I think it's much better to build a real relationship with the person and offer value to - them, - and hopefully one day they'll be. - You'll be able to ask for value from them. - These outward facing pieces of business development and partnerships take some time to - master, - but they are crucial for your development 13. Unit 3.4- Tools I Like: - Welcome to Unit 3.4 Tools I like. - This is the final section of Unit three, - and we will review tools that I like in use. - Let's start out with the essentials. - Twitter. - Twitter is the greatest business development in partnership Tool out there. - Remember, - it isn't a social network. - It's an interest network. - I've met some of the best people from following and interacting with them on Twitter. - If you aren't on Twitter right now, - get on it. - If you aren't active on Twitter, - get with it next. - Islington after meeting anyone, - whether you could do something with them immediately or not connect with them on LinkedIn. - This way you can have them in your network and be able to keep tabs on them wherever they - go. - Here are four tools that I've been using actively right now and I think are very helpful. - The first is reported report. - It is an awesome plug in for Gmail. - It lets you see all the social media accounts and connect with them with the person you're - emailing. - I've also used it to figure out if I'm emailing the right person at a company on the right - side. - It syncs up and if you enter their correct email address, - it shows all their social media. - If you're guessing someone's email address, - you can enter it enough times in different variations and figure out what they're really - email address is. - The next tool is Falcon. - This is similar reported, - but it works for hacker news, - Twitter Get Hub and other websites. - It's very useful to see who people are on these potentially anonymous websites. - The third tool is yes, - where there another plug in for Gmail that allows you to see who opened your emails and - what they clicked on. - This is very helpful when sending out cold emails, - following up on deals and other functions in business development in partnerships. - I've actually started to pay for it, - so I have unlimited access. - Now the free version comes with only 50 tracks promote. - The last tool is job changed. - Notify air. - This is an email alert I get every day. - The email summarizes which of my contacts on LinkedIn have changed jobs and where they have - gone. - As you can imagine, - this is very useful. - Now. - We finished Unit three rejection tools and more. - The third units goal is to provide you with some tips on business development and - partnerships that startups on this slide, - you'll find some things you should be thinking about after watching, - If interested, - feel free to email me to discuss, - to discuss and more death. - Thank you for watching Unit three and get ready for unit for pipeline pitching and closing - . 14. Unit 4 + 4.1- Pipeline, Pitching, and Closing + Building A Pipeline: - in unit for we're going to discuss a few new topics. - The first is building a pipeline. - The second is about getting in front of someone you don't know. - The third is about pitching, - and the fourth is about closing. - At the end of the fourth video lecture, - we'll go over a few things you should reflect on. - Let's go Unit 4.1. - Building a pipeline First, - let's start off with what a pipeline is and why you need one. - A pipeline is what your business development team will use as its guiding light for where - all your deal stand. - There are tons of tools that could help you manage your pipeline. - But let's start with the Basic Pipeline Management Tool, - which is Excel or Google spreadsheets Your pipelines. - You could bind a list of all your current partners. - If you have any and a hit list of the ideal partners you'd like to work. - You can coat the color to tell what stage they're in. - Green is live oranges pending your hopeful and red is no in the pipeline. - The columns you need tohave are first column is the company name. - The second column is how big they are. - If you have exact numbers, - use that. - If not, - go with large, - medium small, - but use your best judgment. - The next column is how likely they are to work with you. - This is basically a gut feeling, - which will be checked in the percentage assessment in the next column. - The last two columns are adding the contact point at the company and the status of the deal - . - The status on the deal is really important because it keeps you honest on where you really - are. - With the deal, - it goes from 0% to 100% 0%. - You haven't made contact with the company or even identified anyone there. - At 20% you've identified the right person and made contact at 40%. - You've sent materials and they're evaluating the opportunity at 60%. - They have requested a contract and you've sent it at 80%. - The contract signed and the terms are agreed on and 90% here in the middle of integration. - At 100% the integration is launched and there's press about it. - This helps you know where the deal really is and set the expectations accordingly. 15. Unit 4.2- Getting In Front Of People You Don't Know: - Welcome to Unit 4.2. - Getting in front of someone you don't know. - You can't leave getting in front of some video Noted Chance. - You need to strategize. - Everyone is different. - But in terms of hair icky, - the best way to get in front of someone is a warm introduction in real life from someone - who notes both sides. - Sarah knows you. - Sarah knows. - John, - You want to meet John, - and Sarah is willing to introduce you to John. - This is the best scenario. - The second best scenario is scenario one, - but not in person. - Rather, - the email The third best scenario is meeting someone in real life at a networking of it. - And the last and sort of final resort is a blind reach out to someone you have never met - and have no connection to. - I do believe, - though, - that you should always try to keep your cold, - reach out skills up to date, - and every once in a while, - try to flex that muscle and try to get in front of someone you don't know without getting - an introduction. - Obviously, - when you do that, - you need to keep your email short into the point, - and this is getting in front of someone you don't know 16. Unit 4.3- Pitching: - welcome to Unit 4.3 pitching. - My thoughts on pitching have changed in the past few years. - When I started off, - I would come to each meeting with a full deck, - ready to pitch the company on the other side. - The problem. - Waas that instead of being guided by the pitch deck, - I became restricted by any time the conversation veered away from the pitch deck, - I would try to bring everyone back to it. - What I didn't understand was that if the conversation goes somewhere you don't expect, - you need to let it. - If the person you are