Buy ebook Ecosystem-led growth: a blueprint for sales and marketing success using the power of partn
Visit to download the full and correct content document: https://textbookfull.com/product/ecosystem-led-growth-a-blueprint-for-sales-and-mark eting-success-using-the-power-of-partnerships-1st-edition-moore/
More products digital (pdf, epub, mobi) instant download maybe you interests ...
The Marketing Performance Blueprint Strategies and Technologies to Build and Measure Business Success 1st Edition Paul Roetzer
Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada.
No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 750-4470, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permission.
Trademarks: Wiley and the Wiley logo are trademarks or registered trademarks of John Wiley & Sons, Inc. and/or its affiliates in the United States and other countries and may not be used without written permission. All other trademarks are the property of their respective owners. John Wiley & Sons, Inc. is not associated with any product or vendor mentioned in this book.
Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages. Further, readers should be aware that websites listed in this work may have changed or disappeared between when this work was written and when it is read. Neither the publisher nor authors shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages
For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002.
Wiley also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic formats. For more information about Wiley products, visit our web site at www.wiley.com.
Library of Congress Cataloging-in-Publication Data:
Names: Moore, Bob (Entrepreneur), author.
Title: Ecosystem-led growth : a blueprint for sales and marketing success using the power of partnerships / Bob Moore.
Description: Hoboken, New Jersey : Wiley, [2024] | Includes bibliographical references and index.
Identifiers: LCCN 2023050164 (print) | LCCN 2023050165 (ebook) | ISBN 9781394226832 (cloth) | ISBN 9781394226856 (adobe pdf) | ISBN 9781394226849 (epub)
Thanks for showing me how it's done—on and off the page.
Acknowledgments
My deepest gratitude goes out to the many writers, thinkers, and friends who contributed to the content of this book.
Thank you to the Crossbeam team for their tireless work in cataloging, documenting, and bringing to life the many stories that inspired and validated what you read in these pages. Jessica Rowe, Nick Beaulieu, Amy Rose, Jasmine Jenkins, Olivia Ramirez, Zoë Kelly, and Sean Blanda are among the many brilliant minds whose hard work helped bring this book to life. I'm also eternally grateful to my cofounder Buck Ryan for believing in our vision and making this all possible from day one.
To those who were kind and patient enough to offer feedback on early manuscripts, you are the real heroes. Thank you, Jake Stein, Martin Angert, Tom Basch, Allan Adler, Pete Cummings, Michal Filip Kowalik, Adam Kearney, Asher Mathew, Paul Campbell, Anna Weisman, and the others I surely forgot to mark down in processing the firehose of awesome feedback that helped shape this book.
I'd like to extend special thanks to the companies who agreed to share their stories, data, playbooks, and insights with us in order to pack the book with real-world examples and hard data. Crossbeam's tens of thousands of users have been our muses throughout this process.
You should also be asking every author in the world right now: “How much of this book was written by AI?” In this case, very little. ChatGPT was used for drafting and research in some sections of the book, but this content is first of its kind and informed by case studies and stories
that not even the AI language models have seen before. These thoughts are original—for now.
While this book will discuss legal issues that may arise in connection with ELG, this should not be confused with legal advice. This book is not legal advice, is not a contract, and does not create any legal rights or obligations. You should never make decisions about sharing data externally without the consent and support of your company's privacy, security, and compliance stakeholders.
Introduction
Most business books could have been a blog post. After nearly two decades in tech, I have reached a point of rolling my eyes at most “revolutionary advances” that come along. Most new product categories turn out to be little more than incremental features. Most new buzzwords are marketing-manufactured jargon that serve a company more than its customers.
And yet here I am, at the helm of a book promising all of those things. At long last, I'm witnessing a profound enough new movement that it overcomes my inner skeptic through raw evidence and sheer momentum.
It's called ecosystem-led growth (ELG), a revolutionary new go-to-market motion that focuses on partner ecosystems as the primary way to attract, convert, and grow customer relationships.
