©COPYRIGHT 2012. PETER LEHRMAN. ALL RIGHTS RESERVED 1 Firmex Webinar Series June 19 th, 2012 1:00...

©COPYRIGHT 2012. PETER LEHRMAN. ALL RIGHTS RESERVED 1

Firmex Webinar SeriesJune 19th, 2012

1:00 p.m. to 2:00 p.m.

Please submit all questions to [email protected]

Peter LehrmanCEOAxialMarket, Inc.45 East 20th Street, 12th FloorNew York, NY [email protected]: @petelehrman

Sourcing Deals in an Increasingly Networked World

@Firmex, #FirmexWebinar

mailto:[email protected]


About Firmex

Firmex is focused on providing the best virtual data room solution for managing corporate transactions and financial compliance

Who uses Firmex?• Firmex community includes

over 200,000 users worldwide• Conducted over 10,000 deals

in the last 18 months

Why offer a Webinar Series?• As part of our value-added service, we believe it is important

to offer educational resources to our expanding community

Joel LessemCEO

Firmex


Peter Lehrman

Peter is the CEO and Founder of AxialMarket, a confidential membership marketplace for qualified buyers and sellers of privately held businesses.

AxialMarket helps acquirers, lenders and sellers create an online presence, build and advance relevant relationships and more successfully source and exchange opportunities.

Prior to working at AxialMarket, Peter held positions in private equity at SFW Capital Partners and was part of the founding team at Gerson Lehrman Group, where he helped build the firm’s dominant global marketplace for on-demand business expertise.

He earned his undergraduate degree from the University of Virginia and received his MBA from Stanford Business School.

With 11 years of product strategy, product marketing, sales and online marketing experience, his professional career has been substantially dedicated to building high-value technology-powered B2B marketplaces where many thought they couldn’t exist.


Agenda

• The Internet – “From Transactions to Interactions”

• Online Networks – What are They?

• What’s their history?

• What’s happening on these networks and WIIFM?

• The Landscape of Deal Networks

• Takeaways and Q&A


Alert! Deals Aren’t Only Sourced on the Golf Course These Days


The Internet As a Platform Facilitating Transactions


There are Several Major Horizontal Online Networks


E-Commerce Real Estate Transactions Corporate Fin’l Transactions

But Networks Tend to “Verticalize” Over Time…


• 150 million+ professionals on LinkedIn

• 60,000 subscribers to peHUB Wire

• Over 10,000 deals hosted and shared via AxialMarket

• Over $500M in secondary transaction via SecondMarket

• 200+ million users of Twitter

• 900 million people on Facebook

Deal Professionals IncreasinglyAble to Leverage This Trend….


As Conversations & Real-time Information Markets Form Online


Deals Are Moving Online With Them…

AxialMarket Total Deal Activity


Across Industries

AxialMarket Overall Industry Activity


And Within Niche Industry Sub-Sectors


Domestically & Increasingly Across the Globe


Network Activity, at Scale, Becomes A Data Source


These aren’t Local Businesses; These are Real Enterprises

AxialMarket Deal Activity > $30M-50M in Revenues


And The Buyers Are Going Where The Deals Are…

AxialMarket Pursuit Activity of Deals In Market


AxialMarket Messaging Activity Regarding Deals

And Finding New Ways to Connect & Share Information


Facilitating More Closed Deals That Originate Online

Transactions Recorded and Marked As “Completed”


It’s Not Just Happening on AxialMarket…


Deal Professionals Need to Decide….

Do I want to be “Stuffy Steve?”

“I only do deals with folks I’ve known”

“I already know everyone in my industry”

“We already see every deal that is worth anything”


“Building new relationships is core to my success”

“I will get the best deals for me and my company if people can easily find me and find out what we’re looking for”

“Getting the best deals is also about being an expert in that field, and

ensuring people know that about me”

Or “Harry the Hub”


If You’ve Decided You Want to be Harry, Here’s How to Get Started….

1. Figure out which online networks are relevant for you

2. Join the right ones

3. Begin building your presence and upload your transaction history

4. Clarify your focus, goals and expertise; the more proof (done deals, CEO testimonials), the better

5. Commit to it; understand that it is a channel and will take time to produce results

Author


A Quick Summary of the Landscape Pre-IPO

Technology Companies Secondary

SharesMinority, M&A,

& LBO Transactions for

Private Companies; All Industries

Seed-stage/ early

stage TECH deals


These Networks Work…


BUT….


Like Anywhere Else, There is No Silver Bullet

• Conferences will remain valuable

• In-person meetings will always be valuable

• Having lots of great and active relationships will always be valuable…

• There will always remain elements of luck and “right place, right time” in the private markets


Questions & Answers


Thank You

Stay tuned for our next webinar at:

www.firmex.com/company/events

Stay connected on other industry trends through our blog:

www.firmex.com/blog

Today’s recorded webinar & slides will be made available in a follow-up email shortly.

http://www.firmex.com/company/events

http://www.firmex.com/blog

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