{"id":31819,"date":"2018-02-07T08:01:41","date_gmt":"2018-02-07T07:01:41","guid":{"rendered":"https:\/\/cms.munich-startup.net\/?p=31819"},"modified":"2019-03-27T09:40:28","modified_gmt":"2019-03-27T08:40:28","slug":"cooperations-startups-corporates","status":"publish","type":"post","link":"https:\/\/cms.munich-startup.net\/en\/31819\/cooperations-startups-corporates\/","title":{"rendered":"David with Goliath \u2014 Cooperation between startups and corporates"},"content":{"rendered":"

Digitalization is advancing at a rapid pace, and slowly but surely, even the heavyweights of German business have realized that innovations are needed. Never before has the development of new technologies gained such momentum. Accordingly, corporations are keen to stay ahead of the game. But what do you do if your own innovation department can't deliver what's needed? You look for startups that already have a variety of innovations and collaborate with them. This gives large corporations a significant competitive advantage while simultaneously boosting young companies. We've explored the Munich startup scene to find out exactly how corporations and startups can connect and benefit from each other, and what advantages, but also obstacles, collaboration entails, and discussed this with both parties.<\/strong><\/p>\n

We spoke to three Munich-based startups: Boheme Digital, Konux, and Mystery Lunch. Boheme Digital GmbH, with its\u00a0 Bohemian<\/a>app offers the service of reading newspapers and magazines free of charge and digitally at participating locations. The founders collaborate with, among others, S\u00fcddeutsche Zeitung and Red Bull Media House. Deutsche Bahn is also a partner of the Munich-based company.<\/p>\n

What Boheme Digital and the Munich Successful startup Konux<\/a> have a common partner. The IoT company offers its customers smart sensor systems and analytics based on artificial intelligence. For example, Konux is helping the railway monitor the switches on the national high-speed network and implement predictive maintenance. This is intended to reduce inspection and maintenance costs and increase network capacity.<\/p>\n

"The way to a person's network is through their stomach" could be the motto of Mystery Lunch. The startup offers large companies a cloud service that uses an algorithm to match and connect employees from different departments. This happens over a shared lunch, to which employees are invited. This is intended to encourage ideas to flow across departments and prevent blinkered thinking. The company already counts many high-profile clients, including Allianz, O2, DHL, the Deutsche Bundesbank, and PAYBACK, among its customers.<\/p>\n

Contacting us: How does it work?<\/h3>\n

Many young founders rightly ask themselves the crucial question: How do I get to the big fish? After all, in Germany, you can't just walk into a CEO's office and calmly pitch your idea.<\/p>\n

Be present: sales, events, competitions
\n<\/strong><\/p>\n

As already mentioned, large companies are certainly on the lookout for startups that can help them with their innovations and developments. However, it's necessary to stand out from the competition to gain the necessary attention. This includes, first of all, talking about your idea! It doesn't help anyone if you push forward a groundbreaking idea that no one will ever hear about. This means: Constant exchange with others, gathering feedback for further development, and participating in pitch events are essential for making a name for yourself and not falling short of the market. Startups often neglect public relations and are consequently punished with inattention.<\/p>\n

Mystery Lunch made initial contact with major companies after they were made aware of the Munich-based startup through newspaper reports, word-of-mouth advertising, and, last but not least, active sales activities.<\/p>\n

The example of Boh\u00e8me shows how easy and fast it can be. Co-founder Amadeo Gaigl<\/strong> on the first attempts to approach DB:<\/p>\n

"In the case of Deutsche Bahn, the contact was made through the marketing agency Serviceplan. They saw us at the Media Days in Munich and immediately recognized the potential for the railway. So they simply introduced us to the Deutsche Bahn Regio subsidiary, S\u00fcdostbayernbahn. Our colleagues at Deutsche Bahn were immediately enthusiastic, and from then on, we worked together on implementing a digital reading culture for rail commuters."<\/p><\/blockquote>\n

This is where being present at a high-profile event like the Media Days paid off. It goes to show that it's crucial to be seen and to share your idea with as many people as possible. Because you never know who might be watching your pitch or milling around at your booth.<\/p>\n

Implement innovative ideas faster<\/h3>\n

Participation in competitions or accelerator programs can also increase public awareness and, ideally, attract the attention of the right people. This is what happened with Konux. Andreas Kunze<\/a><\/strong> remembers how the cooperation with the railway got started:<\/p>\n

\"Andreas<\/a>
Andreas Kunze \u00a9 KONUX<\/figcaption><\/figure>\n

"In 2015, DB first invited startups to collaborate with them over several months to develop and test new digital solutions related to 'Rail Infrastructure 4.0'. As part of this accelerator program, we were able to successfully apply our technology to the rail infrastructure application area. This collaboration resulted in further projects with Deutsche Bahn in 2016."<\/p><\/blockquote>\n

Another example of why collaborating with large corporations can be so appealing for startups: If you impress them right from the start, further orders are very likely and a client with a large network is acquired. But the benefits of such a collaboration are, of course, shared. Kunze says:<\/p>\n

"By collaborating with startups, companies are able to implement innovative ideas and technologies more quickly and advance their digitalization efforts more efficiently than would be possible through 'digital' initiatives within their own company. Startups can also learn a lot from large companies and grow through this collaboration. In addition, market entry for startups in most B2B industries is only possible if they acquire corporate customers."<\/p><\/blockquote>\n

Deutsche Bahn says that collaboration with startups is by no means a one-way street. DB benefits equally from innovative, agile working methods, new corporate values, and a new culture, which are introduced into the DB Group through collaboration with startups. This is all the more important given that customer requirements are changing ever more rapidly, necessitating agile action. Collaboration with startups is therefore also about identifying trends, testing and implementing technologies early on, and developing new business models while sharing risk.<\/p>\n

