how can corporates and startups collaborate?...startups ar e lack o f top le vel bu y-in ind ivid...
TRANSCRIPT
Research shows that increased collaboration between startups/scale-ups and corporates is bene�cial to both. There are several modes of interactions possible between the two, as the diagram below shows. The circled programmes (partnerships, procurement, investments and acquisitions) are considered the most di�cult activities to undertake due to a series of barriers - both internal and relational - that you may encounter. This handout provides details of barriers to be aware of, as well as recommendations on how to overcome them.
For further information ...
STARTUP/SCALE-UP
Internal BarriersCulture, Process, etc.
CORPORATE
Internal Barriers
Relational BarriersAlignment of goalsTrust, Search, etc.
Environmental BarriersLegislation, Tax, Geography, etc.
INTERNAL BARRIERS TO CORPORATE COLLABORATION WITH STARTUPS
CULTURALSTRATEGIC
PROCEDURAL STRUCTURAL
Lack of entrepreneurial
culture
Not invented
hereRigidhierarchy
Non-transparentinformation
�ows
Rigid internalprocesses
Long decision-making process
Unclear decision-making model
Risk aversionMisaligned internalcorporate strategy
and goals
Misconception of what
startups are
Lack of top level buy-in
Individualbehaviour
Dysfunctionalcommunication
If you would like more details, either from the corporate or startup point of view, our two guides ‘ Winning Together’ and ‘Scaling Together’ are available for download from the following links: http://www.nesta.org.uk/winning-together
How can corporates and startups collaborate?
http://www.nesta.org.uk/scaling-together
For more speci�c questions or enquires, please contact Siddharth Bannerjee, Simona Bielli, Valerie Mocker or Chris Haley via the following email:
Pote
ntia
l pro
gram
mes
to e
ngag
e
One-o� events(competitions i.e. hackathons)
Rejuvenate
Sharing resources(free tools; co- working spaces)
Investments(corporate venturing)
Acquisitions(acqui-hire and buying startups)
Business support (accelerators; incubators)
Partnerships(product co- development; from startups)
Your objectives
Note: Darkness of the �eld indicates stronger suitability to satisfy key objectives
CORPORATE
Stage 2:Consider the barriers you may encounter
Stage 3:Consider internal corporate barriers
Stage 1:Consider your objectives and programmes to achieve them
This project has received funding from the European Union’s Horizon 2020 research and innovation programme under grant agreement No 644104
Rejuvenate corporate culturecreate an entrepre-neurial mindsetamong employees
Innovate big brandsto attract customers,partners and talent
Solve business problems
Expand into future markets
quicker and at lower risk
by accessing newcapabilities or channels
Corporate bene�ts
New technology
Brand innovation
Fresh thinking
Entry into newmarkets
Rejuvenated corporate culture
Agility to adapt to market changes
• Find partner• Find contact point• Establish dialogue• Test common goals
• Search problems
• Build trust• Outline form of collaboration
• Cultural and language di�erences• Di�erent expectations• Lack of information
• Negotiate terms and conditions (IP etc)• Contract
• Slow decision- making • Power imbalance• IP negotiation
• Resolve con�ict• Maintain comms
• Change of contact• Loss of interest• Change of strategic priorities• Internal reorganisation
PHASE
MainAims andActivities
Barriers
Common relational barriers to collaboration
Startup recommendations to overcoming barriers
Network Network Network
Know when to quit
Consider language and look
How do I approach a corporate?What’s taking so
long?
I’m not happy with where you’re
taking my idea!
But what’s in it for us?
I P
Corporate recommendations to overcoming barriers
Listen andlearn
Be realistic about timing
Build trust
Balanced approach to IP
Don’t put all your eggs in one basket
Know when to say no
Consider your objectives
Select programmes that best deliver
Promote an internal culture of innovation
Secure board level sponsorship
DevelopKPIs
Startup programmes run by right people
Appoint internal champions
Create single access point
Make it easier for startups to work with you
Visibility /publicity
Access new markets Market knowledge
Increased revenue
Technical knowledge
Resources (i.e. workspace)
Investment
Increased valuation
Startup bene�ts
1 2 3 4
That seems too risky!
I’m not the person you need to talk
to...