SlideShare a Scribd company logo
1 of 29
Download to read offline
Of Mice and Lions
- or -
A Practical Guide for Effective Work with Corporates
Arnon Kraft
November 2020
// Speaker
// CEOBIG4CONSULTING
Intro (5 min)
How to think about lions (30 min)
Additional thoughts (10 min)
Intro
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
&
How to think about lions
Why?
Who?
How?
When?
Why?
Who?
How?
When?
Skeleton
Characteristics
Behavior
Skeleton
Characteristics
Behavior
Structure
Corp culture
Business conduct
Who do you talk to?
Business Unit(s) / Product(s)
vs.
Innovation / Research
Find the Champion
Incentive • Commitment • BANT • Bring value fast
Find the Champion
Incentive
Decision Making Process
Top-down vs. Bottom-up • Flat or fat • How inclusive
How do you engage?
The Pilot Dilemma
Potential death trap • Charter • Success criteria
Innovation (?)
Prepare
Speak their language • Know the company •
Know the industry
Listen
Visibility • Take notes • Ask questions
When do you engage?
Timing is everything
Budget • Product • Execution • Industry
Structure
Corp culture
Business conduct
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
Additional Thoughts
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
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
Good Luck!
Arnon Kraft
arnon@arnonkraft.com
https://www.linkedin.com/in/arnon-kraft
www.slideshare.net/ArnonK

More Related Content

Similar to A Practical Guide for Effective Work with Corporates

Demystifying the Role of a CFO
Demystifying the Role of a CFODemystifying the Role of a CFO
Demystifying the Role of a CFOsaastr
 
RICHARDLUCAS_2022_IANBURRA.pdf
RICHARDLUCAS_2022_IANBURRA.pdfRICHARDLUCAS_2022_IANBURRA.pdf
RICHARDLUCAS_2022_IANBURRA.pdfRichard Lucas
 
Kellogg VC CEO Summit
Kellogg VC CEO SummitKellogg VC CEO Summit
Kellogg VC CEO SummitDave Kellogg
 
From Hobbyist to Technopreneur by Wilson Chua
From Hobbyist to Technopreneur by Wilson ChuaFrom Hobbyist to Technopreneur by Wilson Chua
From Hobbyist to Technopreneur by Wilson ChuaJanette Toral
 
Pcb business preso copy
Pcb business preso copy Pcb business preso copy
Pcb business preso copy Whitney Hoffman
 
Measuring Team Happiness – A Real-Life Journey of Fostering an Engaging Worki...
Measuring Team Happiness – A Real-Life Journey of Fostering an Engaging Worki...Measuring Team Happiness – A Real-Life Journey of Fostering an Engaging Worki...
Measuring Team Happiness – A Real-Life Journey of Fostering an Engaging Worki...Agile Montréal
 
The Agony and Ecstasy of Building & Scaling Inside Sales
The Agony and Ecstasy of Building & Scaling Inside Sales The Agony and Ecstasy of Building & Scaling Inside Sales
The Agony and Ecstasy of Building & Scaling Inside Sales Central Desktop
 
Fundraising & Investor Relations with Yaron Galai
Fundraising & Investor Relations with Yaron GalaiFundraising & Investor Relations with Yaron Galai
Fundraising & Investor Relations with Yaron GalaiSpark Capital
 
How About a Cup of Coffee
How About a Cup of CoffeeHow About a Cup of Coffee
How About a Cup of CoffeeERA Tucker
 
Achieving business efficiency through people
Achieving business efficiency through peopleAchieving business efficiency through people
Achieving business efficiency through peopleTom Talbot
 
Iasa Jan 2015 PITY Performance IT Anxiety
Iasa Jan 2015 PITY Performance IT AnxietyIasa Jan 2015 PITY Performance IT Anxiety
Iasa Jan 2015 PITY Performance IT AnxietyGar Mac Críosta
 
Check recipient - Working for a start-up - why and how
Check recipient  - Working for a start-up - why and howCheck recipient  - Working for a start-up - why and how
Check recipient - Working for a start-up - why and howTechMeetups
 
What great entrepreneurs have in common by Ariel Poler at Vator Splash Oakland
What great entrepreneurs have in common by  Ariel Poler at Vator Splash OaklandWhat great entrepreneurs have in common by  Ariel Poler at Vator Splash Oakland
What great entrepreneurs have in common by Ariel Poler at Vator Splash OaklandVator
 
