18-0862 Related Santa Clara-red

WORKPLACE / LIFESPACE

PRESENTED BY Joe Kelly // Executive Managing Director // CA RE License #01420963
Phil Mahoney // Executive Vice Chairman // CA RE License #00834704 Julia Szabo // Brokerage Services Specialist // CA RE License #01365162
John Yandle // Executive Vice President // CA RE License #00884818

01 02 03 04 05 06 Why Newmark Knight
Frank
Case
Studies
Silicon Valley
Market
Marketing
Components
Marketing
Strategy

The Team

01 The Team
Marketing Strategy
Marketing Components

Silicon Valley Market

Case Studies

Why Newmark Knight Frank

Phil Mahoney John Yandle Julia Szabo

Executive Executive Brokerage
Vice Chairman Vice President Services Specialist

Joe Kelly

Executive
Managing Director

22 million 419 $9.5 billion 2,980 IntroducTteiaomn

Square Feet Sales Total Dollar Value of Total # of In Silicon Valley, Newmark Knight Frank was
Leased Transactions Transactions Transactions 70.2%involved in
of all new 2017 office and

R&D leases of more than 100,000 square feet.

Team Leadership Support
Organizational
Chart Chuck Seufferlein

Project Team President
Northwest Region
Phil Mahoney John Yandle Joe Kelly Julia Szabo
Barry M. Gosin
Executive Vice Chairman Executive Vice President Executive Managing Director Brokerage Services Specialist
Chief Executive Officer
TEAM LEADER

Peter Jograj Candice Liu Bonnie Readd

Director of Marketing Creative Director Vice President
Northwestern Region Northwestern Region Northern California Research

Howard Lutnick

Chairman and Chief Executive Officer

Phil Newmark Knight Frank Executive Vice Chairman Phil Mahoney is one of the
Mahoney most successful commercial real estate brokers in Northern California. He
brings to his clients a unique understanding, perspective and awareness of
Executive Vice Chairman the successful technology markets serving the Silicon Valley, and has for
more than 36 years.
“36years of In 1992, Mr. Mahoney was appointed senior vice president and manager of
experience the firm's Santa Clara office. He left his managerial post in the fall of 1995
Office Leasing and Sales to become a partner and director. He currently helps lead its Corporate
R&D Leasing and Sales and Institutional Services Group.
Industrial Leasing and Sales Mr. Mahoney has been among Newmark Knight Frank's top five producers
since 1982. He has negotiated over 1,100 transactions totaling more than 80
Mr. Mahoney earned his million square feet of space valued at over $20 billion. Mr. Mahoney was
degree in economics at named a national "Top 100 Corporate Real Estate Executive" for 2018.
Stanford University. His
education and experience in “ Clients have relied heavily upon Mr. Mahoney's expertise and comprehensive
the intensely competitive understanding not only of the marketplace, but also of the real estate process
world of intercollegiate as a whole. In addition to his successes in the leasing market, Mr. Mahoney has
athletics helped prepare sold numerous buildings, and has been involved in some of the most significant
him for his career in purchases of commercial/industrial property in the history of Silicon Valley. Mr.
commercial brokerage. Mahoney was instrumental in concluding the largest office deal ever in the U.S.,
a 2 million-square-foot office lease.

Tenacious and dedicated, Mr. Mahoney counts among his clients Fortune 500 firms
seeking to expand, as well as start-up companies looking for their first facility.

