Jumpstart Summit: A Working Conference

February 25-26, 2014 Kinetic GroupTampa FL and AESA

Welcome!Lee Warne, AESA’s Executive Director

Session 1: Context and Partnership Framework

The Context: Forces bringing ESAs and

companies together

Co-creating a Value Chain

Problem Formulation

Design and Development

Sales and Delivery

ESAs

Startups

Early Insights

Problem Formulation

Design & Development

Sales & Delivery

Mutual Value

Successful Practices (2-4)

Cautions (2-4)

Session 2: Partnering in Design and

Development

A Balancing Act

Cooperate

Share Revenu

e

Role of Differentiation

What set of conditions or indicators would suggest potential for successful

partnership in design and development?

Successful Financial Models for Partnering in Design &

Development

ESA Gives and Gets

Company Gives and

Gets

Financial Arrangement

Other Agreements

$

Session 3: Partnering in Sales and Delivery

Sales & Delivery…the Details

Selling

Finding, qualifying, and contracting with customers

Delivering

Fulfilling orders (product)

Providing direct service

Supporting

InstallationTrainingTroubleshooting… and More

Mis-matched expectations

End of Day One

Wrap-up

Logistics

Welcome to Day Two!

Reflections

Wrap up partnering opportunities for problem formulation

Pitch and Catch – two rounds

Capstones

Close, Adjourn

Jumpstart Summit

Think and Wonder: Based on Yesterday’s

Work, I think… I wonder…

Session 4: Partnering in Problem Formulation

Co-creating a Value Chain

Problem Formulation

Design and Development

Sales and Delivery

ESAs

Startups

Pitch and Catch

Purpose – think concretely about partnerships based on specific products and services

Process (Two rounds) Each company presents its

product or service offering to ESA colleaguesWork together to generate multiple ideas for

partnerships. Be as specific as possible (step in the value chain, possible financial and other agreements, etc.)

Capstone Choice

Write a set of 7-10 guidelines to guide colleagues in establishing effective ESA/company partnerships.

Design a national structure that enables ESAs to provide market information to companies. What would motivate the parties to participate?

OR