Marketing: How to hire an expert (when you aren't one)
Marketing: How to hire an expert (when you aren't one)Marketing: How to hire an expert (when you aren't one)
Marketing: How to hire an expert (when you aren't one)Rebecca Caroe
 
How to Align Intelligence Program Performance with Professional and Career De...
How to Align Intelligence Program Performance with Professional and Career De...How to Align Intelligence Program Performance with Professional and Career De...
How to Align Intelligence Program Performance with Professional and Career De...IntelCollab.com
 
Founder Institute event 2 do you have entrepreneurial dna - 3 july 2013
Founder Institute event 2   do you have entrepreneurial dna - 3 july 2013Founder Institute event 2   do you have entrepreneurial dna - 3 july 2013
Founder Institute event 2 do you have entrepreneurial dna - 3 july 2013Founder Institute Munich
 
The Sales Process from A to Z
The Sales Process from A to ZThe Sales Process from A to Z
The Sales Process from A to Zclive price
 
Venture for canada talk july 15
Venture for canada talk july 15Venture for canada talk july 15
Venture for canada talk july 15Mark MacLeod
 

Similar to A Practical Guide for Effective Work with Corporates (20)

Demystifying the Role of a CFO
Demystifying the Role of a CFODemystifying the Role of a CFO
Demystifying the Role of a CFO
 
RICHARDLUCAS_2022_IANBURRA.pdf
RICHARDLUCAS_2022_IANBURRA.pdfRICHARDLUCAS_2022_IANBURRA.pdf
RICHARDLUCAS_2022_IANBURRA.pdf
 
Kellogg VC CEO Summit
Kellogg VC CEO SummitKellogg VC CEO Summit
Kellogg VC CEO Summit
 
From Hobbyist to Technopreneur by Wilson Chua
From Hobbyist to Technopreneur by Wilson ChuaFrom Hobbyist to Technopreneur by Wilson Chua
From Hobbyist to Technopreneur by Wilson Chua
 
Pcb business preso copy
Pcb business preso copy Pcb business preso copy
Pcb business preso copy
 
Measuring Team Happiness – A Real-Life Journey of Fostering an Engaging Worki...
Measuring Team Happiness – A Real-Life Journey of Fostering an Engaging Worki...Measuring Team Happiness – A Real-Life Journey of Fostering an Engaging Worki...
Measuring Team Happiness – A Real-Life Journey of Fostering an Engaging Worki...
 
The Agony and Ecstasy of Building & Scaling Inside Sales
The Agony and Ecstasy of Building & Scaling Inside Sales The Agony and Ecstasy of Building & Scaling Inside Sales
The Agony and Ecstasy of Building & Scaling Inside Sales
 
Even dirtierstartups
Even dirtierstartupsEven dirtierstartups
Even dirtierstartups
 
Fundraising & Investor Relations with Yaron Galai
Fundraising & Investor Relations with Yaron GalaiFundraising & Investor Relations with Yaron Galai
Fundraising & Investor Relations with Yaron Galai
 
How About a Cup of Coffee
How About a Cup of CoffeeHow About a Cup of Coffee
How About a Cup of Coffee
 
Achieving business efficiency through people
Achieving business efficiency through peopleAchieving business efficiency through people
Achieving business efficiency through people
 
Iasa Jan 2015 PITY Performance IT Anxiety
Iasa Jan 2015 PITY Performance IT AnxietyIasa Jan 2015 PITY Performance IT Anxiety
Iasa Jan 2015 PITY Performance IT Anxiety
 
Check recipient - Working for a start-up - why and how
Check recipient  - Working for a start-up - why and howCheck recipient  - Working for a start-up - why and how
Check recipient - Working for a start-up - why and how
 
What great entrepreneurs have in common by Ariel Poler at Vator Splash Oakland
What great entrepreneurs have in common by  Ariel Poler at Vator Splash OaklandWhat great entrepreneurs have in common by  Ariel Poler at Vator Splash Oakland
What great entrepreneurs have in common by Ariel Poler at Vator Splash Oakland
 
Marketing: How to hire an expert (when you aren't one)
Marketing: How to hire an expert (when you aren't one)Marketing: How to hire an expert (when you aren't one)
Marketing: How to hire an expert (when you aren't one)
 
How to Align Intelligence Program Performance with Professional and Career De...
How to Align Intelligence Program Performance with Professional and Career De...How to Align Intelligence Program Performance with Professional and Career De...
How to Align Intelligence Program Performance with Professional and Career De...
 
