A Practical Guide for Effective Work with Corporates
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Ever had issues identifying the corporate champion from all the people on the emails? Thought you got a positive answer from the VP but it got you nowhere? Felt like the demo project was a success but there were no next steps to follow? Didn’t know if you should pick sides between the product and procurement teams you’re engaged with? Then this deck is for you. In this talk I covered: WHO to talk to (find your champion!), HOW to do it (and how to watch out for the pilot trap) and WHEN is the right timing (learn their cycles).
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A Practical Guide for Effective Work with Corporates
- 1. Of Mice and Lions - or - A Practical Guide for Effective Work with Corporates Arnon Kraft November 2020 // Speaker // CEOBIG4CONSULTING
- 2. Intro (5 min) How to think about lions (30 min) Additional thoughts (10 min)
- 3. Intro
- 5. 15+ companies Arnon Kraft General Manager Strategic Partnerships & Sourcing Redmond, WA Arnon Kraft VP for Technology & Operations VP for Business Development Milpitas, CA / Kfar Saba Arnon Kraft Vice President Arnon Kraft Vice President Arnon Kraft Vice President Arnon Kraft Advisory Board Member Arnon Kraft Advisor & Mentor Arnon Kraft Friend &
- 6. How to think about lions
- 12. Who do you talk to?
- 13. Business Unit(s) / Product(s) vs. Innovation / Research
- 14. Find the Champion Incentive • Commitment • BANT • Bring value fast
- 16. Decision Making Process Top-down vs. Bottom-up • Flat or fat • How inclusive
- 17. How do you engage?
- 18. The Pilot Dilemma Potential death trap • Charter • Success criteria
- 19. Innovation (?)
- 20. Prepare Speak their language • Know the company • Know the industry
- 21. Listen Visibility • Take notes • Ask questions
- 22. When do you engage?
- 23. Timing is everything Budget • Product • Execution • Industry
- 25. Structure • Who is the opportunity with • Who is the champion • Who evaluates it • Org structure Corp culture Business conduct • How are decisions made • How do they view innovation • Know the internal politics • What is the approval process • What is the right timing
- 27. Go for it • How? Ask! • Listen (Celesete Headlee TED talk) • Attire – play down the startup vibe • Take risks. You’re a startup • Know when to move on • Mind the corporate ego • Terms to watch out for: exclusivity, IP issues, right of first refusal
- 28. Dir balak • Don’t be on your phone. Ever • Don’t forget the biz dev or innovation person • Don’t assume they work 9-to-5 • Don’t get involved in their politics or threaten to work with competition • Don’t confuse a mentorship meeting with a sales meeting • Don’t use the “what’s $Xm to Y?” paradigm • Don’t show confidential information prior to NDA • Don’t put your booth at the startup hall in a convention