11 Key Steps for Successful Corporate-Led Startup Partnerships
Partnering with startups is the fastest route into new technology and new markets, and the easiest to get wrong. This report sets out the eleven steps that decide whether a partnership produces anything, from what you want out of it to the vehicle you build to carry it.
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48 pages · PDF and online- A defined value space, and what you actually want a startup partner for
- An offer a startup would choose: what you bring, and why it is worth their time
- The vehicle, selection criteria and timeline to run the partnership properly
By Charles-Edouard Monroe, Director, Customer Success & Strategy and Christian De Catelle, Director, Customer Success & Strategy
Startups are easy to meet and hard to partner with.
Corporates now run accelerators, CVCs, venture client units, sandboxes and drop studios. The vehicle is rarely what fails. Partnerships sink because nobody decided what the corporation wanted from one, or what it was willing to put on the table.
A partnership fails long before the pilot. It fails at what was never defined.
Eleven steps, in three decisions.
The report's own structure: define what you want to get, choose what you will offer, then design the vehicle that carries it.
Know the value you are partnering for
- 1Define your value spacesWhere a partnership could create growth
- 2Frontload ROIDecide what return means before you start
- 3Set expectationsWhat you need a startup partner to be
Have an offer a startup would choose
- 4Define the rangeHow deep the engagement goes
- 5Pick the vehicleThe structure that fits your strategy
- 6Find your edgeWhat makes working with you worth it
- 7Set selection criteriaWhich startups you will actually take
Have a programme that can run
- 8Allocate resourcesWhat the partnership gets, and from whom
- 9Bundle capabilitiesThe assets lined up before you open
- 10Set timeline and milestonesWhat the programme looks like in practice
- 11Plan past the programmeWhat happens when the pilot ends
Built to run a partnership, not admire one.
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