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Iva Blazina Vukelja, Director Product Management. Innovation and Product Development. From concept to cash. Technologists. Engineering. Research. Two guys in a garage. Corporate development.
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Iva Blazina Vukelja, Director Product Management Innovation and Product Development
From concept to cash Technologists Engineering Research Two guys in a garage Corporate development Few companies consider internal innovation as something that can be managed, sustained and organized as a business process.
Product lifecycle Optimize Acquire filler technologies Profitability Go for the top line Reduce costs Time Manage start up Acquire core technology Organic is great, but M&A can add real firepower to your growth arsenal.
An example: EMC Corporation 1993 • August 31, 1993: Epoch Systems Inc. (Data backup software) • August 31, 1993: Magna Computer Corporation 1994 • Q1, 1994; Array Technology Corporation (Acquires certain assets of) • February 2, 1994: Copernique S.A. (Acquires major stake) 1995 • October 26, 1995: McData Corporation 1999 • August 9, 1999: Data General (included the CLARiiON product line) • December 21, 1999: Softworks 2000 • November 1, 2000: CrosStor 2001 • September 2001: Luminate Software • April 12, 2001: FilePool (became Centera) • February 8, 2001: Spinoff McData Corporation 2002 • September 25, 2002: Prisa Networks 2003 • April 15, 2003: Astrum • July 14, 2003: Legato Systems • October 14, 2003: Documentum • December 15, 2003: VMware 2004 • October 12, 2004: Dantz Development • November 2, 2004: Allocity • December 21, 2004: System Management Arts(SMARTS) 2005 • August 16, 2005: The intellectual property of Maranti Networks • August 17, 2005: Rainfinity • October 3, 2005: Acartus Corporation • October 20, 2005: Captiva Software 2006 • January 6, 2006: Acxiom Grid Computing Platform • January 9, 2006: Internosis • March 9, 2006: Authentica • May 9, 2006: Kashya • May 11, 2006: Interlink Group • June 7, 2006: nLayers • June 19, 2006: ProActivity • June 29, 2006: RSA Security • September 1, 2006: Neartek • September 18, 2006: Network Intelligence • November 1, 2006: Avamar 2007 • February 6, 2007: Valyd • June 4, 2007: Verid • July 10, 2007: Geniant • July 12, 2007: X-Hive Corporation • August 9, 2007: Tablus • August 30, 2007: BusinessEdge Solutions • October 1, 2007: Berkeley Data Systems / Mozy • October 30, 2007: Voyence • December 27, 2007: Document Sciences Corporation 2008 • February 21, 2008: Pi Corporation • March 10, 2008: Infra Corporation • April 1, 2008: Conchango • April 8, 2008: Iomega 2009 • May 27, 2009: Configuresoft, Inc. • July 20, 2009: Data Domain • August 31, 2009 FastScale • September 1, 2009: Kazeon Systems 2010 • January 4, 2010: Acquire Archer Technologies • July 6, 2010: Greenplum
New Business Development • Strategy • Acquisitions • Partnerships and Investments • Top line growth goals • Profitability • Metrics The Street cares about • Technology exploration • Technology thought leadership • Collaboration with research institutions • Operationalize the opportunity • Product strategy and plan • Manage the product with engineering
Approaching a corporation • Know the portfolio • Know how business is done • Identify the main benefiters of the technology you’re offering within the target companies • Come with target specific business case • Suggest go-to-market approaches • Don’t forget adjacencies “Show me the money”