Make it clear why a company needs you!<\/h3>\n

In addition to its own startup programs, Deutsche Bahn also strives to be present at industry-relevant events in order to find interesting young companies. A tip from Onno Szillis<\/strong>, Head of DB mindbox<\/strong><\/a>, for startups at such events, is:<\/p>\n

"To successfully collaborate with larger companies, it's important to inspire their decision-makers with your idea. (...) It's important to consider the transfer performance and clearly highlight the benefits of your product for the larger company."<\/p><\/blockquote>\n

But in order to drive innovation, young companies need the necessary freedom and development opportunities. Manuel Gerres<\/strong>, one of the two managing directors and head of New Digital Business at DB:<\/p>\n

"Startups, just like our DB colleagues with strong entrepreneurial spirit, need a high degree of freedom and a suitable network to quickly transform their ideas into market-ready prototypes and new offerings for customers."<\/p><\/blockquote>\n

\"Christoph<\/a>
Christoph Drebes \u00a9 Mystery Lunch<\/figcaption><\/figure>\n

For Christoph Drebes<\/strong>, Managing Director of Mystery Lunch, there is a great attraction in working with large companies on a long-term basis:<\/p>\n

"We have the impression that smaller companies are very flexible and change course frequently, while the 'big tankers' sail slowly but very consistently. This allows us to sail long distances on board. None of our customers have stopped working with them so far."<\/p><\/blockquote>\n

Not only peace, joy, and pancakes<\/h3>\n

It should be clear, however, that the world of cooperation between the old and new economy should not be viewed through rose-tinted glasses. After all, large corporations and startups differ not only in terms of employee numbers and revenue. Structures, hierarchies, corporate philosophy: these are just a few of the areas where large and small companies clash. This isn't necessarily a bad thing, but it does, of course, bring with it some challenges.<\/p>\n

\"Boh\u00e8me<\/a>
Boh\u00e8me co-founder Amadeo Gaigl<\/figcaption><\/figure>\n

Amadeo Gaigl also sees it this way:<\/p>\n

"There are definitely different speeds at which people work. Large companies often have to operate within existing processes, while startups usually move very quickly. This isn't really a problem as long as a common timeline is communicated and both parties know how long decisions and developments will take."<\/p><\/blockquote>\n

Mystery Lunch has also felt the effects of the long decision-making processes of its major partners in the past. Added to that were bureaucratic hurdles that also took up a lot of time. Therefore, Christoph Drebes has a wish:<\/p>\n

\u201cIt would be incredibly easier for collaboration if employees and managers in large companies made decisions themselves and didn\u2019t have to double-check 100 times to avoid making mistakes.\u201d<\/p><\/blockquote>\n

Certainly easier said than done.<\/p>\n

Startups must assert themselves as partners<\/h3>\n

Andreas Kunze of Konux also sees the challenge for startups to free themselves from greenhorn status and be recognized as a serious partner that neither needs puppy protection nor should be underestimated:<\/p>\n

"Another hurdle that must be overcome in collaboration between startups and corporates is the reputation of a startup as 'inexperienced'. While it does have advantages for a startup to be considered innovative and to be specifically selected as a partner for digitalization strategies of large companies, this can be an important door opener. However, startups must then convince the market with their product, and do so within a very short time. Otherwise, they will never be recognized as a potential partner for a long-term collaboration."<\/p><\/blockquote>\n

It can always be better<\/h3>\n

B\u00f2heme founder Gaigl advises startups to be as present as possible and to even try the unpopular "cold calling" approach if they have no other option. Commitment and perseverance are required if you want to compete with the big players. They've been trying to be open to startups and their ideas for some time now\u2014not least through incubator programs and the like. But things can always be better, Gaigl agrees:<\/p>\n

"Corporations can certainly be a little more open to startups. The many incubator or innovation programs offered by corporations are certainly a good first step. However, in our opinion, there is often a lack of communication and implementation within the core company. Therefore, specialist departments and startups must be brought together much earlier."<\/p><\/blockquote>\n

Corporates are also good for surprises<\/h3>\n

One can only advise startups to take a bold approach, seize opportunities, and not be afraid of large corporations. These, in turn, should remain open to new ideas, approaches, and structures, and perhaps work a little more on their approachability. All in all, the examples of Mystery Lunch, Konux, and Boheme Digital show that collaborations are, on the one hand, worthwhile and desirable for both sides, and, on the other hand, can sometimes move faster than one might think. Amadeo Gaigl reports:<\/p>\n

"Our example with S\u00fcddostbayernbahn shows that things can move quickly for corporate clients. Before our first meeting, we thought a project with Deutsche Bahn wouldn't be decided for at least six months. We were all very pleasantly surprised that the decision to pursue a pilot project was made in that first meeting."<\/p><\/blockquote>\n

So be brave!<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"

Digitalization is advancing at a rapid pace, and slowly but surely, even the heavyweights of German business are realizing that innovations are needed. Never before has the development of new technologies gained such momentum. Accordingly, corporations are keen to stay ahead of the game. But what...<\/p>","protected":false},"author":3,"featured_media":32973,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[5633,1091,5637,1,1083],"tags":[2787,980,3008,1531],"acf":[],"yoast_head":"\nDavid mit Goliath - Kooperationen zwischen Startups und Corporates - Munich Startup<\/title>\n<meta name=\"description\" content=\"Wie k\u00f6nnen Startups und Corporates von Kooperationen profitieren? 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