Ice Hockey Ice Hockey

New markets...New thinking - RESEARCH New markets...New thinking - RESEARCH AND RELATIONSHIPSAND RELATIONSHIPS

New Markets and Winning DealsNew Markets and Winning Deals

Who is and how to Who is and how to find the find the

sponsor/driver?sponsor/driver?

How to get How to get sponsor/driver on sponsor/driver on

your side?your side?

RESEARCH!RESEARCH!

How to get to the next How to get to the next level?level?

What does the solution look What does the solution look like?like? What finally gets the deal?What finally gets the deal?

Research - Help - FindResearch - Help - Find

Help yourself - Google, LinkedIn, Facebook, Help yourself - Google, LinkedIn, Facebook, Twitter, etc Twitter, etc

Can anyone help at Sportstec Can anyone help at Sportstec

Existing customers Existing customers

Contacts Contacts

New Markets and Winning DealsNew Markets and Winning Deals

Who’s the Who’s the sponsor/driver?sponsor/driver?

Person on the inside that is the Advocate for Sportstec, need access to Person on the inside that is the Advocate for Sportstec, need access to decision makerdecision maker

Video/Analyst/Coach?Video/Analyst/Coach?--------

Mid Level Mid Level - - - - -- ----

C-LevelC-Level--------

How to get sponsor on your side...How to get sponsor on your side...

What motivates What motivates them?them?

What works???What works???

Saving Money/ROI?Saving Money/ROI? Better features?Better features? Mac based product?Mac based product?

Better service?Better service? Alignment with a Global company who work with Alignment with a Global company who work with all sports?all sports?

Use your personal styleUse your personal style

ReferralsReferrals Coaching MovementCoaching Movement PersistencePersistence

AppleApple SPORTSTEC - Product/Features/Support/PriceSPORTSTEC - Product/Features/Support/Price

Next Level...RELATIONSHIPNext Level...RELATIONSHIP

Motivation - Why are you? Why do you want Motivation - Why are you? Why do you want to?to?

Privileged and specific information - pains, Privileged and specific information - pains, cost, “insider” infocost, “insider” info

How to ‘beat’ his specific competitor.How to ‘beat’ his specific competitor.

Help with new customers, referralsHelp with new customers, referrals

The Loooonnnnggg The Loooonnnnggg RoadRoad

2004- Relationship started2004- Relationship started

2006- Relationship continued at new jobs2006- Relationship continued at new jobs

2009-10- Relationship with United Center, Bulls and IT 2009-10- Relationship with United Center, Bulls and IT

2008- Sportstec starts to gain market share in NBA and 2008- Sportstec starts to gain market share in NBA and Basketball, sell to BullsBasketball, sell to Bulls

2010 - Advocate takes us to power and shows 2010 - Advocate takes us to power and shows powerful editing, analysis and presentation tools in powerful editing, analysis and presentation tools in

Sportscode V8. DEAL DONE!Sportscode V8. DEAL DONE!

2012+ - Coaches/GM moved onto new organization. 2012+ - Coaches/GM moved onto new organization. How can experience with Blackhawks help with other How can experience with Blackhawks help with other

teamsteams

Timeline and ConnectionsTimeline and Connections

Chicago Blackhawks:Chicago Blackhawks:Anatomy of a DealAnatomy of a Deal

Keep in contact Keep in contact when we both when we both got college jobsgot college jobs

Built relationship with Built relationship with organization and IT organization and IT

group, that oversees group, that oversees Bulls and BlackhawksBulls and Blackhawks

Sold to Blackhawks, Sold to Blackhawks, one of biggest teams one of biggest teams

in NHLin NHL

Worked at a Worked at a basketball camp basketball camp

as undergradsas undergrads

20042004Hired by Hired by

Sportstec, sold Sportstec, sold to Bullsto Bulls20062006

20082008

2009-2009-20102010

20102010

The Blackhawks MotivatorsThe Blackhawks Motivators

Cutting edge?Cutting edge? Better features? Better features? HDHD Mac?Mac?

Better service?Better service? Global company who work with all Global company who work with all sports? Feature developmentsports? Feature development

Update and Update and upgradesupgrades

CUTTING EDGE: Fall behind if they CUTTING EDGE: Fall behind if they didn’t changedidn’t change

Why they loved us!!Why they loved us!!

Liking the people - Mike, Reid, and myself.Liking the people - Mike, Reid, and myself.

Support - One callSupport - One call

HD captureHD capture

Live capture/code Live capture/code

Customize own code input (output) windowsCustomize own code input (output) windows

Cutting edge - iPad, sharing content, AppleCutting edge - iPad, sharing content, Apple

What Finally gets the What Finally gets the deal?deal?

Cutting edge?Cutting edge? Better features?Better features? Mac based Mac based product?product?

Better service?Better service? Alignment with a Global company Alignment with a Global company who work with all sports? Feature who work with all sports? Feature

developmentdevelopment

Better Better development development

PathwayPathwayFall behind if they didn’t changeFall behind if they didn’t change

Take Away messagesTake Away messages

Research. Expert. Resources.Research. Expert. Resources.

Use your existing networks and connect with Use your existing networks and connect with all people. Not just one person, surround them all people. Not just one person, surround them with friends, customers, etc.with friends, customers, etc.

Prepare for the long haul. 34 minutes to 34 Prepare for the long haul. 34 minutes to 34 months.months.

Providing vision and value in a real way Providing vision and value in a real way through a genuine RELATIONSHIP.through a genuine RELATIONSHIP.