ELG turns your partner ecosystem into your company's most efficient and scalable source of revenue growth. As you'll see time and time again in the chapters ahead, the customer relationships it generates have higher contract values, close faster, see higher win rates, and expand more meaningfully over time. The companies embracing it are out-executing their competition at a blistering pace.
They are doing this by using modern account mapping methods (see Figure I.1), powered by ELG platforms such as Crossbeam, to unlock a powerful new data layer made up of intelligence, context, and next best actions from across your partner ecosystem.
This new wellspring of partner data and influence ripples into every stage of their revenue funnels:
You'll learn how ecosystem-led marketing is changing the way Stripe executives think about their funnel using ecosystem-qualified leads, Gainsight designs customer events by building curated audiences, and Okta Ventures moves the needle for its portfolio with qualified introductions (including a playbook that increased partner-influenced revenue from 3% to 80% of a company's new business in a single year).
FIGURE I.1 The account mapping matrix.
You'll get an inside look at how Braze, Fivetran, and many others have built an ecosystem-led sales motion inside of their revenue teams that use proprietary ecosystem intelligence, personalization, and co-selling playbooks to increase contract values, win at higher rates, and speed up deal cycles (including playbooks that have increased one company's close rates by 40%, grown its pipeline by 44%, and increased its average deal size by 50%).
You'll see how innovators such as RollWorks and Bombora have systematically infused ecosystem-led customer success to key parts of their post-sale customer experience, reducing churn and expanding revenue per account over time (including a playbook that decreased churn rates by 3.5x).
You'll learn how Gong, Intercom, and others have rolled out ELG playbooks to create a virtuous cycle of ecosystem development. These playbooks will show you how to prioritize partners, invest resources intelligently, and grow flourishing ecosystems at low cost and with lean teams.
The resulting map of ecosystem-led growth playbooks (see Figure I.2) will be our handy guide as we walk down your funnel, passing through your ecosystem at every step as it accrues even more scale and value to feed back into your company's growth.
The raw ingredients here are not new: partnerships, data, people, focus, and grit. What's new is the technology that pulls them together and the market moment that makes their potential so clear.
This book is being printed at a turbulent moment in economic history. In the early part of this decade, cheap capital and low interest rates from the pandemic era drove a bubble in the valuations (and burn rates) of growth-stage technology companies.
Just as rapidly, those valuations came crashing down, and those same companies were forced to quickly refocus on efficiency. The ensuing whiplash has led to the demise of many once-promising companies and made new superstars out of those that cracked the code of efficient growth. For most, however, unanswered questions about the best paths forward still remain.
Meanwhile, advances in artificial intelligence are undermining the strategies of old, making traditional growth playbooks commoditized at best and obsolete at worst. Add in the most complex regulatory, privacy, and security environment ever seen, and you have a market that will punish those who cannot adapt quickly.
FIGURE I.2 The ELG playbook map.
So what happens when the return on investment (ROI) on every growth playbook goes upside down, yet the market demands lean and profitable growth? You get a once-in-a-career market moment where only the strong will survive and the definition of every “best practice” for growing an enduring company will be rewritten.
Companies must now discover new avenues of growth that are proprietary to them and unable to be commoditized. These strategies must scale without a ceiling along with the
company's long-term trajectory. And they must be lean and efficient in how they deliver their results.
These new growth playbooks must be ecosystem-led.
In the chapters that follow, we'll dive into the origin of the ELG movement, the technology that paved the way, the market dynamics that make it so compelling, and the playby-play instructions for bringing ELG to life inside your organization.
You'll learn about how shifting paradigms of artificial intelligence, regulation, and data networks are rewiring old-school methods such as outbound sales, inbound marketing, sales intelligence, and targeted advertising.
You'll tap into never-before-shared data about how ELG networks have skyrocketed to global scale in the past five years, multiplying from nothing to tens of thousands of companies strong.
You'll learn how to overcome the objections of those who resist change and how to inspire confidence in the security and trust vectors that underlie any successful ELG strategy.