Partial Client List  Silicon Graphics, Inc. (SGI)
 SoftBank
 eHealth  Taiwan Semiconductor Manufacturing
 GoPro
 Network Appliance Company Ltd. (TSMC)
 ROKU

Professional Achievements

 Number One Broker for all of Silicon Valley, San Jose Business Journal, 1999 to
2001, 2004, 2006, 2007 and from 2010 to 2016

 Silicon Valley Dealmaker of the Year, San Jose Mercury News, 2012, 2014
 Top Producer in Silicon Valley by square footage, 1995 to 2000, 2006, 2011, 2012,

2014 and 2016 (with more than 1.6 million, 1.8 million, 1.8 million, 1.6 million, 2.4
million, 6.0 million, 3.8 million, 4.5 million, 3.6 million and 4.8 million square feet,
respectively)
 Top Producer for Newmark, nationally, 2016
 Top Three Producer Nationwide, 2011 and 2015
 Top Producer Nationwide, 2000 (more than 6.0 million square feet of transactions
totaling $2.8 billion)
 Youngest Broker inducted into the Association of Silicon Valley Brokers (ASVB) Hall
of Fame, 1994
 17-time ASVB Broker of the Year; nominee for 19 straight years

John “ John Yandle is the Executive Vice President of the Santa Clara office of
Yandle Newmark Knight Frank. Mr. Yandle has previously represented major users
and landlords in their acquisition and disposition assignments, specializing in
Executive Vice President R&D, office, and land transactions. He has long-term relationships with
Silicon Valley owners, developers and city officials.
“33 years of During his 33 years with Newmark Knight Frank, Cushman & Wakefield and
experience CBRE, Mr. Yandle has leased and sold more than 24 million square feet
Land Sales valued at approximately $3.8 billion. He has extensive major account
Office Leasing and Sales experience, including regional and national assignments with Bank of
R&D Leasing and Sales America, NT&SA, Advanced Micro Devices and Abbott Labs, performing and
Value Add Redevelopment coordinating all efforts in the transaction process from financial analysis to
project management and lease administration. Mr. Yandle was named Broker
Mr. Yandle holds a Bachelor of the Year four times by CBRE, which also recognized him as one of its top
of Arts degree in economics 3% brokers nationally.
from Stanford University,
where he graduated in the Partial Client List  Microsoft Corporation
top 15% of his class.  National Instruments
 Abbott Laboratories  Phillips Electronics
 Apple  Orchard Therapeutics
 Sobrato Organization  Tesla Motors
 Hudson Pacific
 Steelwave

Professional Achievements

 President of the Association of Silicon Valley Brokers (ASVB), 2001, 2004, 2005, 2012,
and 2018.

 Mike Murphy Award, Association of Silicon Valley Brokers (ASVB), 2010. This award
acknowledges exemplary community services work and a significant contribution in
leadership and integrity in the Brokerage community

 Batting Practice Pitcher for the San Francisco Giants baseball team (1985 – Present)

Joe “ Joe Kelly, is an Executive Managing Director in the Santa Clara office for
Kelly Newmark Knight Frank, focusing on agency leasing and sales of office, R&D
and industrial properties throughout Silicon Valley. Previously, Mr. Kelly
Executive Managing Director worked as a senior vice president with CBRE in its Palo Alto and San Jose
offices.
“16 years of
experience Career Transaction Performance
Landlord Representation
Office/R&D  714 transactions
Industrial  $3.25 billion cumulative transaction consideration
Land  20.1 million square feet of leasing
 17.1 million square feet of investment sales
Mr. Kelly graduated magna  7.4 million square feet of owner occupied
cum laude from the
Metropolitan State College Partial Client List  Lift Partners
of Denver with a Bachelor of  Menlo Equities
Science degree in  Bixby Land Company  Natus Medical
management. He was also  BlackRock  Newcastle Partners
named 2002 Business  Blackstone  Orchard Partners
School Student of the Year  Blox Ventures  Overton Moore Properties
and was a member of the  Clarion Partners  Pacific Coast Capital Partners
2002 NCAA Division II  DivcoWest  Prologis
National Championship  Fosun  Ridge Capital Investors
basketball team.  Harvest Properties  Rockpoint
 Hudson Pacific Properties  Stockbridge Capital Partners
 Intercontinental  The Sobrato Organization
 Investment Building Group  WP Investments
 Lane Partners
 LBA Realty

Professional Achievements

 No. 16 Ranked Agent, Top 25 Silicon Valley Agents List, Association of Silicon Valley
Brokers (ASVB), 2017

