Brovis Wireless Networks Lessons Learned

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Brovis Wireless Networks Lessons Learned

• Discussion Prepared by
• Tom Kosnik
• Fenwick and West Consulting Professor
• Stanford Technology Ventures Program
• Stanford School of Engineering
• And
• Shalin Mantri
• Lead Case Writer
• Global Entrepreneurial Leader
• Building Bridges
• Between India and Silicon Valley

Source of Graphic GEM on Toast Opening Slide,
May 25, 2007
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What can we learn from Brovis Wireless Ventures?

• Should Brovis go global or wait?
• What could Brovis Give to and Get From Icon Base?
• How to manage a portfolio of polygamous
  partnerships
• Partnership risks and pragmatic responses

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Should Brovis go global or wait?
Arbitrage, Strategic Positioning, and
Replicability are from Sander, Alison (2001),
Go Global or No? HBR.
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Should Brovis go global or wait?
Arbitrage, Strategic Positioning, and
Replicability are from Sander, Alison (2001),
Go Global or No? HBR.
5
What does Brovis Give to and Get From Icon Base?
Adapted from Kosnik (2000), Managing a
Portfolio of Polygamous Partnerships? Talk for
Stanford Center for Professional Education,
January 26, 2000
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Just as dating is a label used across a
portfolio of personal relationships
Expected Length of the Relationship
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Partnering is a label used across a portfolio
of business relationships.
Expected Length of the Relationship
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How to manage a portfolio of polygamous
partnerships
Revenue Profit Potential from the
Partner High Low
Earning Partner
Strategic Partner
Limited Partner
Learning Partner
Low
High
Partners Potential to Help You Develop Your Core
Competencies
Source Kosnik and Montgomery (1994), Managing
Cross Cultural Alliances Can Trust be Achieved
in a Polygamous World?
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Partnership risks and pragmatic responses

• 1. Your partners today may be rivals tomorrow.
• Prepare on day one for a graceful separation.

• 2. Wanton promiscuity will fail. So will
  steadfast monogamy.
• Practice principled polygamy.

• 3. Not all partners need the same thing at the
  same time.
• Create arbitrage opportunities in your partner
  portfolio.

• 4. Misaligned expectations are a recipe for
  regret.
• Use a Give-Get exercise to clarify mutual
  expectations.

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Brovis Epilogue in 2009 Shalin Mantri

• India remains primary target market.
• SE Asia expanding partnerships in region.
• Chose China over Japan / S. Korea. No traction
  yet.
• Shifted focus from technology to customers and
  solutions.
• 20-30 growth CY07-09. Down from triple digit
• Funding dried up. Bootstrapping to profitability.