You'll see groundbreaking outcomes in sales efficiency, scalability, demand generation, churn reduction, and product-market fit, all told by the companies that experienced them.
I hope this book provides a glimpse into the excitement and passion that my team and I feel every single day as we work with tech leaders to bring ELG to life in their companies.
I'm thrilled to take you on this journey, and the best time to start is right now. So let's begin.
My $2.6 Billion Mistake
1 Muscle Memory and Scar Tissue
When people ask me why repeat start-up founders are more likely to succeed, I say it's because they've developed a healthy mix of muscle memory and scar tissue—and they're willing to admit which is which.
The muscle memory comes from discipline, routines, and skills that are finely tuned over tens of thousands of hours of execution. The scar tissue comes from being wrong. A lot. It builds up during the countless times when, despite all that hard work, everything still goes sideways.
I happen to have a scar bigger than the GDP of Belize.
In June of 2019, a headline flashed across my phone, and I knew one of my most serious business missteps had finally been realized: Google had purchased Looker for $2.6 billion.
Back when Looker was founded in 2012, I was already four years into building a business intelligence software company called RJMetrics. Looker quickly became our main competitor in the space. They had a great product, and their team was first-class. Even so, I was disappointed at the outcome: we had all of those things plus a four-year head start.
We ultimately sold RJMetrics to Magento in a modest transaction that was orders of magnitude away from the $2.6 billion windfall earned by Looker. What was the difference between our companies?
It's easy to blame the “muscle memory” stuff—they had more experienced founders and marquee investors, and they just executed better. All true, but were those factors
so much better than ours that it led to a 100x difference in outcome? No, there was something much bigger and more profound at play.
Understanding what happened, and the fundamental difference between RJMetrics and Looker, would take me on a fascinating journey of discovery and realization—one that led me to first encounter the ecosystem-led growth playbook and then laid the groundwork for Crossbeam itself.
A Revolution in Business Intelligence
This gets nerdy, but I promise the payoff is worth it. My journey in the world of business intelligence software is how the ecosystem-led growth playbook came to be.
Let's start at the beginning. If you rewind the clock just a decade or so, the analytics needs of a modern business operator were undergoing some major changes.
Take Dave Eisenberg, who in 2010 was chief of staff at an upstart e-commerce menswear shop called Bonobos. Like any smart leader, he wanted to understand his customer lifetime value (CLV) and calculate the return on investment (ROI) of his acquisition channels. To do this kind of analysis, he needed to use several sources of data:
Data from his ad networks to know how much Bonobos spent per click on different campaigns;
Data from his marketing platforms to know which emails were sent to which people at what times;
Data from his web analytics to tell him which visitors were referred from which sources;
Data from his shopping cart to tell him who bought what, when they did it, and how much they paid; and
Data from his payment provider to make sure he stripped out any discounts, refunds, or chargebacks.
None of these data sources could run the analysis Dave wanted on its own, because they were all “silos” that couldn't see into the other sources. Getting the answer meant that Dave needed to join all the data together in a separate, central location.
What Dave needed was called business intelligence (BI) software, a massive category that had existed for decades. Traditional BI software which was the only real option for most of its history—consisted of three important components, often bundled up and sold together by a single vendor:
1. Software to extract, transform, and load (ETL) data out of all those pesky platforms and into a new, central storage location;
2. A data warehouse the storage location in question able to handle tons of data (“big data” in early 2000s parlance) and answer analytical queries quickly; and
3. A reporting interface where you could build charts and dashboards that display the resulting data and are accessed by your business users.
Any viable business intelligence offering consisted of all three of these pieces in some form or another (see Figure 1.1). Together, they were a singular stack of technology and data, all in one place from one vendor, that allowed a company to be run in a data-driven way.
Because of the scale of data involved, most enterprise deployments had this software deployed “on premise” physically installed at the location of the business and its
end users. Players such as Microstrategy, Cognos, and Business Objects ruled the day.