 Top Industrial Sale, SIOR Northern California Chapter, 2015
 Top Office Sale, SIOR Northern California Chapter, 2014
 Awarded National Prologis SIOR Scholarship (1 of 4 recipients), 2013
 Finalist, Industrial Broker of the Year, ASVB, 2013
 No. 1 Ranked Agent, CBRE Palo Alto, 2013
 Youngest Member on Top 25 Silicon Valley Agents List, ASVB, 2010 – 2013
 Nominee, Top 40 Under 40, Real Estate Forum, 2012

Julia “ Julia Szabo brings corporate, startup and international experience to real
Szabo estate. Her years in sales, marketing and project management along with
professional commitment, creativity, knowledge and tenacity have
Brokerage Services Specialist consistently produced positive results.

“14 years of Partial List Of Significant Lease Transactions
experience
Office Leasing and Sales  Moffett Place, Sunnyvale, CA, 1.9 million SF: Google, Inc.
R&D Leasing and Sales  Moffett Towers, Sunnyvale. CA, 1.9 million SF: Amazon.com Inc., Hewlett-
Industrial Leasing and Sales
Packard Co., Motorola, Inc., Microsoft Corp., Rambus Inc., among other
Ms. Szabo holds a Master of  Technology Corners, Sunnyvale, CA, 947,000 SF: Google Inc.
Arts degree in international  Moffett Gateway, Sunnyvale, CA, 612,500 SF: Google Inc.
marketing from Budapest  555 Mathilda Avenue, Sunnyvale, CA, 576,000 SF: LinkedIn Corp.
Business School in Hungary  690 Middlefield Drive, Mountain View, CA, 340,913 SF: Synopsis Inc.
and completed her  395 Page Mill Road, Palo Alto, CA, 225,000 SF: Cloudera Inc.
undergraduate studies at
Polytechnic University in
Timisoara, Romania.

02 The Team
Marketing Strategy
Marketing Components

Silicon Valley Market

Case Studies

Why Newmark Knight Frank is the Solution

Marketing Private Project Identify Tenant Prospects by
Action Plan Introductions Size, Industry Vertical,
Proximity to Asset, etc.
Marketing Strategy
Create Specific
Email Campaigns Targeted Campaign

Customized Traditional ReOaucth Strategic, Hustle:
Website Broker to Broker Systematic Email, Calls,
Direct Marketing LinkedIn and Site
Incentives Outreach/ to Tenants Visits
Indirect
Reporting
Marketing

Active Tenants Social Media Unparalleled
In the Market Personal
Credibility
Print Ads Accountability

RELATED SANTA CLARA

Marketing PANELIST AT
Timeline REGISTRY
EVENT/BISNOW
Marketing Strategy BUSINESS
JOURNAL ONLINE
WEBSITE AD MATTERPORT THE REGISTRY
GOES LIVE Banner ads running 360 PHOTOS PRINT AD
with links to Includes VR Ad highlighting
website PROMOTIONAL option for completed site
VIDEO virtual tours work
New video
BRANDING BROCHURE highlighting
IDENTITY DESIGN progress
Multiple 3 weeks in
rounds of logo development
development

PRESS RELEASE BROKER EVENT CONSTRUCTION
Highlights project Sporting event with BEGINS
progress invites provided to Targeted event for
industry leading top brokers
PROMOTIONAL FASTOFFICE brokers (catered lunches at
VIDEOS HYPOTHETICAL brokerage offices)
Drone & PLANS SITE WORK REAL
amenities BEGINS INSIGHTS
footage MAGAZINE
LEAD STORY
START OF BI-WEEKLY
E-MAIL Cost Covered by Listing Agreement
ANNOUNCEMENTS Cost Incurred
Features unique content
each week RELATED SANTA CLARA

Email  Superimpose logo on building  Announce listing
Blasts  Prominent signage  Present new logo in a
 Visibility
Marketing Strategy reveal design
Signage
 Broker commission Opportunity Listing
incentive announcement

