Details of the challenges faced in conducting OuterBay OEM deal with a very large and well-established technologies from EMC. Describes the business of both companies, the history of their relationship, and initial discussions about the transaction OEM. Looks at the specific issues that have arisen in the course of future negotiations, including the distribution of income, limited duration, exclusivity, and account control. The negotiations dragged on for several months, with the two companies sharing 14 versions letter of intent. Director General OuterBay, Michael Howard, doubts that the deal will make or break the company. "Hide
by Mark Leslie, James Lattin, Alicia Seiger Source: Stanford Graduate School of Business 21 pages. Publication Date: February 1, 2005. Prod. #: E177-PDF-ENG
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