Over 25 Years I developed a process to influence a client chosen specific company to become a strategic alliance partner; usually for OEM revenue, and sometimes to start M&A discussions.
Starting in the early 1990's I began using the new media aspect of the then new Internet, to target specific groups of employees within a specified large company; to promote my product or idea by influencing recommend-ers within that organization.
I used Usenet, email, and Info-Bots in creative ways to locate, attract and communicate with these groups, setting in play "viral" dissemination of my message within that group. Ultimately, enlisting them to advocate for my my product or idea to their internal business decision makers, from the inside.
At the appropriate moment, I would approach the more receptive decision makers from the outside, and articulate a business and technical rationale to become strategic alliance partners. Then, to negotiate the terms of a "win-win" license or sales agreement, thereby leveraging the target company to buy, license as an OEM, or to resell my offering.
In a few cases, this process lead to a merger or acquisition discussion, and three subsequent acquisition by them or an effected third party, and one IPO.
In summary, this process can create initial marquee customers for a new or challenging technology start-up, and/or create strategic alliance partners for sales revenue, or to influence corporate business development.
I operate as a Strategic Business Development Consultant or ongoing Coach.