Horizons: Empire of Istaria Sale Interview
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Q: How did the process go that ultimately led to the agreement? What were the major obstacles that both sides had to surmount?
A: While I mentioned that our investor started the sales process in the spring, it wasn't until E3 this May that we first met with EI Interactive. A consultant for the investor brought EI Interactive to the E3 meeting. Due to their brief available time at E3, our first meeting was short and terse, and we didn't reach much agreement other than to continue to explore a relationship. The investor's representatives pursued this relationship, and EI Interactive began their due diligence, and over the month of June, sporadic communication occurred. By July, we were in much more active communication and were negotiating the terms of a contract.
The biggest obstacle from Tulga's perspective was understanding exactly what EI Interactive wished to do with Horizons. Yes, they wanted to buy it, but what did they want to do with it? At the time of negotiations, our interpretation of their intent was that they would treat Horizons in much the same manner as their other property, Savage Eden, with an operational staff responsible for customer support and GM- / volunteer-led events. As we went through the negotiations and up to today, we were able to explain the need for development, not just operations, and EI has responded within a growing appreciation for the complexity that development entails.
