Done Deals: Venture Capitalists Tell Their Stories (Harvard by Udayan Gupta PDF

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By Udayan Gupta

ISBN-10: 058536592X

ISBN-13: 9780585365923

ISBN-10: 0875849385

ISBN-13: 9780875849386

This paintings presents a revealing heritage of the enterprise capital as advised via first-person bills. It chronicles the industry's beginnings and highlights the diversities among America's West and East coast organisations. greater than thirty top enterprise capitalists - from early pioneers resembling Eugene Kleiner and Arthur Rock to present most sensible avid gamers like Geoff Yang and John Dorrer - exhibit insights gleaned from their own studies in winning deal-making.

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Additional resources for Done Deals: Venture Capitalists Tell Their Stories (Harvard Business School Press)

Sample text

That has worked well historically. Taking a small company into our distribution channelnot necessarily re-selling the product, but saying, "Hey, work with these guys"that works very well too. AT&T would never consider putting a product made by a thirty-person company into their network. But if it was recommended by Cisco, and Cisco was standing behind it, they would certainly look at it as a much more realistic option. The credibility that a large corporate partner brings definitely helps. New Markets We first look at new market areas where we want to expand our presence.

Whatever the outcome, the idea of a partnership with a corporate power such as Cisco can be an extremely important event for a small company, providing capital and customers with one fell swoop. I got involved with venture capital at Cisco because it's always had a fairly active business development process of looking outside the company to augment the solutions we can offer to customers. In 1994, when I came to Cisco, it had made one investment and one acquisition up to that point in time. Both the investment and the acquisition worked out well.

Bill Field is retired, but two of the individuals who I brought into the group in 1982, Mark Rossi and Dana O'Brien, are my co-equal senior partners at Cornerstone today. Our investment strategy was to proactively seek out the general partners of venture capital firms and become largein most cases the largestlimited partners of a select number of venture capitalists practicing on both the East and the West Coasts. This approach reflected two views we had about the venture capital business. First, we viewed the industry even then as being a steeply sloping pyramid with a few outstanding firms at the top and many mediocre firms at the base.

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Done Deals: Venture Capitalists Tell Their Stories (Harvard Business School Press) by Udayan Gupta


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