FIGURE 1.1 Artwork from RJMetrics website, ca. 2011.
But Dave was trying to build a modern, web-first company. Plopping an expensive server on premise and running desktop software to crunch his data felt like an anachronism. This was especially true in a moment when the shockwaves of the Great Financial Crisis were still affecting the start-up funding environment and upstarts such as Bonobos needed to squeeze as much capital efficiency out of their operations as possible.
It was use cases like Dave's that gave us the idea for RJMetrics. My cofounder Jake Stein and I dreamed of taking the classic on-premise BI paradigms and reinventing them in the cloud.
Your ETL scripts? We'll run them on our servers and have them extract your data from the most widely used online
tools to allow for analysis on our platform.
Your data warehouse? We can spin up a free open source database called MySQL, host it for you on a server that we manage, and optimize it to run fast analytical queries.
Your reporting layer? Forget finicky desktop software that has to be installed on every client machine. You'll be able to log in from any web browser and create, manage, and distribute the charts and dashboards that make your business tick.
Jake and I quit our jobs in 2008, and RJMetrics was born. Dave at Bonobos became one of our first 10 customers, and hundreds more would soon follow.
The Rollercoaster of Product-Market Fit
Product-market fit (PMF) is the promised land for startups. It's that moment at which you have a product that lines up so perfectly with what the market wants and needs that the demand becomes organic and undeniable, yielding you the makings of unstoppable growth. PMF can't be faked, and no meaningful company can be built without first finding it.
In our early days at RJMetrics, we were inspired by start-up blogger Eric Reis, who preached the virtues of an efficient “build, measure, learn” cycle for navigating to success. (Reis would later coin the term The Lean Startup and author a legendary book of the same name.)
Our lean start-up journey took nearly two years of diligent work and iteration, but it paid off. By 2010, we found our product-market fit (see Figure 1.2).
The deals and the dollars came pouring in faster than we could process them. Our software was flying off the shelves, used by virtually every high-growth e-commerce company in the world. From Bonobos to Fab.com to Rent the Runway and hundreds of others, RJMetrics was ubiquitous among the jet set of next-generation commerce. Until it wasn't.
We learned a key lesson about product-market fit the hard way. Achieving PMF is not just about iterating on your product; it's also about keeping your product in sync with the market. If the market moves, but your product doesn't move with it, you can lose your fit, and your growth will stop.
At RJMetrics, we got so blinded by the demand for our product that we didn't see a more meaningful evolution in our space happening right underneath our feet. In a span of just a few years, we went from ahead of the times to strong PMF to behind the times (see Figure 1.3). By the time we were ready to admit it, we had already lost.
FIGURE 1.2 RJMetrics revenue and customer growth: the bootstrap years.
FIGURE 1.3 In product-market fit, the market moves too.
So what happened? What could possibly change a market so radically that an emerging leader could lose its mojo in such a short period of time?
The era of the ecosystem came to our space. And we didn't get on board.
Another random document with no related content on Scribd:
coming, Stephen—we are still coming on, and our name is legion— you dare not disown us!’ She raised her arms, trying to ward them off, but they closed in and in: ‘You dare not disown us!’
They possessed her. Her barren womb became fruitful—it ached with its fearful and sterile burden. It ached with the fierce yet helpless children who would clamour in vain for their right to salvation. They would turn first to God, and then to the world, and then to her. They would cry out accusing: ‘We have asked for bread; will you give us a stone? Answer us: will you give us a stone? You, God, in Whom we, the outcast, believe; you, world, into which we are pitilessly born; you, Stephen, who have drained our cup to the dregs—we have asked for bread; will you give us a stone?’
And now there was only one voice, one demand; her own voice into which those millions had entered. A voice like the awful, deep rolling of thunder; a demand like the gathering together of great waters. A terrifying voice that made her ears throb, that made her brain throb, that shook her very entrails until she must stagger and all but fall beneath this appalling burden of sound that strangled her in its will to be uttered.