meeting with at the company you want to work with wants to talk about - purple ponies, - you should talk about purple ponies. - Purple ponies is just an example of some some sort of shared interest that you might take - away from the conversation and pitch. - The rationale here is that if you build a meaningful relationship with that person, - I promise you they will give you enough time to properly pitch. - They will definitely hear you out, - maybe even more so. - I feel like a pitch deck takes away from this. - This is more of a personal thing, - but it's just my feelings towards pitching. - Now I come to a meeting ready to pitch, - but I approach it a bit differently. - I try to ask two questions. - Listen a lot to what they're really saying in get to demo ing the product at hand, - the two questions asked, - Are very simple. - The 1st 1 is, - what do you folks focused on? - This fills a gap of intelligence that I can't possibly know before entering the meeting. - You can do all the research in the world, - but until you talk to the other side about what they're focused on at that moment, - you may be going down a 30 minutes to an hour. - Waste of everyone's time. - Imagine you have a tool that will help a company focused on photo sharing improve their - product. - But unknown to you, - they have actually silently pivoted towards video sharing. - Asking this question helps you not waste anyone's time. - The second question is what? - What is important to you right now? - The answer here will come inform of metric. - The answer could be one of the following three things. - Building the product, - scaling the product, - monetizing the product. - Their answer will fall into one of these three buckets. - Some big companies do all three things at once, - but understanding what is most important to them will help you know whether or not your - company's offering will actually help them at all. - Once you've asked these questions, - you're ready to properly pitch. - I like to just demo working product. - If you don't have a working product, - you should go with selling the dream, - getting good at vapour sales vapor sales being that selling something that is not there is - tough. - But if you keep tweaking your offering when listening prospective partner feedback, - you may come up with something that the companies actually want. - I like to listen to the person on pitching to truly understand if there is a problem or - pain point that my offering can can touch. - You should be a proactive problem solver for the other side. - Now that you have a good sense of pitching and what that entails, - let's go to the final video closing 17. Unit 4.4- Closing: - welcome to Unit 4.4 closing. - Before we begin, - you need to know that even the best closers have problem closing bad deals. - Bad deals are when your solution is not right or doesn't make sense for the other side. - The other thing you should know is that closing takes time to get good. - I would recommend anyone in their first time started job. - And if you're responsible for closing deals and you have no previous experience closing - deals, - you need to leave that job and go work for a seasoned veteran for 1 to 2 years and really - learn out of clothes. - But if you do not heed this warning and you are, - you need some help closing deals, - and you need to understand what you need to be thinking about. - Here's a few tips. - First, - let's talk about your solution. - Does the other side care about your offering right now? - If so, - you're in a good place. - But that's not enough to close a deal. - You need to understand how much your solution is actually going to help them think back to - the four Golden rules of partnerships. - How much? - Improving the magic formula for closing deals is very simple. - You're offering gives the partner something they care about. - Right now, - the offering can affect them enough to prioritize it over other opportunities. - And you have a proven track record of doing this for others. - This is how you close the deal. - It's very simple. - If you don't have it or you don't have any of these things, - there are ways around it. - For example, - one strategy is the launch apartment strategy, - in which you release a product with partners. - The accelerant for the partners is that you will be doing a lot of press and hopefully - sending users and usage their way. - So is worthwhile for them to spend time to re prioritize their road map to get involved for - your launch. - I've used this many times to my benefit and is one of my favorite strategies. - The main down side is that you delay publicly launching a product so partners can integrate - and go live. - A second example is giving away your product to a few small partners and working your way - up with building use cases and eventually working up the chain to get bigger and bigger - partners. - This takes more time, - and you should be working on smaller opportunities in early on. - But sometimes this doesn't work fast enough for startups who needed proof. - Traction, - quickly Closing deals is a complex beast. - Considering that this is an intro class, - I truly hope that you work for someone that knows how to close deals and have them take you - under their wings for two years to truly learn. - There's so much you can't learn from taking a lecture. - When you're in the meeting, - you need to understand that the person should be able to teach you. - You know, - when someone pushes for something, - you know whether to walk away for something. - How to negotiate all these things you can't really learn unless someone who's done it - before it takes you under their wing and shows you Now you finished. - Unit for Pipeline pitching In closing the fourth and final units goal is to provide you a - framework on building a pipeline, - getting in front of people you don't know pitching and closing at start ups. - On this slide, - you'll find some things you should be thinking about after watching, - If interested, - feel free to email me to discuss in more depth. - Thanks for watching you before and get ready for the final project building a 30 60 90 day - plan 18. Final Project- 30, 60, 90 Day Plan: - welcome to the final project building a 30 60 90 day plan. - I've had to build one of these at every single job I've had. - The goal is to get a good sense of what you need to accomplish in the 1st 90 days to be - successful at your job. - This could be realistic or hypothetical. - This could be everything from building out a few small to medium use cases for other - partners to see, - trying to get one partner in every vertical that you're attacking or something totally - different build this plan and sent it to me. - I will do my best to give you feedback and tips to be successful at your job. - Thanks for taking this course and feel free to email me at any day or time. - I'll do my best to get back to a soon as possible thanks