The Heart Presentation at Corporate Incubation & Acceleration Summit in Berlin, February 2017 www.theheart.tech

1. Maximizing the Impact
of Corporate Startup Engagement
Tomasz Rudolf, Founder & CEO
COINAAC | Berlin | February 2017

2. Open innovation is key for corporate survival

3. Corporate incubators & accelerators have short shelf life

4. Starting corporate accelerators
and incubators is a distraction.

5. We have been working with 100+ corporations...

6. Buy from
Purchase or licence new technologies that give
you a competitive edge
Purchase service
Partner
Launch new products and businesses on
revenue-sharing basis
Invest
Get deal flow for your company’s strategic or
financial investments.
Offer bundling
Acquihire
License technology
White label
Investment
Co-development
Co-branding
Acquisition
Our focus in on enabling corporate-startup deals

7. European center for corporate-startup collaboration

8. European center for corporate-startup collaboration

9. European center for corporate-startup collaboration

10. The Heart Team

11. Purpose
What do we want to achieve?

12. Innovation horizons

13. Invest in startups

14. Corporate Venturing
Own fund, investing in VCs or
Investments off the balance sheet
Intel
Sponsored accelerator
Outsourced or shared acceleration
program, offering support for equity
Disney Techstars
Invest in startups
M&A
Buy & integrate new businesses
PKO BP
Corporate accelerator
Batches of selected startups
undergoing 3-6 month program
Microsoft

15. Corporate Accelerator
Disney
& Sphero
Sphero was part of
Disney Techstars
accelerator batch
Best selling toy
of the year, BB-8
created
together

16. Build startups

17. Intrapreneurship
Bottom-up initiatives working like
startups to validate new biz
Sony
Company building labs
Internal startup factory
Google X
Spin-Outs / Spin-In
Bring ideas outside for launch and
integrate when successful
Cisco
Outsourced
Company Building
Skoda
Build startups

18. Build startups
Cisco
Spin-Out
Nuovo Systems
founded in 2006 from
$70+ million investment
from Cisco
Trio of serial
entrepreneurs
(Mazzola, Jain, Cafiero)
Cisco acquired business
two years later for
$678 million
http://www.businessinsider.com/why-cisco-showered-three-men-with-billions-2014-9?IR=T

19. Work with startups

20. Executive startup search
PULL: Identification of startups based
on individual briefs
ING
Work with startups
Vertical Pitch Programs
PUSH: Review of potential partnership
opportunities in a syndicate
Mastercard
Startup Relations Portal
Online channel as a single point of
contact for potential partnerships
Unilever Foundry
Corporate incubator
Own or shared co-working space
with startups
hub:raum

21. Patience: StartUps or ScaleUps?

22. We need to support startups when
they make the jump from 1 to 100
(as opposed to 0-1).
Tzahi (Zack) Weisfeld
General Manager, Microsoft Global Accelerators

23. 100 pilots in 18 months, 48% successful
Unilever
Foundry
100 pilots in
18 months
50K $ budget
for each pilot
48% resulting in
follow-up collaboration

24. Intrapreneurship
Bottom-up initiatives working like
startups to validate new biz
Sony
Company building labs
Internal startup factory
Google X
Spin-Outs / Spin-In
Bring ideas outside for launch and
integrate when successful
Cisco
Outsourced
Company Building
Skoda
Corporate Venturing
Own fund, investing in VCs or
Investments off the balance sheet
Intel
Sponsored accelerator
Outsourced or shared acceleration
program, offering support for equity
Disney Techstars
Executive startup search
PULL: Identification of startups based
on individual briefs
ING
Build startupsInvest in startupsWork with startups
M&A
Buy & integrate new businesses
PKO BP
Vertical Pitch Programs
PUSH: Review of potential partnership
opportunities in a syndicate
Mastercard
Startup Relations Portal
Online channel as a single point of
contact for potential partnerships
Unilever Foundry
Corporate incubator
Own or shared co-working space
with startups
hub:raum
Corporate accelerator
Batches of selected startups
undergoing 3-6 month program
Microsoft
Source: @TheHeartWarsaw

25. Sourcing
Monitor ecosystem
Define needs
Identify partners
Selection
Selection
Co-creation
Decision-making
Deals & legal
Speed
IP Mgmt
Fair play
Execution
Pilot | PoC
Implement locally
Scale globally
Challenges
Hunting grounds
Pressure & KPIs
Openness to
unexpected
Innovation Strategy
Impact: Incremental | Adjacencies | Transformative
Models: Observe | Work with startups | Invest in startups | Build startups
Source: @TheHeartWarsaw

26. Process
How to reach the goals effectively?

27. Drinking from a firehose

28. Precision: Knowing what you want
Challenges
Hunting grounds
Pressure & KPIs
Openness to
unexpected

29. Ecosystem Radar: Observe & learn
Sourcing
PUSH: Monitor
ecosystem

30. Scouting: Identify & select partners
Sourcing
PULL: Define needs
Identify & select
partners

31. Best talent is not going around
career websites submitting CVs.

32. Move from dating to deals faster
Deals & legal
Speed
IP Mgmt
Fair play

33. Get your hands dirty, run pilots & experiment
Execution
Pilot | PoC
Implement locally
Scale globally

34. Preparation
Is our organization #ReadyForStartups?

35. Culture
Culture
Non-invented here
Experimentation
Role models & success
stories

36. People
People
Top management
support
Key people skills
Clear owner

37. Resources
Relations
Dealflow partners
Partner perception
Relationship
management tools
Resources
Budgets
Time & attention
API / IT

38. Ecosystem Relations
Relations
Dealflow partners
Partner perception
Relationship
management tools

39. Ecosystem visibility
Visibility
Single point of contact
Community presence
Online visibility

40. Sourcing
Monitor ecosystem
Define needs
Identify partners
Selection
Selection
Co-creation
Decision-making
Deals & legal
Speed
IP Mgmt
Fair play
Execution
Pilot | PoC
Implement locally
Scale globally
Challenges
Hunting grounds
Pressure & KPIs
Openness to
unexpected
Culture
Non-invented here
Experimentation
Role models & success
stories
Resources
Budgets
Time & attention
API / IT
Visibility
Single point of contact
Community presence
Online visibility
Relations
Dealflow partners
Partner perception
Relationship
management tools
People
Top management
support
Key people skills
Clear owner
Source: @TheHeartWarsaw
Innovation Strategy
Impact: Incremental | Adjacencies | Transformative
Models: Observe | Work with startups | Invest in startups | Build startups

41. There is no profit without pain

43. Perseverance
Are we ready to do what it takes?

45. Visit us at The Heart!
theheartwarsaw @TheHeartWarsaw
Tomasz Rudolf
@tomaszrudolf
t.rudolf@theheart.tech
www.theheart.tech
TheHeartWarsaw TheHeartWarsaw
The Heart
Startup Scouting
Roundtable
20th April 2017
Warsaw
The Heart
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Corporate
Venturing
Academy
13-14th June 2017
Warsaw