Relationship Networking & Partnering

by Sharon Housley

www.notepage.net

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-minded3. Remember personal details4. Respect cultural differences5. Research people and companies. Know their goals and

interests6. Reciprocate7. 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 Don’t be afraid to think outside the box, sometimes creativity opens doors.

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Remember Personal DetailsTry 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.

Relationship Networking Respect Cultural Differences

Remember that software is a global market avoid controversial topics like politics. Respect cultural differences, even if you don’t quite understand them.

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

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.

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IntroductionsIntroductions 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.

Where to Network

1. Trade associations or industry specific associations2. Trade shows3. Friends4. Schools5. Focused newsgroups & topic specific forums6. Customers7. Suppliers8. User Groups

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Relationship Networking Software Trade Association

- www.asp-shareware.org

- www.isdef.org

- www.edu-soft.org

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Industry Specific Organization- www.globalsoftwaresolutions.net

General Business Organizations- www.bbb.com

Relationship Networking

Software Tradeshows - www.sic.org

- www.ewsc.org

- www.isdef.org

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Industry Specific Tradeshows- http://www.globalsoftwaresolutions.net

Relationship Networking Friends

- all friends

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Schools- professors and students

Focused Newsgroups - usenet

- http://discuss.lycos.com

- http://www.netnewstracker.com

- http://www.small-business-software.net/forum-directory.htm

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 ;-)

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SuppliersLike 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

Relationship Networking

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User GroupsThe purpose of user groups is to gather and discuss technology! It’s 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

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. Don’t waste yours or your potential partner’s 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 size2.) setup separate ordering or upsell 3.) determine how support will be handled prior to bundling4.) 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 integrating:http://www.notepage.net/integrationpartners.htm

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Relationship Networking Ad or Link Exchanges

Ad or link exchanges are similar to newsletter or blog exchanges. .

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

Win/Win

Win/WinOnly 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 sources2.)   Adage – you are who you hang with3.)   Not every relationship is a good one 4.)   Evaluate potential partners5.)   Make it personal by taking the time to say thank you6.)   Results are not always immediate7.)   Carry business cards everywhere you go

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Other Resources:

Software Marketing Resource http://www.softwaremarketingresource.com

RSS Specifications http://www.rss-specifications.com

Relationship Networking & Partnering

Feel free to contact me with any questions –Sharon Housley - sharon@notepage.net

www.notepage.net