‘God,’ she gasped, ‘we believe; we have told You we believe . . . We have not denied You, then rise up and defend us. Acknowledge us, oh God, before the whole world. Give us also the right to our existence!’
THE END
TRANSCRIBER NOTES
Misspelled words and printer errors have been corrected. Where multiple spellings occur, majority use has been employed.
Punctuation has been maintained except where obvious printer errors occur.
Book name and author have been added to the original book cover. The resulting cover is placed in the public domain.
[The end of The Well of Loneliness by Radclyffe Hall]
*** END OF THE PROJECT GUTENBERG EBOOK THE WELL OF LONELINESS ***
Updated editions will replace the previous one—the old editions will be renamed.
Creating the works from print editions not protected by U.S. copyright law means that no one owns a United States copyright in these works, so the Foundation (and you!) can copy and distribute it in the United States without permission and without paying copyright royalties. Special rules, set forth in the General Terms of Use part of this license, apply to copying and distributing Project Gutenberg™ electronic works to protect the PROJECT GUTENBERG™ concept and trademark. Project Gutenberg is a registered trademark, and may not be used if you charge for an eBook, except by following the terms of the trademark license, including paying royalties for use of the Project Gutenberg trademark. If you do not charge anything for copies of this eBook, complying with the trademark license is very easy. You may use this eBook for nearly any purpose such as creation of derivative works, reports, performances and research. Project Gutenberg eBooks may be modified and printed and given away—you may do practically ANYTHING in the United States with eBooks not protected by U.S. copyright law. Redistribution is subject to the trademark license, especially commercial redistribution.
START: FULL LICENSE
THE FULL PROJECT GUTENBERG LICENSE
PLEASE READ THIS BEFORE YOU DISTRIBUTE OR USE THIS WORK
To protect the Project Gutenberg™ mission of promoting the free distribution of electronic works, by using or distributing this work (or any other work associated in any way with the phrase “Project Gutenberg”), you agree to comply with all the terms of the Full Project Gutenberg™ License available with this file or online at www.gutenberg.org/license.
Section 1. General Terms of Use and Redistributing Project Gutenberg™ electronic works
1.A. By reading or using any part of this Project Gutenberg™ electronic work, you indicate that you have read, understand, agree to and accept all the terms of this license and intellectual property (trademark/copyright) agreement. If you do not agree to abide by all the terms of this agreement, you must cease using and return or destroy all copies of Project Gutenberg™ electronic works in your possession. If you paid a fee for obtaining a copy of or access to a Project Gutenberg™ electronic work and you do not agree to be bound by the terms of this agreement, you may obtain a refund from the person or entity to whom you paid the fee as set forth in paragraph 1.E.8.
1.B. “Project Gutenberg” is a registered trademark. It may only be used on or associated in any way with an electronic work by people who agree to be bound by the terms of this agreement. There are a few things that you can do with most Project Gutenberg™ electronic works even without complying with the full terms of this agreement. See paragraph 1.C below. There are a lot of things you can do with Project Gutenberg™ electronic works if you follow the terms of this agreement and help preserve free future access to Project Gutenberg™ electronic works. See paragraph 1.E below.
1.C. The Project Gutenberg Literary Archive Foundation (“the Foundation” or PGLAF), owns a compilation copyright in the collection of Project Gutenberg™ electronic works. Nearly all the individual works in the collection are in the public domain in the United States. If an individual work is unprotected by copyright law in the United States and you are located in the United States, we do not claim a right to prevent you from copying, distributing, performing, displaying or creating derivative works based on the work as long as all references to Project Gutenberg are removed. Of course, we hope that you will support the Project Gutenberg™ mission of promoting free access to electronic works by freely sharing Project Gutenberg™ works in compliance with the terms of this agreement for keeping the Project Gutenberg™ name associated with the work. You can easily comply with the terms of this agreement by keeping this work in the same format with its attached full Project Gutenberg™ License when you share it without charge with others.
