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For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 1
SMB 14 December 2017 1
‘David and Goliath’ a successful 
startup/corporate collaboration
Corina Kuiper
14 December 2017
© The Effectual Catalyst
SMB 14 December 2017 2
Two different worlds that need to work together
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 2
SMB 14 December 2017 3
Why collaborate?
Corporates
• Accelerate innovation
• Access to new innovations
• New technologies and business models
• New competences
• Market knowledge
• Entrepreneurial culture
Startups
• Access to marketplace
• Knowledge and resources
• Acceleration (scaling up)
• New competences
• Credibility
• Funding
© The Effectual Catalyst
SMB 14 December 2017 4© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 3
SMB 14 December 2017 5
Ready to Team Up ‐ Background
Challenge
Most fast‐growing businesses are established through 
collaboration between startups and existing organisations. 
But what are the main challenges they have to face? What 
steps need to be taken to be successful in this collaboration?
COSTA:  ‘collaboration between COrporates & STArtups’, 
During one year Dutch Industry leaders  shared lessons 
learned and discussed how to bring about a lasting 
improvement in the collaboration between corporates and 
startups.
Ready to Team Up Tool
Based on output of Costa, interviews with startups and 
research, Rotterdam School of Managemen/ECE and 
Corporate Venturing Network developed the tool
© The Effectual Catalyst
SMB 14 December 2017 6© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 4
SMB 14 December 2017 7
Launch May 30th, 2017 Launch November 16th,
2017
© The Effectual Catalyst
SMB 14 December 2017 8
Answer 
30 
questions
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 5
SMB 14 December 2017 9
My results
© The Effectual Catalyst
SMB 14 December 2017 10
Get inspired by others
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 6
SMB 14 December 2017 11
www.readytoteamup.com
Corporates,
start your
benchmark
Startups, start
your benchmark
WWW.READYTOTEAMUP.COM
© The Effectual Catalyst
SMB 14 December 2017 12© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 7
SMB 14 December 2017 13
THE FIVE LEVELS OF CORPORATE 
ENTREPRENEURSHIP
© The Effectual Catalyst
SMB 14 December 2017 14
The Five levels of Corporate Entrepreneurship
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 8
SMB 14 December 2017 15
Title 
Text
© The Effectual Catalyst
WHY ECOSYSTEM:
Isolated innovations don’t exist anymore
SMB 14 December 2017 16
WHY: All about broadening your perspective 
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 9
SMB 14 December 2017 17
Ecosystem
Ron Adner,The Wide lens, 2012
MinimumViable
Ecosystem (MVE)
the smallest configuration
of elements that can be
brought together and still
create unique commercial
value
© The Effectual Catalyst
SMB 14 December 2017 18
Co‐innovation risk
© The Effectual Catalyst
“What are the hurdles facing the other innovations that
must come about for my project to succeed?
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 10
SMB 14 December 2017 19
Adoption chain risk: Broken Lines 
• Risks can be managed pro-actively, but only if it is recognized in advance
• What people say ≠ What people do (the resistance to chance)
• It also applicable within your own company
© The Effectual Catalyst
Ron Adner, The Wide lens, 2012
SMB 14 December 2017 20
Adoption chain risk: Broken Lines 
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 11
SMB 14 December 2017 21
The Five levels of Corporate Entrepreneurship
© The Effectual Catalyst
SMB 14 December 2017 22© The Effectual Catalyst
Organization: making choices
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 12
SMB 14 December 2017 23
Strategic choices: Innovation Themes
© The Effectual Catalyst
SMB 14 December 2017 24
strategic choice: Scope of Venturing
FinancialSupport
existing
businesses
Add to
the portfolio
Type of
Ambition
Main Resources
Outside Core
Within Core
Both inside
and outside
Core
Eco‐
system 
Venturing
Venture 
Innovation
Corporate 
Private 
Equity
Venture 
Harvesting
New Leg 
‘Fishing’
Note:
Types with  a grey background 
are not normally recommended 
Size of circle does not  represent 
frequency or impact. It shows 
which boxes are covered by the type
Source: Ashridge Strategic Management Centre, 2003© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 13
SMB 14 December 2017 25
Senior Excutive Team
Forget,Borrow& Learn
© The Effectual Catalyst
Organization
SMB 14 December 2017 26
Culture: Shift from ‘cookbook’ to ‘controlled experiment’
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 14
SMB 14 December 2017 27
The Five levels of Corporate Entrepreneurship
© The Effectual Catalyst
SMB 14 December 2017 28© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 15
SMB 14 December 2017 29© The Effectual Catalyst
SMB 14 December 2017 30
Example of (corporate) venturing instruments
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 16
SMB 14 December 2017 31
Many different instruments
© The Effectual Catalyst
SMB 14 December 2017 32
.. But you don’t want one hand clapping
© The Effectual Catalyst
ONLY EXTERNAL 
VENTURING
ONLY INTERNAL 
VENTURING
NEED BOTH EXTERNAL AND 
INTERNAL VENTURING
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 17
SMB 14 December 2017 33
The Five levels of Corporate Entrepreneurship
SMB 14 December 2017 34
You need a framework
External view
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 18
SMB 14 December 2017 35
A Staged Process for Successful Venture Development
Each phase has its own specific characteristics and therefore requires a 
different way of working, organization set‐up, culture/mindset and 
performance indicators
Time
5. Market
Calibration
4. Beta3. Alpha2. Seed
1. Pre ‐
seed
Expanding 5. Market
Calibration
4. Beta3. Alpha2. Seed1. Pre‐Seed Steady
State
Decline Ideation
Venture phase
Business Creation
Research
phase
Established business
Business
Management/Operations
Maturity level
© The Effectual Catalyst
SMB 14 December 2017 36
The danger of not recognizing the teenager
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 19
SMB 14 December 2017 37
The Five levels of Corporate Entrepreneurship
© The Effectual Catalyst
SMB 14 December 2017 38
People ‐ Entrepreneur
Intrapreneur = Entrepreneur who is able to 
work in a corporate environment
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 20
SMB 14 December 2017 39
Effectuation principles
© The Effectual Catalyst
SMB 14 December 2017 40
Corporate‐startup: you need each other
© The Effectual Catalyst
For personal use only ‐ don't copy SMB Dec 14th, 2017
© The Effectual Catalyst 21
SMB 14 December 2017 41
To the extent I can predict
the future, I can control it.
To the extent I can co-create
the future, I don’t need to
predict it.
© The Effectual Catalyst
SMB 14 December 2017 42© The Effectual Catalyst
If you want to 
know more?

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