SEF.Growth Event with UBS

5 Key Insights for Successful Collaboration Between Startups and Corporates

Collaboration between startups and large corporations can lead to powerful synergies, but it comes with its own unique challenges. During a recent panel discussion featuring Roberta Massa (Microsoft), Julian Nolan (Iprova), and Christian Mähr (UBS), several critical points were highlighted to ensure a productive partnership. Here are five actionable tips from their conversation:

1. Get prepared and ensure you spark interest

Understanding your value proposition is essential when approaching a corporate partner. Startups should clearly know what they can bring to the table and what they are hoping to gain from the collaboration. As Roberta Massa from Microsoft emphasized, "Corporates are looking for innovation that complements their strategy, so aligning your strengths with their needs is key to gaining attention."

Tip: Before your pitch, research the corporate's priorities and present a tailored proposal that showcases the value you offer.

2. Deal with Different Speeds of start-up and corporate 

The pace of decision-making in startups and corporates can vary greatly. However, Julian Nolan from Iprova noted that if your product or service truly addresses a corporate’s strategic pain point, they will prioritize and speed up the process. "Corporates are capable of moving fast when they see an immediate value for their business," he shared.

Tip: Don’t be discouraged by slow initial responses. Focus on proving the value of your offering to accelerate their decision-making. 

3. Invest in Personal Relationships - they are the foundation of everything

Business is personal, especially in partnerships. As Christian Mähr from UBS explained, taking time to cultivate genuine relationships with the individuals behind the corporate walls can significantly improve collaboration. "You can’t collaborate effectively with someone you don’t know," Mähr added.

Tip: Make an effort to connect on a personal level. Build rapport through regular communication and face-to-face meetings. 

4. Leverage Each Other - it’s bidirectional

Successful collaborations are always reciprocal. Both the startup and the corporate need to benefit from the partnership. As Julian Nolan highlighted, "When each party brings something unique and complementary to the table, the potential for long-term success increases."

Tip: Look for ways to leverage each other’s strengths. Create a win-win dynamic that ensures both sides feel the benefits of the collaboration.

5. Be and Stay Transparent: only this will lead to trust

Transparency is the foundation of trust. As Roberta Massa pointed out, being open about challenges, limitations, and expectations will prevent misunderstandings down the line. "Hiding information will only slow down the process and damage trust," she warned.

Tip: Always communicate openly about progress, risks, and concerns. Transparency will foster mutual understanding and stronger partnerships.

By following these key tips, startups and corporates can navigate the complexities of collaboration more effectively, ensuring that both parties reap the rewards of a successful partnership.

“As we heard before, corporate strategies have changed. It’s not predominantly about buying every promising start-up that has an interesting technology but more about including it in one's ecosystem. Be courageous enough to reach out to corporates to get access to their ecosystems”, says Patrick Forte, Head of Corporate Finance, to close the event on a positive note.