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!