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Intel Capital Technology Days |
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| Meeting the Needs of Buyers and Sellers of Emerging Technologies
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COMPRESSING DECISION CYCLES
Imagine being in sales at an early-stage technology company and making your opening sales call to a major account.
Usually you make this call to a mid-level gatekeeper whose job is to protect senior staff. Suppose, instead,
that on today’s call you are at the customer’s headquarters presenting to 25 people – the senior decision makers
and influencers from all the business and functional areas that will benefit from your product. Imagine that you
are fully briefed on departmental needs and wants, you know who’s who, you know how decisions are made, and you
will be getting a candid evaluation of both your product and your presentation. All this on your first visit.
You’ve just imagined an Intel Capital Technology Day (ITD). Our standard ITD model brings 10 portfolio companies
to the host customer’s premise for a full day of customer briefings, technology presentations, and demo showcase –
preceded by an informal dinner with the customer’s senior executives.
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OUTSTANDING SUCCESS AND EFFICIENCIES
"Everything is possible - no matter the size or location – with Intel’s business development programs, any early stage company can get a shot to work with the top IT companies."
Robert Pinkas
Director, Business Development
Grisoft.
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Intel Capital Technology Days typically yield a 75 percent success rate. In past events, more than
seven out of 10 of the presenting emerging technology companies are asked to continue selling
discussions. Next steps and customer deliverables necessary to move forward are usually identified
and assigned within hours of the event.
This result is preceded by weeks of pre-work between the host customer and Intel Capital’s business
development team. Intel Capital does not take portfolio companies on speculative excursions. Instead,
a customer team studies Intel Capital’s Innovation Catalog listing of over 200 companies and invites
about 10 to attend the customer-hosted day. These 10 are selected because they address an immediate
customer need for which budget is usually already assigned.
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EARLY VISIBILITY TO THE NEXT BIG THING
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"I believe the due diligence performed by Intel Capital saved us time & money and gave a greater sense of confidence in the companies and solutions presented to us during the event."
Hart Rossman
SVP Technology
SAIC.
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Intel’s customers are looking for “game changers,” innovation to reduce operating costs or to
increase competitiveness with differentiated services. Global 500 companies invest a massive effort
in finding the next big thing. It is not uncommon for the office of CTO to assign a team to annually
find 300 relevant early-stage companies, investigate 100, do proof of concept with 20, and implement
about 10 – all to yield an average of five successes per year.
Intel Capital Technology Days can ease the burden on the Global 500 and make early visibility
feasible for even mid-size businesses. How? Intel Capital invests strategically. Each portfolio
company is selected to deliver a single element necessary to create an ecosystem that will
eventually support new usage models and capabilities. For each investment, Intel Capital may examine
an average of 15 possibilities and then choose the one with the best available combination of
management, product, financial runway, and alignment with Intel® architecture.
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SHOPPING, NOT SELLING
Intel Capital does not push technologies at the customer. Instead the Intel Capital business development team offers a full palette from which to choose. The customer engages only with the companies they choose.
Benefits for Customers
- Over 10x time efficiencies in the initial search for emerging technology companies.
- The question of the new technology's alignment with legacy and future infrastructure is already answered.
- The ITD process compresses the decision process by many months. Intel Capital helps customers reduce resources spent on search, and frees those resources to focus on selection and implementation of the game-changer.
MAKING THE VENTURE CAPITAL FUNDING MODEL WORK FOR THE ENTREPRENEUR
In less than a year Automatos is flipping its revenue stream from 40% international to 60% international. 75% of the international revenue originates from customer visits arranged by Intel Capital.
"It was our dream to impact the India systems integrators, but with our staff and planned ramp it would have taken us 3 to 4 years to get there without Intel Capital’s help. Our first sale with Satyam was in Singapore. We certainly would not have been in Singapore except for Intel Capital Technology Days."
Moyses Rodrigues
COO
Automatos
Rio de Janiero, Brazil.
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Venture capital investors expect a rate of return that can only be achieved by selling in high volume to many customers, usually large customers. Global selling may also be required in order to establish and maintain a competitive position.
This typically requires a small army of account managers and sales engineers – more than most start-ups can muster. It is in the VC’s interest to help solve this problem.
Intel Capital faces an additional challenge. Like traditional VCs, Intel Capital invests for financial return. But, it also invests strategically to build new ecosystems. This strategy cannot be achieved until someone buys the emerging technology product.
Intel Capital has twice the customary VC motivation to help its portfolio companies sell quickly and efficiently. Technology Days is one was we do it.
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WORLDWIDE MATRIX OF RELATIONSHIPS
- Over half of Intel Capital’s portfolio companies are outside North America.
- Over half of Intel Capital’s customer-hosted technology days are outside North America.
Most VCs are local. Intel Capital is active around the world. Intel Capital also offers unique benefits to entrepreneurs. Intel’s corporate sales force has strong relationships globally with over 3,000 major accounts and channel relationships with tens of thousands of distributors and resellers. Intel Capital can often put buyers and sellers together from different geographies, intelligently and efficiently, enabling early-stage companies to penetrate distant market geographies sooner that otherwise possible.
HOW CAN YOU BENEFIT FROM INTEL CAPITAL’S BUSINESS DEVELOPMENT PROGRAMS?
Customers: How to Host a Technology Day. Talk to your Intel account manager. Or contact Intel Capital’s business development manager in your geography.
Intel Capital Portfolio Companies: Check with your investment manager to be sure you’re listed in Innovation Catalog and that your online profile is optimized to appeal to your target market segments.
Intel and the Intel logo are trademarks or registered trademarks of Intel Corporation or
its subsidiaries in the United States and other countries.
Other marks and brands are property of their respective owners.
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