Founder Institute event 2 do you have entrepreneurial dna - 3 july 2013
Founder Institute event 2   do you have entrepreneurial dna - 3 july 2013Founder Institute event 2   do you have entrepreneurial dna - 3 july 2013
Founder Institute event 2 do you have entrepreneurial dna - 3 july 2013
 
CEO THINKING CAP
CEO THINKING CAPCEO THINKING CAP
CEO THINKING CAP
 
The Sales Process from A to Z
The Sales Process from A to ZThe Sales Process from A to Z
The Sales Process from A to Z
 
Venture for canada talk july 15
Venture for canada talk july 15Venture for canada talk july 15
Venture for canada talk july 15
 

More from Arnon Kraft

Practical tips for developing business relations in Taiwan
Practical tips for developing business relations in TaiwanPractical tips for developing business relations in Taiwan
Practical tips for developing business relations in TaiwanArnon Kraft
 
Career Planning in the 21st century
Career Planning in the 21st centuryCareer Planning in the 21st century
Career Planning in the 21st centuryArnon Kraft
 
The sometimes overlooked differences between school and work
The sometimes overlooked differences between school and workThe sometimes overlooked differences between school and work
The sometimes overlooked differences between school and workArnon Kraft
 
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017Arnon Kraft
 
From 0 to 90 in 18 minutes the first 90 days - ASU Sept 2016
From 0 to 90 in 18 minutes   the first 90 days - ASU Sept 2016From 0 to 90 in 18 minutes   the first 90 days - ASU Sept 2016
From 0 to 90 in 18 minutes the first 90 days - ASU Sept 2016Arnon Kraft
 
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading List
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading ListFrom 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading List
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading ListArnon Kraft
 
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015Arnon Kraft
 
Sourcing Strategy Kellogg MBA Operations Strategy - Spring 2015
Sourcing Strategy   Kellogg MBA Operations Strategy - Spring 2015Sourcing Strategy   Kellogg MBA Operations Strategy - Spring 2015
Sourcing Strategy Kellogg MBA Operations Strategy - Spring 2015Arnon Kraft
 
10 tips for building a 30 60-90 plan
10 tips for building a 30 60-90 plan10 tips for building a 30 60-90 plan
10 tips for building a 30 60-90 planArnon Kraft
 
Team Philosophy & Culture
Team Philosophy & CultureTeam Philosophy & Culture
Team Philosophy & CultureArnon Kraft
 
Tips on Doing Business in China
Tips on Doing Business in ChinaTips on Doing Business in China
Tips on Doing Business in ChinaArnon Kraft
 

More from Arnon Kraft (11)

Practical tips for developing business relations in Taiwan
Practical tips for developing business relations in TaiwanPractical tips for developing business relations in Taiwan
Practical tips for developing business relations in Taiwan
 
Career Planning in the 21st century
Career Planning in the 21st centuryCareer Planning in the 21st century
Career Planning in the 21st century
 
The sometimes overlooked differences between school and work
The sometimes overlooked differences between school and workThe sometimes overlooked differences between school and work
The sometimes overlooked differences between school and work
 
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017
Keeping Teams Engaged and Motivated - ProcureCon Direct - Aug 2017
 
From 0 to 90 in 18 minutes the first 90 days - ASU Sept 2016
From 0 to 90 in 18 minutes   the first 90 days - ASU Sept 2016From 0 to 90 in 18 minutes   the first 90 days - ASU Sept 2016
From 0 to 90 in 18 minutes the first 90 days - ASU Sept 2016
 
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading List
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading ListFrom 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading List
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015 - Reading List
 
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015
From 0 to 90 in 18 minutes: The First 90 Days - TEDx Sept 2015
 
