START - Getting off the ground
Goal: Build awareness, generate early wins, and prove the value of venture clienting.
Mindset: Say yes to (almost) everything - but start with a clear, achievable target.
Timeline: 6-12 months
Budget: 100-200k
Key actions & success factors:
- Aim for three PoCs right away - with a typical POC-to-implementation rate of 50–60%, running three PoCs gives you a very high probability that at least one will be implemented.
- That one implementation success case is your golden ticket - it allows you to show a positive business case and ROI for the whole program, which becomes your strongest argument to secure continued or increased funding.
- Leverage the network of innovation managers - early success depends heavily on their internal relationships and reputation.
- You need someone - ideally a business or pain point owner - to trust you with their problem, even if it’s small at first, as long as it has a measurable business impact.
- Trust is often based on past experiences, and many stakeholders will have had negative prior experiences with startups. That’s why the personal credibility of the innovation manager is the fastest way to open doors.
- Run an outside-in analysis for backup leads - analyze the organization for typical pain points in their industry, using:
- Job postings (as problem statements)
- Public reports and documents
- Proven solutions from our GlassDollar database where Venture Clienting has already worked in similar contexts
- ⚠️ Note: This approach works, but it’s slower - you’ll need to spend more time finding the right internal contact who owns the problem.
- Maximize exposure - talk to as many stakeholders as possible to identify problems, inspire them with examples, and build early advocates.
- Showcase quick wins - pick PoCs that are lean, can be executed fast, and deliver visible business results.
- Overcommunicate the concept - many employees will be hearing “Venture Clienting” for the first time, so keep your explanation simple and practical.
- Process setup and onboarding of key functions to make Venture Clienting successful, i.e. procurement, IT, legal, works council.
Watch out for:
- Spending too much time on cold problem-hunting instead of leveraging warm internal connections.
- Taking on PoCs that have no real chance of showing a positive ROI - you need that one business case success to unlock future budget.
Hi, I'm Madlen, and I lead the Venture Clienting solutions at GlassDollar. At GlassDollar, we empower corporations to quickly identify and test cutting-edge startup technology. Our outstanding team of Venture Clienting experts is committed to helping corporations harness startup innovations and drive growth at any stage. Whether you need strategic consulting, support in establishing a Venture Clienting unit, or assistance in operating and scaling it, we are your ideal partner.
The Startup Advantage: How Systematic Corporate-Startup Collaboration Drives Market Outperformance.
Collaborating With Corporations—A Startup‘s Point of View
The potential of Venture Clienting, on the one hand, is full of opportunity; it allows startups to receive direct feedback, resources, and support for their projects. On the other hand, it also contains risks, with potential for a startup to lose its way in bureaucracy or, worse, fail to meet expectations. This article shares perspectives as an startup’s experience in this way of operating and optimising for better outcomes.
Collaborating With Corporations—A Startup‘s Point of View
The potential of Venture Clienting, on the one hand, is full of opportunity; it allows startups to receive direct feedback, resources, and support for their projects. On the other hand, it also contains risks, with potential for a startup to lose its way in bureaucracy or, worse, fail to meet expectations. This article shares perspectives as an startup’s experience in this way of operating and optimising for better outcomes.
Collaborating With Corporations—A Startup‘s Point of View
The potential of Venture Clienting, on the one hand, is full of opportunity; it allows startups to receive direct feedback, resources, and support for their projects. On the other hand, it also contains risks, with potential for a startup to lose its way in bureaucracy or, worse, fail to meet expectations. This article shares perspectives as an startup’s experience in this way of operating and optimising for better outcomes.
Collaborating With Corporations—A Startup‘s Point of View
The potential of Venture Clienting, on the one hand, is full of opportunity; it allows startups to receive direct feedback, resources, and support for their projects. On the other hand, it also contains risks, with potential for a startup to lose its way in bureaucracy or, worse, fail to meet expectations. This article shares perspectives as an startup’s experience in this way of operating and optimising for better outcomes.