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Case History #10 - Strategic alliance with an industry leader
Company Type:
 Small, fast growth Israeli network management company.
Company Profile:
 Engineering and European marketing effort directed from Israel. Small support group based in U.S. Company focuses on adding value to industry standard, network management technology.
Technology
MarketForce
Tasks:
 After 2 years of initial product development, and 4 years in the U.S. marketplace, company has no strategic relationships. This company became a Technology MatchMaker Program "partner". TMF worked with the company to identify key partners with the intent of technology licensing and product resale opportunities.
Methodology
Highlights:
 TMF created a Technology MatchMaker Partner profile and distributed via fax/email to approximately 1,000 Presidents/Vice Presidents of qualified networking companies. TMF also posted the company's information, in detail, on their Web site at www.tmf.com. From this broad approach TMF, in conjunction with the Client, identified an "A" list of most desired relationships.
Key Results:
 After less than 9 months, the company established a relationship with one of the biggest networking companies in the world, with 3 other "deals" at advanced stages. One of these includes a significant amount of customized engineering that the company will retain intellectual property rights to and is directly in line with their strategic development direction. Two years later, the company was acquired by the same company that it formed it's initial MatchMaker relationship with.
Main Benefits of
Technology
MarketForce
Involvement:
By having the small U.S. subsidiary try to perform this work in addition to end-user sales, the company lacked size and presence credibility. By TMF representing the International Corporation as a whole, and dealing directly with its President as well as U.S. support people, TMF was able to quickly attract attention of key decision makers. TMF used its industry knowlege and wide contact base to communicate the opportunity personally to key prospects. This work was done mostly on "back-end" compensation, in keeping with TMF's philosophy of sharing the risk and reward with its Clients.