Nikko needed to align their new organization with the existing VC ecosystem
Nikko Securities announced the formation of a new U.S.-based organization, EnCompass Group Inc., to help emerging software companies successfully adapt and sell their products in Japan.
To ensure the success of that new organization, Warren Schirtzinger introduced Nikko’s management team to all of the successful and high profile venture capital firms in the Northwest. He then provided a blueprint of typical software-startup funding practices, along with a comprehensive compensation survey.
A well-executed corporate communications program was designed so Nikko could proactively manage or address all of the issues outlined above. In creating such a program, several specific tasks had to be completed in a timely fashion to maximize the effectiveness of Nikko’s communications activities:
First, Nikko had to establish relationships with the leading venture capital firms right away.
Second, it was vitally important to develop crystal clear positioning messages and identify the key individuals who need to understand the messages when they are communicated.
Third, once Nikko began communicating with members of the investment community, it was important to plan ways to maintain ongoing contact with each group, and not appear to fade away as many new ventures have.
Given these requirements for success, High Tech Strategies, Inc. recommended an approach to ecosystem alignment made up of the following steps:
The first step was to develop contacts and references in the venture capital community several weeks before making a formal announcement to the press. This started with making contact and meeting with leading venture capital firms in the Northwest as well as California. The goal was to work toward establishing relationships with a key members of the VC community so that they can act as a positive reference during the formal announcement to the press.
Second, High Tech Strategies prepared all of the necessary introductory materials—positioning messages, backgrounders, presentation outline, question & answer document, etc.— as well as set up one-on-one meetings with selected VCs. High Tech Strategies also prepared and selectively distributed an information packet to influential members of the investment community, prior to announcement.
And third, Warren and his colleagues provided information, counsel and support for Nikko’s early-term needs. This included research data from salary and compensation surveys, and systematic testing of how well various external audiences understand Nikko’s mission.