 Timing Commission Brochure &  Link to brochure
Program Website  Link to project website

 Renderings of future Construction Drone/time  Highlights accessibility,
development Update lapse video project scale and
amenities
 Landscaping
 360 Virtual Reality

experience

 Brokers in the market Open House accessibility  Highlight BART
 Showcase progress  Highlight highway access

Floor plans  Full floor plans
 Test fits
 Space finishes

RELATED SANTA CLARA

03 The Team
Marketing Strategy
Marketing Components
Silicon Valley Market

Case Studies

Why Newmark Knight Frank

Tasman Block strategy & tactics
“City Place’s Front Porch”
350,000 SF | Q2-2022 Parking – alleviate
concerns
Primary Q2-2022
Targets Examples
 Mozart – Downtown Sunnyvale
 Irvine Gateway  Santana Row – San Jose
 Great America LED’s  2440 W. El Camino – Mountain View
 Highway 237/Mountain  Merlone Geier – Mountain View

View/Sunnyvale Focus First Mover
Advantage
Unique Offering
 Lock in Path to Growth/Retention
 Company Privacy + Retail
+ Housing Adjacency Flexible Design/
Identity

 Full Building Tenant
 Minimum 50% for Building Signage
 Eyebrow Signage
 TV/National NFL Exposure

RELATED SANTA CLARA

City Center strategy & tactics
“A Vibrant tech culture”
Two Phase
200,000 SF | Q4-2022 Marketing Plan

Direct Tenant Calls Q4-2022 Phase I:
 Full Building User
 Project Benefits  Expansion for Tasman Block
 Migration Example Commute
Phase II:
Studies  Expose Project Highlights
 Understand Competition
through Advertising Channels
 VTA Centric Companies  Target Caltrain Markets
 Retail Tenant Office  Unsolicited Proposals to

 Tenants in Downtown Palo Companies in Path of Growth
Alto, Mountain View, Sunnyvale  Conversations with V.C.

 Flex to Grow Investors for a Programmatic
Solution
Tenants in
the Market List RELATED SANTA CLARA

 Lease Expiration Dates
 Target Active Office Brokers

 Techmart Broker Events

Northwest strategy & tactics
Office Block
“Creating A Campus” Input into the
Design of Three
750,000 SF | Q1-2023 Class A buildings

“Sell” Q1-2023  Share latest Silicon Valley
work/live Best Concepts
environment
Primary Tenant
 Recruit and Retain Employees emphasis

Educate tenants/brokers  F.A.N.G. + Apple
regarding
Tech campus
housing/transportation users with
solutions expansion needs

 A continuous and ongoing dialogue  Micron, Nvidia, Roku

RELATED SANTA CLARA

Northwest strategy & tactics
Office Block (con’t)
“Creating A Campus” Discuss
flexibility of
750,000 SF | Q1-2023 site & growth
possibilities
Stand-alone parking Q1-2023
(security – YouTube) or Stress HWY
237/ Great
shared parking America signage
Explain Mixed-use
benefits for RELATED SANTA CLARA

recruiting/ retention

Project Design Non-Retail Tasman + Prominade Narrower
Considerations Entrance to Northwest Block Experience Streets / Wider
Tasman Block Security Sidewalks
Offer Growth Concerns Explore Mega
Trajectory Electronic
ROFO/ROFR Billboard

Shuttle + Ride Share
Areas / Pickup / Drop-off

Automatic Parking Project Playa Vista – Central Park
Guidance System Design (Example)
360 Drone View 10-12 Considerations

Aerial View
Marketing/Flight
Path Exposure

Combine Form and
Function (Gensler)

Bike Share Outdoor Terraces Helicopter Pad
Program
RELATED SANTA CLARA
Atriums

Tasman Block Competitive Set City Center Northwest Office Block

Citrix – Sobrato Irvine – Gateway  Downtown Mountain View
CBRE  Downtown Sunnyvale
 Perry Park, Sunnyvale
 Irvine – Pathline, Sunnyvale Prudential Verizon – Sunnyvale
 Irvine – Gateway, Santa Clara CBRE
 Downtown San Jose
Irvine – Pathline Sobrato –
CBRE Mission College

