{"podcast":{"title":"Business Development with Fexingo: Partnerships, BD, and Strategic Growth Conversations","slug":"business-development-with-fexingo-partnerships-bd-and-strategic-growth-conversations-7871707","podcast_index_feed_id":7871707,"rss_url":"https://feeds.fexingo.com/business/business-development.xml","website_url":"https://www.fexingo.com/","image_url":"https://audio.fexingo.com/business/business-development/cover.png","author":"Fexingo","episode_count":121,"summary":"Lucas and Luna convene in Fexingo's glass tower lobby to dissect the mechanics of business development: the art of forging partnerships, navigating B2B sales cycles, and scaling through strategic alliances. Each episode centers on a single case study — a biotech licensing deal, a co-marketing agreement between SaaS rivals, a university-corporate research collaboration — and reverse-engineers the negotiation, the stakeholder alignment, and the missteps that nearly killed it. Lucas, a former BD director, presses for granular detail: upfront fees, revenue splits, termination clauses. Luna, a startup operator turned strategist, pushes back on theory with real-world constraints: board politics, cash flow timing, integration risk. Together they map the gap between handshake and signature. This show is for founders, corporate development officers, and partnership managers who know that a deal's value lives in its structure, not its announcement. Expect no platitudes about 'win-win' — only the ledger of concessions, the cold emails that got replies, and the exit clauses that saved a company. What does a successful partnership actually look like on the other side of the press release? Luca…","last_synced_at":"2026-07-18T12:20:34.699462+00:00","page_url":"https://stenobird.com/podcast/business-development-with-fexingo-partnerships-bd-and-strategic-growth-conversations-7871707"},"episode":{"title":"How OpenTable Built a Restaurant Partner Ecosystem","slug":"how-opentable-built-a-restaurant-partner-ecosystem","published_at":"2026-07-07T05:52:38+00:00","page_url":"https://stenobird.com/podcast/business-development-with-fexingo-partnerships-bd-and-strategic-growth-conversations-7871707/how-opentable-built-a-restaurant-partner-ecosystem","show_page_url":"https://stenobird.com/podcast/business-development-with-fexingo-partnerships-bd-and-strategic-growth-conversations-7871707","url":"https://audio.fexingo.com/business/business-development/episode-0098.mp3","audio_url":"https://audio.fexingo.com/business/business-development/episode-0098.mp3","summary":"In this episode of Fexingo Business, Lucas and Luna break down how OpenTable built the restaurant industry's dominant reservation and partnership ecosystem. They trace its journey from a single San Francisco restaurant in 1998 to powering over 55,000 dining venues worldwide. The hosts dissect the critical chicken-and-egg problem OpenTable faced—restaurants wouldn't join without diners, and diners wouldn't use the platform without restaurants—and how the company solved it by deploying free tablets to top eateries. They examine OpenTable's tiered partnership model, from basic listing to premium marketing packages that drive incremental covers, and how the network effect made each new restaurant and diner more valuable. Lucas highlights the data moat: OpenTable's decade of dining behavior allows it to predict a restaurant's nightly shortfall and offer targeted promotions. The conversation also covers the post-COVID pivot, with OpenTable adding waitlist, takeout, and contactless payment features to help partners survive. They close by considering whether the network effect is durable enough to fend off newer competitors like Resy and Yelp Reservations. For listeners interested in marketplace dynamics, two-sided platforms, or hospitality tech, this episode unpacks what it really takes to build a partnership ecosystem where supply and demand depend on each other. #OpenTable #RestaurantEcosystem #PartnershipStrategy #TwoSidedMarketplace #NetworkEffects #HospitalityTech #ReservationPlatform #ChickenAndEgg #DataMoat #DiningIndustry #BusinessDevelopment #PlatformBusiness #MarketingPartnerships #PostCOVIDPivot #TechEcosystems #Business #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo","meta_description":"In this episode of Fexingo Business, Lucas and Luna break down how OpenTable built the restaurant industry's dominant reservation and partnership ecosyste…","key_points":[],"chapters":[],"topics":[],"duration_seconds":584,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/business-development-with-fexingo-partnerships-bd-and-strategic-growth-conversations-7871707/episodes/how-opentable-built-a-restaurant-partner-ecosystem/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/business-development-with-fexingo-partnerships-bd-and-strategic-growth-conversations-7871707/how-opentable-built-a-restaurant-partner-ecosystem.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}