1.D. The copyright laws of the place where you are located also govern what you can do with this work. Copyright laws in most countries are in a constant state of change. If you are outside the United States, check the laws of your country in addition to the terms of this agreement before downloading, copying, displaying, performing, distributing or creating derivative works based on this work or any other Project Gutenberg™ work. The Foundation makes no representations concerning the copyright status of any work in any country other than the United States.
1.E. Unless you have removed all references to Project Gutenberg:
1.E.1. The following sentence, with active links to, or other immediate access to, the full Project Gutenberg™ License must appear prominently whenever any copy of a Project Gutenberg™ work (any work on which the phrase “Project Gutenberg” appears, or with which the phrase “Project
Gutenberg” is associated) is accessed, displayed, performed, viewed, copied or distributed:
This eBook is for the use of anyone anywhere in the United States and most other parts of the world at no cost and with almost no restrictions whatsoever. You may copy it, give it away or re-use it under the terms of the Project Gutenberg License included with this eBook or online at www.gutenberg.org. If you are not located in the United States, you will have to check the laws of the country where you are located before using this eBook.
1.E.2. If an individual Project Gutenberg™ electronic work is derived from texts not protected by U.S. copyright law (does not contain a notice indicating that it is posted with permission of the copyright holder), the work can be copied and distributed to anyone in the United States without paying any fees or charges. If you are redistributing or providing access to a work with the phrase “Project Gutenberg” associated with or appearing on the work, you must comply either with the requirements of paragraphs 1.E.1 through 1.E.7 or obtain permission for the use of the work and the Project Gutenberg™ trademark as set forth in paragraphs 1.E.8 or 1.E.9.
1.E.3. If an individual Project Gutenberg™ electronic work is posted with the permission of the copyright holder, your use and distribution must comply with both paragraphs 1.E.1 through 1.E.7 and any additional terms imposed by the copyright holder. Additional terms will be linked to the Project Gutenberg™ License for all works posted with the permission of the copyright holder found at the beginning of this work.
1.E.4. Do not unlink or detach or remove the full Project Gutenberg™ License terms from this work, or any files containing a part of this work or any other work associated with Project Gutenberg™.
1.E.5. Do not copy, display, perform, distribute or redistribute this electronic work, or any part of this electronic work, without prominently displaying the sentence set forth in paragraph 1.E.1 with active links or immediate access to the full terms of the Project Gutenberg™ License.
1.E.6. You may convert to and distribute this work in any binary, compressed, marked up, nonproprietary or proprietary form, including any word processing or hypertext form. However, if you provide access to or distribute copies of a Project Gutenberg™ work in a format other than “Plain Vanilla ASCII” or other format used in the official version posted on the official Project Gutenberg™ website (www.gutenberg.org), you must, at no additional cost, fee or expense to the user, provide a copy, a means of exporting a copy, or a means of obtaining a copy upon request, of the work in its original “Plain Vanilla ASCII” or other form. Any alternate format must include the full Project Gutenberg™ License as specified in paragraph 1.E.1.
1.E.7. Do not charge a fee for access to, viewing, displaying, performing, copying or distributing any Project Gutenberg™ works unless you comply with paragraph 1.E.8 or 1.E.9.
1.E.8. You may charge a reasonable fee for copies of or providing access to or distributing Project Gutenberg™ electronic works provided that:
• You pay a royalty fee of 20% of the gross profits you derive from the use of Project Gutenberg™ works calculated using the method you already use to calculate your applicable taxes. The fee is owed to the owner of the Project Gutenberg™ trademark, but he has agreed to donate royalties under this paragraph to the Project Gutenberg Literary Archive Foundation. Royalty payments must be paid within 60 days following each date on which you prepare (or are legally required to prepare) your periodic tax returns. Royalty payments should be clearly marked as such and sent to the Project Gutenberg Literary Archive Foundation at the address specified in Section 4, “Information
about donations to the Project Gutenberg Literary Archive Foundation.”