Sourcing Strategy Kellogg MBA Operations Strategy - Spring 2015
Sourcing Strategy   Kellogg MBA Operations Strategy - Spring 2015Sourcing Strategy   Kellogg MBA Operations Strategy - Spring 2015
Sourcing Strategy Kellogg MBA Operations Strategy - Spring 2015
 
10 tips for building a 30 60-90 plan
10 tips for building a 30 60-90 plan10 tips for building a 30 60-90 plan
10 tips for building a 30 60-90 plan
 
Team Philosophy & Culture
Team Philosophy & CultureTeam Philosophy & Culture
Team Philosophy & Culture
 
Tips on Doing Business in China
Tips on Doing Business in ChinaTips on Doing Business in China
Tips on Doing Business in China
 

Recently uploaded

CATALOGO MF 650 COMPLETO COM PEÇAS DE TRANSMISSAO
CATALOGO MF 650 COMPLETO COM PEÇAS DE TRANSMISSAOCATALOGO MF 650 COMPLETO COM PEÇAS DE TRANSMISSAO
CATALOGO MF 650 COMPLETO COM PEÇAS DE TRANSMISSAOTMTerraplanagem
 
办昆士兰大学UQ毕业证书/成绩单GPA修改 - 留学买假毕业证
办昆士兰大学UQ毕业证书/成绩单GPA修改 - 留学买假毕业证办昆士兰大学UQ毕业证书/成绩单GPA修改 - 留学买假毕业证
办昆士兰大学UQ毕业证书/成绩单GPA修改 - 留学买假毕业证0622mpom
 
Report about the AHIABGA-UnityNet UNDRIPDay / Earth-Day 2024 Gathering in Mar...
Report about the AHIABGA-UnityNet UNDRIPDay / Earth-Day 2024 Gathering in Mar...Report about the AHIABGA-UnityNet UNDRIPDay / Earth-Day 2024 Gathering in Mar...
Report about the AHIABGA-UnityNet UNDRIPDay / Earth-Day 2024 Gathering in Mar...LHelferty
 
Entrepreneur street first Edition is now out
Entrepreneur street first Edition is now outEntrepreneur street first Edition is now out
Entrepreneur street first Edition is now outentrepreneur street
 
(8264348440) 🔝 Call Girls In Sriniwaspuri 🔝 Delhi NCR
(8264348440) 🔝 Call Girls In Sriniwaspuri 🔝 Delhi NCR(8264348440) 🔝 Call Girls In Sriniwaspuri 🔝 Delhi NCR
(8264348440) 🔝 Call Girls In Sriniwaspuri 🔝 Delhi NCRsoniya singh
 
NEON LIGHT CITY pitch deck for AR PC GAME
NEON LIGHT CITY pitch deck for AR PC GAMENEON LIGHT CITY pitch deck for AR PC GAME
NEON LIGHT CITY pitch deck for AR PC GAMEtess51
 
Authentic No 1 Amil Baba In Pakistan Amil Baba In Faisalabad Amil Baba In Kar...
Authentic No 1 Amil Baba In Pakistan Amil Baba In Faisalabad Amil Baba In Kar...Authentic No 1 Amil Baba In Pakistan Amil Baba In Faisalabad Amil Baba In Kar...
Authentic No 1 Amil Baba In Pakistan Amil Baba In Faisalabad Amil Baba In Kar...Authentic No 1 Amil Baba In Pakistan
 
About Entrepreneur ELON MUSK .pptx...
About  Entrepreneur  ELON  MUSK .pptx...About  Entrepreneur  ELON  MUSK .pptx...
About Entrepreneur ELON MUSK .pptx...lahiruherath654
 
blank inception deck powerpoint template
blank inception deck powerpoint templateblank inception deck powerpoint template
blank inception deck powerpoint templatericardojunco4
 
Role of social media marketing in digital marketing.pdf
Role of social media marketing in digital marketing.pdfRole of social media marketing in digital marketing.pdf
Role of social media marketing in digital marketing.pdftopsearchexperts
 
Viet Nam Inclusive Business Accreditation System
Viet Nam Inclusive Business Accreditation SystemViet Nam Inclusive Business Accreditation System
Viet Nam Inclusive Business Accreditation SystemTri Dung, Tran
 

Recently uploaded (14)

