Mark Sochan - The Art of Strategic Partnering: Dancing with Elephants

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PRAISE FOR

THE ART OF
STRATEGIC PARTNERING

Dancing with Elephants

A leading expert in partnerships, mergers, and acquisitions, Sochan gets inside the minds of both the startup entrepreneurs and the big guys. This book is packed with practical suggestions, examples, and tactics to keep a partnership on the right track long after the ink on the contract has dried.

Geoffrey Moore, author of Crossing the Chasm ,
The Gorilla Game , and Inside the Tornado

For anyone trying to navigate the often-stormy waters of strategic partnerships and alliances, this book provides markers to guide you on your voyage.

Ed Oates, Cofounder, Oracle

Sochan provides the ultimate how-to guide to creating world-class strategic partnerships. His book includes real-life advice known only to those who have seen partnership deals made from the inside.

Jason Wolf, General Manager,
Global Technology Partners, SAP

A great, practical guide to help you through the partnership process.

Zia Yusuf, Partner and Managing Director,
The Boston Consulting GroupSilicon Valley

Sochan provides a blueprint for business leaders who are looking to develop that vibrant ecosystem integral to a growth strategy.

Rick Tywoniak,
Founder of Cisco DevNet Developer Program

Smaller companies no longer have to second-guess what it takes to make a strategic partnership successful. This book provides a how-to for navigating the complexities of a partnership without getting stepped on!

Bill Lipsin, Senior Partner, The Spur Group;
former VP Worldwide Channels, NetApp,
CRNs Top25 Channel Executives

A must-read for any company ready to grow and innovate.

Kevin Ichhpurani,
Corporate Vice President, Google

A great read for any entrepreneur who is looking to maximize leverage through effective strategic partnerships.

Audrey MacLean, serial entrepreneur and investor,
named among Fortune s Most Powerful Women
and Business Week s Top 50 Business Women in America lists

Having worked for investment firms, venture funds, and money center banks, I appreciate Mark Sochans insights into mergers and acquisitions. Ive utilized many of his real world examples to inspire lively discussions in my classrooms.

Peter Verbica, Adjunct Economics Professor,
San Jose State University;
author of Hard-Won Cowboy Wisdom

Mark Sochan provides straightforward, practical advice on a topic that is essential for most, if not all, technology CEOs.

Paul Maurer, CEO, Actenum

Understanding how to execute a solid partnership for your growing business is essential for any CEO. Mark Sochan demystifies the process with clear and concise language for all levels of management.

David J. Watson, CEO Hubbuzz, Inc.

Whether youre launching a new partnership or managing one in progress, The Art of Strategic Partnering gives you the insight you need to ensure that your partnerships benefit all parties.

Nigel Beck, CEO, When Labs;
former VP Corporate and Business Development, IBM

CEOs and leadership teams who want to work more effectively with strategic partners should have a copy of this book. And business faculty who teach strategic partnerships will also find it useful.

Mike Lyons, Managing Director, Newline Ventures;
Adjunct Professor, Stanford School of Engineering

Copyright 2018 by Mark Sochan

All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording,
or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other non-commercial uses permitted by copyright law. For permission requests, contact the publisher.

Paperback: 978-1-7323998-0-8
E-book: 978-1-7323998-1-5

NAK Publishing
Gilroy, CA 95020

Ordering Information:
Special discounts are available on quantity purchases by corporations, associations, and others. For details, contact the publisher.

Cover and interior design by DianaRussellDesign.com
Author photo by Niki Britton, 111th Photography
Illustrations and cover image sourced from CartoonStock.com, andertoons.com, cartoonbank.com, and iStock.com.

Printed in the United States of America

Publishers Cataloging-in-Publication Data:
Names: Sochan, Mark.
Title: The art of strategic partnering : dancing with elephants / Mark Sochan.
Description: First edition. | Gilroy, California : NAK Publishing, [2018] | How to partner with industry titans ... without getting crushed. | Includes bibliographical references and index.
Identifiers: ISBN 9781732399808 (paperback) | ISBN 9781732399815 (ebook)
Subjects: LCSH: Strategic alliances (Business) | Joint ventures. | Negotiation in business. | Entrepreneurship.
Classification: LCC HD69.S8 S63 2018 (print) | LCC HD69.S8 (ebook) | DDC 658/.044--dc23

DEDICATION

To my father,
whose wisdom and support
have made all the difference

Contents

ACKNOWLEDGEMENTS

The idea for The Art of Strategic Partnering: Dancing with Elephants started over coffee at the Starbucks in Los Gatos, California, with Kathryn Ullrich, author of Getting to the Top: Strategies for Career Success . When I mentioned my lifelong dream of writing a book, she marched right out to her car and brought back a signed copy of her book. That was the spark that got the fire started.

It was some weeks later, when I sat down with another author, Robert Lauridsen, who wrote More, Better, Different , that the flames for the fire were fanned. In a brainstorming session, we mapped out the key ideas and the approach for the book. I truly believe that getting started is half done.

Finally, the book came to life with help from Jim Dryburgh, Beth Parker, Peter Verbica, and John Swensson. I am very grateful to high-tech industry veterans Bill Lipsin, Jason Wolf, Tom Reilly, David Leiser, and my brother, Paul Sochan, who came to the rescue and helped with initial proofreading and suggestions on improving the book.

Thanks to the creative ideas of Diana Russell, I had six fantastic book covers to choose from. It was a great experience engaging everyone in my business, social, and family network to gather feedback and opinions on everyones favorite cover. Thanks to my copyeditor, Mark Woodworth, and to Holly Brady for strategic advice.

Thank you to Niki Britton, Pat Belanger, and Julie Belanger of the 111th Photography Group for their feedback on the cover of the book and the portrait photos.

The title of the book was another source of interesting debate. Many variations of word combinations were considered and discussed. It took a few cocktails at a C100 event and a coincidental meeting with a fellow Canadian expat, Glen Elliott, to inspire the final title.

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