Collaboration Between Start-Ups and Services Companies to Drive Enterprise Innovation
April 24, 2018 | IDCEstimated reading time: 2 minutes
A new study from International Data Corporation (IDC) reveals that there is great potential in collaboration between start-ups and system integrators or consulting companies to address European enterprises' need for innovation.
The digital era has put innovation at the top of the enterprise agenda, but it is challenging — initiatives often stall at early stages or create limited business outcomes. Enterprises often want to collaborate with start-ups to tap into the innovation they create but find it difficult because they are so small and new, and are sometimes unable to fit into the working processes in the enterprise. Partnerships between start-ups and services companies can help: The start-up has the innovative technology, while the management consultant or system integrator has the enterprise expertise, understands industry, business processes, and procurement, has the global resources and presence to deploy and support an installation internationally, and can integrate the new solution with the existing estate.
"The process of establishing collaboration is far from easy, but it must be fast and efficient, or it will waste valuable time for start-ups, services companies, and their clients. It is easy to get carried away by the enthusiasm, but nobody can afford that," said Mette Ahorlu, research director, IDC European Services, and co-author of the study with Margaret Adam, senior program director, IDC European Channels and Alliances. "Matchmaking is essentially about finding the needle in the haystack, building mutual trust and a shared value proposition — and then succeeding with clients."
Consultants and system integrators need to take a systematic approach: first, selecting the few from the enormous number of new start-ups, then vetting the start-up's technology and business models, as well as the credibility of its founders, and building joint value propositions. The third step is testing these with a few clients, before finally taking them into the ecosystem and going to market. Each of these four phases has its challenges.
One challenge is how to balance the interest from the services companies' own client-facing organization in the start-ups: On the one hand, this interest is important, as it is a prerequisite of selling the new solution. On the other hand, too much enthusiasm from the sales people can drown the start-up in pre-sales activities. Employing a contact person, who is also a gatekeeper, is very important in the early phase. But it is also important to keep the client-facing organization engaged and do systematic internal marketing when the solution is ready — sales people are busy, so the innovation can easily be overlooked.
Suggested Items
Lockheed Martin Australia, The Department Of Defence Sign Strategic Partnership Head Contract
04/26/2024 | Lockheed MartinLockheed Martin Australia signed a landmark AUD$500 million contract with the Department of Defence to build Australia’s future Joint Air Battle Management System under project - AIR6500 Phase 1 (AIR6500-1).
Cadence, TSMC Collaborate on Wide-Ranging Innovations to Transform System and Semiconductor Design
04/25/2024 | Cadence Design SystemsCadence Design Systems, Inc. and TSMC have extended their longstanding collaboration by announcing a broad range of innovative technology advancements to accelerate design, including developments ranging from 3D-IC and advanced process nodes to design IP and photonics.
Siemens’ Breakthrough Veloce CS Transforms Emulation and Prototyping with Three Novel Products
04/24/2024 | Siemens Digital Industries SoftwareSiemens Digital Industries Software launched the Veloce™ CS hardware-assisted verification and validation system. In a first for the EDA (Electronic Design Automation) industry, Veloce CS incorporates hardware emulation, enterprise prototyping and software prototyping and is built on two highly advanced integrated circuits (ICs) – Siemens’ new, purpose-built Crystal accelerator chip for emulation and the AMD Versal™ Premium VP1902 FPGA adaptive SoC (System-on-a-chip) for enterprise and software prototyping.
Taiyo Circuit Automation Installs New DP3500 into Fuba Printed Circuits, Tunisia
04/25/2024 | Taiyo Circuit AutomationTaiyo Circuit Automation is proud to be partnered with Fuba Printed Circuits, Tunisia part of the OneTech Group of companies, a leading printed circuit board manufacturer based out of Bizerte, Tunisia, on their first installation of Taiyo Circuit Automation DP3500 coater.
Vicor Power Orders Hentec Industries/RPS Automation Pulsar Solderability Testing System
04/24/2024 | Hentec Industries/RPS AutomationHentec Industries/RPS Automation, a leading manufacturer of selective soldering, lead tinning and solderability test equipment, is pleased to announce that Vicor Power has finalized the purchase of a Pulsar solderability testing system.