Irvine – Santa Clara Silicon Sage Building
Square Phase I - Cadence
CBRE
Kylli, Inc. – Santa
Clara Prudential
CBRE

Mixed Use

Vallco Santana Row America Center Phase III
Newmark Knight Frank Cushman & Wakefield

Miscellaneous Current Assignments & Fees
Items

DiNapoli Procuring

350,000 SF RiverPark Harbor View $1.50
PSF/YEAR
BTS 800,000 SF Fees
Sunnyvale Listing

600,000 SF Redwood City Invesco $0.75
PSF/YEAR
300,000 SF
Downtown San Jose
Sunnyvale

RELATED SANTA CLARA

Best in Class Website/ Tablet/ Mobile
Marketing Materials 181 Fremont

Brochure Eblast Map Website/ Tablet/ Mobile
Moffett Towers II

Print & Online Ads

Landing Page

VR Interactive App
Oculus Rift

Commercial
Video

VR Interactive App

Tools/Marketing
campaign

Marketing Materials

BLOCKVUE
360° RENDERED
ONLINE & VR CAPABLE SCENE

$2,000 - $3,000 per 360° IMAGE

FULLY FURNISHED AND RENDERED SPACES
Following on-the-fly hypotheticals from Fast
Office, allow the prospective tenant to
visualize themselves in the space, in a high-
quality, populated rendered environment that
is easy to navigate
NO DOWNLOADS, EASY TO SHARE
Being a web-hosted platform, no app
downloads or prior experience with the UX or
VR is required
TO-SCALE VR ABILITY
Blockvue’s VR component allows for both
higher-end VR experiences or distributable,
custom-branded goggles, for marketing center
spaces and tours, all without an app
requirement
DEMO OF 44 UNION SPACE BY BLOCKVUE

RELATED SANTA CLARA

Tools/Marketing
campaign

Marketing Materials

Matterport
360° walkthru
& VR TOURS
FOR AFTER COMPLETION
OF CONSTRUCTION

Base Price for 2,500 SF: $500 +
$150/Add’l 1,000 SF

RELATED SANTA CLARA

The Team

04 Marketing Strategy
Marketing Components
Silicon Valley Market
Case Studies

Why Newmark Knight Frank

Recent Leases and Rumors

(± 9,800,000 SF)

RELATED SANTA CLARA

Getting to City Place

RELATED SANTA CLARA

Connecting to City Place

21

mins away

15

mins away

Walkable

Walkable

TOTAL TRAVEL TIMES

81 mins 50 mins 59 mins 36 mins 57 mins 85 mins

Shuttle to Sunnyvale Station, Amtrak to Oakland ACE to Pleasanton VTA Light Rail to Milpitas VTA Light Rail to Milpitas VTA Light Rail to Milpitas Bart to
Caltrain to San Francisco Bart to Fremont Bart to Oakland San Francisco

Contained herein has been given to us by sources we deem reliable. We have no reason to doubt its accuracy, but make no guarantee, warranty or representation about it. RELATED SANTA CLARA

Convenient Living Near City Place New Residential
developments
±18,000 Class A units are within 3.5 miles of City Place

Residential Properties

21

±18,000
UNITS CLASS A UNITS WITHIN
3.5 MILES

RELATED SANTA CLARA

Migration Map

RELATED SANTA CLARA

Historical Silicon Valley Office

Historical Vacancy vs. Asking Rates Silicon Valley Office Market

RELATED SANTA CLARA

Silicon Valley
Class A Office Market

RELATED SANTA CLARA

8,152,333Tenants In Market

Historical Silicon Valley Tenant Demand (Gross SF of Demand per Quarter)

RELATED SANTA CLARA

Silicon Valley 09 12 16
Market
Number of Deals Number of Deals Number of Deals
Over 50K SF Newmark Deal Involvement
NKF Transactions over 50K Sqft 882,788 2,306,352 2,949,729

