1. Relationship Networking & Partnering by Sharon Housley www.notepage.net

2. Relationship Networking Relationship Networking (verb) the art of meeting people and benefiting from those relationships. www.notepage.net

3. How to Build Network Relationships 1. Provide genuine assistance to others. 2. Be open-minded 3. Remember personal details 4. Respect cultural differences 5. Research people and companies. Know their goals and interests 6. Reciprocate 7. Introductions www.notepage.net

4. 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. www.notepage.net

5. Relationship Networking Be Open Minded Don’t be afraid to think outside the box, sometimes creativity opens doors. www.notepage.net Remember Personal Details Try 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.

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

7. 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. www.notepage.net Introductions Introductions 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.

8. Where to Network 1. Trade associations or industry specific associations 2. Trade shows 3. Friends 4. Schools 5. Focused newsgroups & topic specific forums 6. Customers 7. Suppliers 8. User Groups www.notepage.net

9. Relationship Networking Software Trade Association - www.asp-shareware.org www.asp-shareware.org - www.isdef.orgwww.isdef.org - www.edu-soft.orgwww.edu-soft.org www.notepage.net Industry Specific Organization - www.globalsoftwaresolutions.netwww.globalsoftwaresolutions.net General Business Organizations - www.bbb.com www.bbb.com

10. Relationship Networking Software Tradeshows - www.sic.org - www.ewsc.org - www.isdef.org www.notepage.net Industry Specific Tradeshows - http://www.globalsoftwaresolutions.net http://www.globalsoftwaresolutions.net

11. Relationship Networking Friends - all friends www.notepage.net Schools - professors and students Focused Newsgroups - usenet - http://discuss.lycos.comhttp://discuss.lycos.com - http://www.netnewstracker.comhttp://www.netnewstracker.com - http://www.small-business-software.net/forum-directory.htm

12. 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 ;-) www.notepage.net Suppliers Like 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

13. Relationship Networking www.notepage.net User Groups The 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.orgwww.a - www.small-business-software.net/forum

14. 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. www.notepage.net

15. 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 www.notepage.net

16. 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 www.notepage.net

17. Relationship Networking Bundling Consider bundling software with complimentary software or hardware. Tips for Bundling: 1.) small download size 2.) setup separate ordering or upsell 3.) determine how support will be handled prior to bundling 4.) consider bundling free version upselling to professional versions that will limit support issues. 5.) www.softwarebundles.com (in need of update but still helpful)www.softwarebundles.com www.notepage.net

18. 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. www.notepage.net

19. 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 http://www.notepage.net/integrationpartners.htm www.notepage.net

20. Relationship Networking Ad or Link Exchanges Ad or l ink exchanges are similar to newsletter or blog exchanges.. www.notepage.net Knowledge or Technology Exchange Consider exchanging a percentage of revenue for graphic work or areas where you are weak. Technology and knowledge exchanges are all about being creative.

21. Win/Win Only 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. www.notepage.net

22. Final Tips 1.) Qualify sources 2.) Adage – you are who you hang with 3.) Not every relationship is a good one 4.) Evaluate potential partners 5.) Make it personal by taking the time to say thank you 6.) Results are not always immediate 7.) Carry business cards everywhere you go www.notepage.net

23. Other Resources: Software Marketing Resource http://www.softwaremarketingresource.com http://www.softwaremarketingresource.com RSS Specifications http://www.rss-specifications.com http://www.rss-specifications.com Relationship Networking & Partnering Feel free to contact me with any questions – Sharon Housley - sharon@notepage.net www.notepage.net