Kelly Perdew Former President CoreObjects Software Inc. & Executive Vice President Trump Organization Can You Build It and Will They Come? Technology Partnering to Build Deployable Products

The Issue  The market is changing rapidly –Demand –Supply  Time to market accelerating –Faster cycle times –More flexibility required  Core competency is critical –Not just about building products –Understanding the value chain is a must –Strategic thinking and delivery

The Challenge  Development Partner Land Mines  IP protection –Basic, but very important!  Tool Selection and Licensing –Short-term vs. Long-term Issues –Business should drive the technology  Process issues –How many commercially deployable products have they launched? –How do they handle changing requirements?  Sophisticated and dedicated talent –Watch the “Bait and switch” –The best want to work on the best projects – and won’t sit around –How do they find, recruit, and train talent? Turnover rates? –Interview lead like you’re hiring your lead architect

The Challenge Shareholder Value PRD Development Marketing Sales Support Value Chain  Project-based Philosophy Vendor focus

The Solution  Partner in Product Development Shareholder Value PRD Development Marketing Sales Support Value Chain Partner focus

The Future  Innovation will continue –Technology Capabilities –Development processes  Software landscape is changing –More and more choices –Sophisticated delivery  Technology partners play a crucial role –Strategic thinking –Need to grow with your company

Remember…  People… –You are “hiring” a partner -- be thorough in your interview –Check multiple references –Meet the team leader in person –Learn how they’ll recruit and train your team  Process… –Are they “on the ground” during requirements gathering? –Ask to see their dashboards for tracking progress –How do they handle last minute requirement changes? –How do they select which technology to use?  Strategy… –Are they strategic in their approach? –Do they care and ask about your customers? –It isn’t a project…it’s your product!

CoreObjects Snapshot  19 current clients  170 employees (90% India-based)  JAVA,.NET split  Focus on process for product development  ClearVu Software – CoreObjects spin-out company to productize the development process – creates transparency for clients