Con el esquema de los 3 horizontes queda muy claro la diferencia entre las startups y las empresas tradicionales, es clave medir los avances y vender los resultados y cuidado con los zombies!!
Introducción
Visión general del proceso de colaboración
¿Qué es Innovación Abierta?
Preparando a tu startup para la colaboración: Análisis interior
Primer paso: Identificación de objetivos propios
Checklist organizativo
Análisis inteligente del mercado: conociendo el entorno
Mapeo del ecosistema: ¿con quién colaborar?
Estado de tu startup y potenciales clientes
El ciclo de venta a corporaciones
Colaborar con la corporación: conectar y crecer
Conoce a tu aliado: entendiendo su estrategia
Adaptando el discurso de venta
Conectando con la corporación
Navegando dentro de la corporación
Interiorizando la burocracia
Futuro y conclusiones
El viaje de la colaboración
Crecimiento de la colaboración
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Establishing successful and lasting relationships with large corporations may seem like a Herculean task, but it is of utmost importance for startups. These relationships not only provide opportunities for growth, but can be the difference between success and failure in the corporate ecosystem. Knowing our customers, understanding their dynamics and building lasting relationships is critical. This content will explore how organizations distribute their efforts and how we can effectively collaborate with them.
Corporations traditionally follow an effort distribution scheme known as "Mackenzie's Three Horizons." Although some suggest that this scheme is outdated, it is still useful for understanding how investment and effort is distributed:
Startups, being considered innovation labs, are usually born in Horizon 3, engaging in market transformations. As they mature, they move to Horizon 2, seeking strategic alliances even with corporations seeking to innovate.
The key to successful collaboration lies in understanding that while corporations are anchored in Horizon 1, startups are operating in Horizon 3:
Zombie projects are those that promise a lot but don't move forward. To avoid them:
The bureaucracy involved may seem overwhelming, but knowing your client thoroughly gives you the advantage of anticipating their needs and internal policies. This knowledge can be so valuable that you may come to understand the organization better than they do, strengthening connections and increasing trust.
No startup is alone in this journey; sharing experiences and learnings with others can be of great help. Other startups can offer valuable insights on how to act with specific corporations or regulatory sectors, paving the way to success in the ecosystem.
This process of collaborating with corporations is constant, evolving, and full of learning. Stay motivated and move forward with determination, because in the end, every effort invested in getting to know your allies will reward you with successful and long-lasting relationships.
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Con el esquema de los 3 horizontes queda muy claro la diferencia entre las startups y las empresas tradicionales, es clave medir los avances y vender los resultados y cuidado con los zombies!!
muy buena clase!
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