Presented at The Project Revolution in Auckland by Hal Josephson, CEO & President, MediaSense

3. 40 Years…
in 90 Seconds
(Fingers X‟d)
 70‟s – videographer, television production, cable TV
 80‟s – serial entrepreneur, teleconferencing, satellites
 90‟s – technology licensing, intl. business
development

4. Good Ideas
Change
Synergy

5. A Brief History of
Technology and Innovation:

6. Just over 100 Years Ago…
“A Better Mousetrap!”
• The Safety Pin
• The Paper Clip
• Toilet Paper
• The Elevator
• The Light Bulb (electricity)

7. The first half of the 20th Century…
“The BEST thing since sliced bread”
• Mass Production
• Airplane (commercialization)
• Automobile (commercialization)
• Consumer Photography + Phonograph
• The Zipper, The Bra and The Bikini

8. The late 20th Century…
“Shifting to an Information Society”
• Transistor
• Television and Videography
• The Personal Computer/Internet
• The Mobile phone
• Fiber optic Infrastructure
• Post-It Notes

9. The First Decade of the 21st Century…
“Naughty” High-Tech Generation Living in
the New Digital Economy
• Google, MSN, Yahoo
• facebook, LinkedIn, Twitter
• iPhone/iPad,Smartphone
• Amazon, Ebay
• YouTube, Hulu
• Pandora, Spotify

10. Reference: Then and Now
“Information Overload” “Prosuming” our Future

11. Creating Regional Wealth
Silicon Valley MAJOR OBSERVATIONS:
Ireland
Sweden
Munich
Cambridge
Taiwan
Israel
Bangalore
Sophia Antipolis

13. Create
CONTEXT:
Establish/fund incubators
Cultivate angels/early risk capital
Increase global collaboration
Import thought leadership
Create beachheads/landing pads
Plan offshore in-market visits
Nurture your ecosystem

14. SF/Silicon Valley: My Take
• A Thousand + Bay Area Angels
• 1/3 of Global (Ad)venture Capital
• 50+ Incubators + Hundreds of Events
• Dotcom and Social Media “HUB”
• China/SF
• Early Adopter, Vanguard, “Bellweather”
locale

15. New Zealand: My Take
• Go/Grow Global Mentality (NOT a market)
• Internet/Mobile Startup “BOOM”
• Gov. $upport -- NZVIF and NZSCIF
• MSI/TechNZ/ATI R&D Investment Funding
• Smart, Proud, Global KEA Network
• Offshore Co-Venture (Valor and VIF)

16. Effective Business Development
in a Global Economy

17. What Are You
Trying to Achieve?
 What‟s your current BizDev/marketing strategy?
 What plan is in place? (Is it working?)
 What‟s the scope of your committed resources?
 Who will be your tactical team? (You?)
 How will your team be deployed?
 What‟s your timetable for results?

18. What can you do to increase your
customer, client or partners‟s ROI?
 Highly differentiated value propositions
 New BizDev/Marketing approaches or models
 Redefine your traditional four “P”s…
 “Guerrilla Marketing” techniques are essential
(unless you have huge brand building/marketing
budgets)

19. Alliances/Partnerships:
What‟s the opportunity to jointly
and mutually leverage value?
 Design win/win situations that can be clearly
articulated --- “it‟s a “no-brainer”!
 Create the RIGHT deal, with the right partner
@ the right time
 Be clear who‟s managing the deal
 Craft an effective scale and scope TEST
 Pre-agree on reasonable exit options

20. BizDev--- Marketing--- Sales
BizDev Marketing Sales
Strategy Positioning Pitches
Relationships Differentiation Numbers
Reciprocity Advertising Quotas
Networking Promotion Closes

21. What Matters to Me, from B to Z
[No A,E,I,O,U,…plus no Q, („cause
no one likes or wants to wait in HAL JOSEPHSON
line)]

22. BEGINNINGS
BRAINSTORM
BE BOLD

23. COMMUNICATE
CONNECT
COLLABORATE
CATALYZE

24. DREAM & DO

25. GENERATE
Gratitude

26. KNOWLEDGE OUR 21ST CENTURY FRONTIER

27. PASSION
PERSPECTIVE
POINT OF VIEW
IF YOU CHANGE THE WAY YOU LOOK AT THINGS, THE THINGS YOU LOOK AT CHANGE

28. REPUTATION
RESPECT

29. SYNCHRONICITY
SERENDIPITY
SPONTANIETY

30. TRUST
TENACITY

31. SEEING 2020:
Designing and Building Next
Opportunities
 • The Future of Work – Entrepreneur-ing in the 21st Century
 • Shifting Global Wealth – Tapping Into the Adage - “Follow the Money”
 • An Asia Pacific Century – Prioritizing Biz/Dev in the A/P Time Zone
 • IP is King – Packaging & Positioning Your “Proprietary Technology”
 • Disruptive Technologies – Selling Anything from Anywhere to Anyone
 • The ART of Digital Sales – Creating/Maintaining Customer Connection

32. SEEING 2020:
Designing and Building Next
Opportunities
 • Your Business Story – Putting Personality into Your Perspective
 • New Brand Thinking – Re-inventing Your Value Proposition
 • Dynamic Pricing – Profiting from “FREE”mium and Creative
Margins
 • Business Development – Quantizing Your Marketing and Sales
 • Triple Bottom Line – Leveraging Your Difference That Makes A
Difference
 • Exit Strategies – Scaling More Quickly From Idea to M&A or
What‟s Next

33. Manifest GREAT Ideas
Embrace/Create
Change
Generate Global
Synergy

34. 2012 (RE)reading List
 Outliers: The Story of Success by Malcolm Gladwell
 The Art of the Start by Guy Kawasaki
 The Lean Startup by Eric Ries
 Six Thinking Hats by Edward de Bono
 The World Is Flat, Thomas Friedman
 The Long Tail by Chris Anderson
 The New Normal by Roger McNamee
 Grouped by Paul Adams

35. Gary Bolles is a Silicon Valley entrepreneur,
producer of events, journo and software
company founder. Currently, Gary is the co-
founder of eParachute, an online resource for
job-hunters, career changers, and 21st
Century entrepreneurs around the world. This
latest venture is based on the best selling
careers book “What Color Is Your
Parachute?” September 3-7 in NZ - Sept. 7 in Hawke's Bay
Jon Leland is a marketing communications
veteran, the founding director of creative
services at USA Network, a keynote
speaker, journalist, and an award-winning
video writer/producer/director whose clients
include AT&T, Xerox, HBO, Pacific Bell and
Oracle. Currently he is president & creative
director of the strategic online
communications
agency, ComBridges.com, and Dean of
NewMarU.com, New Marketing University.
Dec. 1-7 in NZ– Dec. 5 in Hawke‟s Bay

36. NZ premiere at Hawke‟s Bay Opera House – November 9

37. NZ Tour to be announced in 3 weeks
18 investors and entrepreneurs in NZ
December 10 -14, AKL, WGN + HB

38. Reid Hoffman
Founder, Linkedin
Angel Investor, Greylock Partners
Author, The Startup of You
“I invest in the same 3 themes that I‟ve been doing for the
last 9 years, - networks, platforms and marketplaces.”
“Every individual needs to think about themselves as the
entrepreneur of their own life. How do you invest in
yourself? How do you establish good plans and
strategy?”
“How do you take intelligent risk? How do you adapt to
the future? If you do not do this, you are at serious
risk.”