• You provide a full refund of any money paid by a user who notifies you in writing (or by e-mail) within 30 days of receipt that s/he does not agree to the terms of the full Project Gutenberg™ License. You must require such a user to return or destroy all copies of the works possessed in a physical medium and discontinue all use of and all access to other copies of Project Gutenberg™ works.
• You provide, in accordance with paragraph 1.F.3, a full refund of any money paid for a work or a replacement copy, if a defect in the electronic work is discovered and reported to you within 90 days of receipt of the work.
• You comply with all other terms of this agreement for free distribution of Project Gutenberg™ works.
1.E.9. If you wish to charge a fee or distribute a Project Gutenberg™ electronic work or group of works on different terms than are set forth in this agreement, you must obtain permission in writing from the Project Gutenberg Literary Archive Foundation, the manager of the Project Gutenberg™ trademark. Contact the Foundation as set forth in Section 3 below.
1.F.
1.F.1. Project Gutenberg volunteers and employees expend considerable effort to identify, do copyright research on, transcribe and proofread works not protected by U.S. copyright law in creating the Project Gutenberg™ collection. Despite these efforts, Project Gutenberg™ electronic works, and the medium on which they may be stored, may contain “Defects,” such as, but not limited to, incomplete, inaccurate or corrupt data, transcription errors, a copyright or other intellectual property infringement, a defective or damaged disk or other
medium, a computer virus, or computer codes that damage or cannot be read by your equipment.
1.F.2. LIMITED WARRANTY, DISCLAIMER OF DAMAGESExcept for the “Right of Replacement or Refund” described in paragraph 1.F.3, the Project Gutenberg Literary Archive Foundation, the owner of the Project Gutenberg™ trademark, and any other party distributing a Project Gutenberg™ electronic work under this agreement, disclaim all liability to you for damages, costs and expenses, including legal fees. YOU AGREE THAT YOU HAVE NO REMEDIES FOR NEGLIGENCE, STRICT LIABILITY, BREACH OF WARRANTY OR BREACH OF CONTRACT EXCEPT THOSE PROVIDED IN PARAGRAPH
1.F.3. YOU AGREE THAT THE FOUNDATION, THE TRADEMARK OWNER, AND ANY DISTRIBUTOR UNDER THIS AGREEMENT WILL NOT BE LIABLE TO YOU FOR ACTUAL, DIRECT, INDIRECT, CONSEQUENTIAL, PUNITIVE OR INCIDENTAL DAMAGES EVEN IF YOU GIVE NOTICE OF THE POSSIBILITY OF SUCH DAMAGE.
1.F.3. LIMITED RIGHT OF REPLACEMENT OR REFUND - If you discover a defect in this electronic work within 90 days of receiving it, you can receive a refund of the money (if any) you paid for it by sending a written explanation to the person you received the work from. If you received the work on a physical medium, you must return the medium with your written explanation. The person or entity that provided you with the defective work may elect to provide a replacement copy in lieu of a refund. If you received the work electronically, the person or entity providing it to you may choose to give you a second opportunity to receive the work electronically in lieu of a refund. If the second copy is also defective, you may demand a refund in writing without further opportunities to fix the problem.
1.F.4. Except for the limited right of replacement or refund set forth in paragraph 1.F.3, this work is provided to you ‘AS-IS’, WITH NO OTHER WARRANTIES OF ANY KIND, EXPRESS
OR IMPLIED, INCLUDING BUT NOT LIMITED TO WARRANTIES OF MERCHANTABILITY OR FITNESS FOR ANY PURPOSE.
1.F.5. Some states do not allow disclaimers of certain implied warranties or the exclusion or limitation of certain types of damages. If any disclaimer or limitation set forth in this agreement violates the law of the state applicable to this agreement, the agreement shall be interpreted to make the maximum disclaimer or limitation permitted by the applicable state law. The invalidity or unenforceability of any provision of this agreement shall not void the remaining provisions.