07 Total Sqft Total Sqft Total Sqft

Number of Deals 5 7 10

2,381,070 Number of Deals Number of Deals Number of Deals

Total Sqft 698,404 1,315,414 2,553,847

NKF Transactions over 100K Sqft Total Sqft Total Sqft Total Sqft

4 42% 43%

Number of Deals

2,153,175

Total Sqft

NKF Market Share by Sqft over 100K Sqft

44% 36%

The Team

05 Marketing Strategy
Marketing Components
Silicon Valley Market
Case Studies

Why Newmark Knight Frank

Recent ORIGINAL STATED OFFICE REQUIREMENT
Newmark
Knight Frank 200,000 SF
Case Studies Cupertino
ACTUAL DEAL
Create Urgency 1,500,000
Sunnyvale (multiple phases)
ORIGINAL STATED OFFICE REQUIREMENT ORIGINAL STATED OFFICE REQUIREMENT

500,000 SF 200,000 SF
Cupertino
Mountain View ACTUAL DEAL
ACTUAL DEAL 15 Acres/

1,900,000 500,000 SF+200,000 SF
Sunnyvale (multiple phases)
Sunnyvale
RELATED SANTA CLARA
ORIGINAL STATED OFFICE REQUIREMENT

500,000 SF

Menlo Park, Palo Alto, Mountain View

ACTUAL DEAL ORIGINAL STATED OFFICE

1,050,000 LandREQUIREMENT

Sunnyvale Mountain View

82 AcresACTUAL DEAL

San Jose

The Team

Marketing Strategy
Marketing Components

06 Silicon Valley Market
Case Studies
Why Newmark Knight Frank

who We are

Newmark Knight Frank is one of the largest global real estate service firms

One of the Global More than 400 Property and/or Comprehensive
world’s leading revenues of offices in facility manager real estate
for more than solutions
real estate nearly $2 established and through an
service firms billion emerging 525 million extensive
property square feet
global platform
Comprehensive Services markets, with a of integrated
global staff of services

more than
14,100

Tenant Representation Services Newmark Knight Frank’s Global Reach

Strategic Planning
Lease Acquisitions
Lease Dispositions
Program and Project Management

Owner Representation Services

Leasing Advisory Services
Investment Sales and Capital Markets
Property Management
Project and Construction Management
Valuation and Advisory

Global Corporate Services

Global Account Management
Strategic Consulting Services
Global Program Management
Facilities Management
Lease Administration

RELATED SANTA CLARA

who We are

Newmark Knight Frank is one of the largest global real estate service firms

More than

400

Offices in

55

Countries

RELATED SANTA CLARA

who We are

Newmark Knight Frank is one of the largest global real estate service firms

14,100 525 More than 6 $2
Million
Professionals Square Feet 400 Continents Billion Revenue
Offices
Managed

RELATED SANTA CLARA

Why Newmark Knight Frank

Tasman City Northwest
Block Center Block

Complete Segment Caltrain Market Unprecedented
Dominance Stronghold Class A
Success

 50 Deals Completed above 200,000 SF  #1 Market share in Palo Alto +  37 Campus deals 250,000 SF or greater
 134 Deals Completed above 100,000 SF Mountain View  12 Campus deals 500,000 SF or greater
 4 Campus deals 700,000 SF or greater
 Palo Alto Office controls majority  2 Campus deals 1,000,000 SF or greater
of emerging growth start-ups
RELATED SANTA CLARA
 We represent the largest two
Caltrain tenants ( i.e. displacement
awaits)

WORKPLACE / LIFESPACE

PRESENTED BY Joe Kelly // Executive Managing Director // CA RE License #01420963
Phil Mahoney // Executive Vice Chairman // CA RE License #00834704 Julia Szabo // Brokerage Services Specialist // CA RE License #01365162
John Yandle // Executive Vice President // CA RE License #00884818