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 AFCO Ventures utilizes a highly disciplined and rigorous process in providing business development services to portfolio companies. In combination with our long-standing Asia relationships, this process has proven to be highly effective and has yielded significant results. The following is an overview of this process:
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Market Research: The first step for the Asia business development (ABD) team is to review the market opportunity throughout Asia. As part of this effort, the team sizes the market opportunity by country, profiles potential partners and customers, prioritizes this list to determine the best candidates, and establishes a timeline for business success. This analysis is summarized in report summary form and shared with the portfolio company's management team.
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Market Strategy: After reviewing the market research report with management, we then assist in developing an appropriate plan for penetrating the Asia market. This plan prioritizes the target organizations, along with the critical resources that will be required.
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Pre-Marketing: During this phase, our ABD team makes initial contact with targeted candidates and apprises them of the portfolio company's products and solutions. Based on feedback and interest, the ABD team prioritizes a list of 10 to 15 introductions for our portfolio company.
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Exploratory Meetings: Our ABD team next arranges an exploratory trip to Asia for the appropriate members of the management team to meet with potential customers and partners. Each of these meetings is pre-qualified to ensure that the appropriate decision makers will be involved and that they fully understand the solutions being offered (including technical specifications). Because of our long-term relationships with the individuals at these organizations, the ABD team will receive an honest assessment of the technology, gauge their interest, and determine next steps. In this manner, the ABD team streamlines the sales and marketing efforts.
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Partner Negotiations: The ABD team then works with the management team to determine the most appropriate partners and partnership structure. If needed, our ABD team can be actively involved in the negotiation process to ensure that it proceeds fairly and efficiently.
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Deal Execution: Once a partnership agreement has been consummated, our ABD team will assist the portfolio company in its logistical needs. This assistance may include help with structuring legal agreements, identifying appropriate office locations, and recruiting qualified agents or local senior management.
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Relationship Monitoring: After establishing the agreement, our ABD team will continue to work with the partners to ensure ongoing focus and success. As part of this process, the ABD team will receive quarterly updates with distribution and joint venture partners and periodically test their performance with select end customers. Our goal is to forge long-term, fruitful relationships that enable our portfolio companies to establish and maintain a leadership position in the Asia marketplace.
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Brion Technologies
Santa Clara, California
ClairMail
Novato, California
Cortina Systems
Sunnyvale, California
DATAllegro
Aliso Viejo, California
Infinera
Sunnyvale, California
Mimosa Systems
Santa Clara, California
Miradia
Santa Clara, California
Neterion
Cupertino, California
Oodle
San Mateo, California
Proofpoint
Cupertino, California
SiTime
Sunnyvale, California
Voltage Security
Palo Alto, California
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