1.F.6. INDEMNITY - You agree to indemnify and hold the Foundation, the trademark owner, any agent or employee of the Foundation, anyone providing copies of Project Gutenberg™ electronic works in accordance with this agreement, and any volunteers associated with the production, promotion and distribution of Project Gutenberg™ electronic works, harmless from all liability, costs and expenses, including legal fees, that arise directly or indirectly from any of the following which you do or cause to occur: (a) distribution of this or any Project Gutenberg™ work, (b) alteration, modification, or additions or deletions to any Project Gutenberg™ work, and (c) any Defect you cause.
Section 2. Information about the Mission of Project Gutenberg™
Project Gutenberg™ is synonymous with the free distribution of electronic works in formats readable by the widest variety of computers including obsolete, old, middle-aged and new computers. It exists because of the efforts of hundreds of volunteers and donations from people in all walks of life.
Volunteers and financial support to provide volunteers with the assistance they need are critical to reaching Project
Gutenberg™’s goals and ensuring that the Project Gutenberg™ collection will remain freely available for generations to come. In 2001, the Project Gutenberg Literary Archive Foundation was created to provide a secure and permanent future for Project Gutenberg™ and future generations. To learn more about the Project Gutenberg Literary Archive Foundation and how your efforts and donations can help, see Sections 3 and 4 and the Foundation information page at www.gutenberg.org.
Section 3. Information about the Project Gutenberg Literary Archive Foundation
The Project Gutenberg Literary Archive Foundation is a nonprofit 501(c)(3) educational corporation organized under the laws of the state of Mississippi and granted tax exempt status by the Internal Revenue Service. The Foundation’s EIN or federal tax identification number is 64-6221541. Contributions to the Project Gutenberg Literary Archive Foundation are tax deductible to the full extent permitted by U.S. federal laws and your state’s laws.
The Foundation’s business office is located at 809 North 1500 West, Salt Lake City, UT 84116, (801) 596-1887. Email contact links and up to date contact information can be found at the Foundation’s website and official page at www.gutenberg.org/contact
Section 4. Information about Donations to the Project Gutenberg Literary Archive Foundation
Project Gutenberg™ depends upon and cannot survive without widespread public support and donations to carry out its mission of increasing the number of public domain and licensed works that can be freely distributed in machine-readable form
accessible by the widest array of equipment including outdated equipment. Many small donations ($1 to $5,000) are particularly important to maintaining tax exempt status with the IRS.
The Foundation is committed to complying with the laws regulating charities and charitable donations in all 50 states of the United States. Compliance requirements are not uniform and it takes a considerable effort, much paperwork and many fees to meet and keep up with these requirements. We do not solicit donations in locations where we have not received written confirmation of compliance. To SEND DONATIONS or determine the status of compliance for any particular state visit www.gutenberg.org/donate.
While we cannot and do not solicit contributions from states where we have not met the solicitation requirements, we know of no prohibition against accepting unsolicited donations from donors in such states who approach us with offers to donate.
International donations are gratefully accepted, but we cannot make any statements concerning tax treatment of donations received from outside the United States. U.S. laws alone swamp our small staff.
Please check the Project Gutenberg web pages for current donation methods and addresses. Donations are accepted in a number of other ways including checks, online payments and credit card donations. To donate, please visit: www.gutenberg.org/donate.
Section 5. General Information About Project Gutenberg™ electronic works
Professor Michael S. Hart was the originator of the Project Gutenberg™ concept of a library of electronic works that could be freely shared with anyone. For forty years, he produced and
distributed Project Gutenberg™ eBooks with only a loose network of volunteer support.
Project Gutenberg™ eBooks are often created from several printed editions, all of which are confirmed as not protected by copyright in the U.S. unless a copyright notice is included. Thus, we do not necessarily keep eBooks in compliance with any particular paper edition.
Most people start at our website which has the main PG search facility: www.gutenberg.org.
This website includes information about Project Gutenberg™, including how to make donations to the Project Gutenberg Literary Archive Foundation, how to help produce our new eBooks, and how to subscribe to our email newsletter to hear about new eBooks.