Why Powderless DTF Printer is T-shirt Printing Game Changer.pptx
Why Powderless DTF Printer is T-shirt Printing Game Changer.pptxWhy Powderless DTF Printer is T-shirt Printing Game Changer.pptx
Why Powderless DTF Printer is T-shirt Printing Game Changer.pptx
 
CATALOGO MF 650 COMPLETO COM PEÇAS DE TRANSMISSAO
CATALOGO MF 650 COMPLETO COM PEÇAS DE TRANSMISSAOCATALOGO MF 650 COMPLETO COM PEÇAS DE TRANSMISSAO
CATALOGO MF 650 COMPLETO COM PEÇAS DE TRANSMISSAO
 
办昆士兰大学UQ毕业证书/成绩单GPA修改 - 留学买假毕业证
办昆士兰大学UQ毕业证书/成绩单GPA修改 - 留学买假毕业证办昆士兰大学UQ毕业证书/成绩单GPA修改 - 留学买假毕业证
办昆士兰大学UQ毕业证书/成绩单GPA修改 - 留学买假毕业证
 
Report about the AHIABGA-UnityNet UNDRIPDay / Earth-Day 2024 Gathering in Mar...
Report about the AHIABGA-UnityNet UNDRIPDay / Earth-Day 2024 Gathering in Mar...Report about the AHIABGA-UnityNet UNDRIPDay / Earth-Day 2024 Gathering in Mar...
Report about the AHIABGA-UnityNet UNDRIPDay / Earth-Day 2024 Gathering in Mar...
 
Hot Sexy call girls in Rajouri Garden🔝 9953056974 🔝 Delhi escort Service
Hot Sexy call girls in  Rajouri Garden🔝 9953056974 🔝 Delhi escort ServiceHot Sexy call girls in  Rajouri Garden🔝 9953056974 🔝 Delhi escort Service
Hot Sexy call girls in Rajouri Garden🔝 9953056974 🔝 Delhi escort Service
 
Entrepreneur street first Edition is now out
Entrepreneur street first Edition is now outEntrepreneur street first Edition is now out
Entrepreneur street first Edition is now out
 
young call girls in kailash Nagar, 🔝 9953056974 🔝 escort Service
young call girls in kailash Nagar, 🔝 9953056974 🔝 escort Serviceyoung call girls in kailash Nagar, 🔝 9953056974 🔝 escort Service
young call girls in kailash Nagar, 🔝 9953056974 🔝 escort Service
 
(8264348440) 🔝 Call Girls In Sriniwaspuri 🔝 Delhi NCR
(8264348440) 🔝 Call Girls In Sriniwaspuri 🔝 Delhi NCR(8264348440) 🔝 Call Girls In Sriniwaspuri 🔝 Delhi NCR
(8264348440) 🔝 Call Girls In Sriniwaspuri 🔝 Delhi NCR
 
NEON LIGHT CITY pitch deck for AR PC GAME
NEON LIGHT CITY pitch deck for AR PC GAMENEON LIGHT CITY pitch deck for AR PC GAME
NEON LIGHT CITY pitch deck for AR PC GAME
 
Authentic No 1 Amil Baba In Pakistan Amil Baba In Faisalabad Amil Baba In Kar...
Authentic No 1 Amil Baba In Pakistan Amil Baba In Faisalabad Amil Baba In Kar...Authentic No 1 Amil Baba In Pakistan Amil Baba In Faisalabad Amil Baba In Kar...
Authentic No 1 Amil Baba In Pakistan Amil Baba In Faisalabad Amil Baba In Kar...
 
About Entrepreneur ELON MUSK .pptx...
About  Entrepreneur  ELON  MUSK .pptx...About  Entrepreneur  ELON  MUSK .pptx...
About Entrepreneur ELON MUSK .pptx...
 
blank inception deck powerpoint template
blank inception deck powerpoint templateblank inception deck powerpoint template
blank inception deck powerpoint template
 
Role of social media marketing in digital marketing.pdf
Role of social media marketing in digital marketing.pdfRole of social media marketing in digital marketing.pdf
Role of social media marketing in digital marketing.pdf
 
Viet Nam Inclusive Business Accreditation System
Viet Nam Inclusive Business Accreditation SystemViet Nam Inclusive Business Accreditation System
Viet Nam Inclusive Business Accreditation System
 

A Practical Guide for Effective Work with Corporates