How (not) to deal with corporates
During last StartUP, ScaleUP, MeetUP on 16 May, we discussed how (not) to deal with corporates. Founders Tom Berger (Devise) and Gül Akcaova (Sidekick Mattie) shared their experiences in dealing with corporates in Health Care and Education, while Bas Akkers (City of Utrecht) gave the insider's view. One thing was clear from the onset: if you want to have a corporate as your customer, be prepared for extremely long leadtimes.
Having said that, getting in is already quite a hurdle in the first place.Tips: visit conferences (preferably as a speaker), be blunt, use LinkedIn and don't be afraid to send a short email to the CEO or business unit manager with the question who you should talk to in the organisation. Once you are in, be sure to get a view on who's who in the organisation and adjust your value proposition in accordance to who you are talking to (manager or expert). After all, on every level people have their own problems to solve. But don't forget: every person is interested in showing off with a great success, so make sure that's you!
A few links that we have promised:
- The national StartupInResidence Program
- Book worth reading: Predictable Revenue, by Aaron Ross & Marylou Tyler
Next StartUP ScaleUP MeetUP
Investors just love Intellectual Property. And (thus) do startups. So IP is a great topic for our next edition of the StartUp ScaleUP MeetUPs. This time in collaboration with Deloitte. Join us for Deloitte's insights and real life experiences from our startup panel on IP on 20 June, from 17:00-18:00 in Dotslash Utrecht. And of course afterwards plenty of time to have a drink and do some networking.
Hope to see you at the next meetUP and be sure to follow us on LinkedIn where we regularly post new opportunities and interesting news.