CHAPTER 23
KEEPING THE DEAL
WHEN PEOPLE TALK about pitching and closing deals, they focus first on making the pitch and then on closing the deal. But once the deal is closed, they assume that all the work on that deal is complete. Quite the contrary! Closing the deal is just the end of the beginning; keeping the deal and maintaining the partnership are just as critical to ensuring the success of the arrangement and its benefits to your company.
Keeping the deal can be loosely defined as ensuring that the product integration, launch partnership, or monetization strategy is actually implemented in the manner that the deal closing specified. As we described in Chapter 8, “APIs and BD,” this ordinarily involves heavy lifting on the part of a developer ...
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