Why the PoC Kickoff Sets the Tone for Venture Clienting Success
PoC Kickoff
The PoC Kickoff is the official start of the project - the moment when the startup takes the lead and the corporate-startup collaboration really begins.
Goal of the kickoff
To align all parties on:
- What will be done (scope & success metrics)
- Who will do it (roles & responsibilities)
- When it will be done (timeline & milestones)
- How results will be measured
Who leads it?
The startup should lead the kickoff.
- They’re the ones delivering the solution
- They’re getting paid for it
- They have the biggest incentive to make it work - because PoCs themselves usually aren’t profitable for startups, the real value comes from winning the full implementation afterwards
How to prepare
- Pre-kickoff check-in with the startup
- Review their kickoff plan in advance
- Share any insights about the corporate culture, expectations, or stakeholders they should know
- Make sure they know the success metrics agreed in the PoC scope
- Set expectations
- Make it clear: this first meeting sets the tone for the whole PoC
- A messy kickoff = unhappy stakeholders = extra work for you cleaning up later
Your role as Innovation Manager
Even though the startup is leading:
- Be the mediator between the corporate and the startup if any issues arise
- Advise the startup on how to work smoothly with the corporate team
- Keep an eye on the business impact calculation and make sure it’s updated during the PoC
Why a strong kickoff matters
A good kickoff builds:
- Trust between startup and corporate
- Clarity on what will be delivered
- Early momentum to keep the PoC moving
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.
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Everything you need to know about Venture Clienting
Welcome to Venture Clienting
Learn what Venture Clienting is (and what it isn’t), where the model came from, and why it’s become a fast path to measurable business impact. It also clarifies the differences to CVC and Venture Building, shows how the three can work together, and closes with practical “golden rules” to start with the right problems, win early PoCs, and build the trust you’ll need to scale.
Getting Started
A quick on-ramp into Venture Clienting: a checklist to see if your organization is actually ready, the minimum setup you need (one owner, a starter budget, and light leadership backing), plus a plain-English glossary so everyone—from business units to procurement—uses the same terms and avoids confusion from day one.
The 3 Phases of Venture Clienting Units
A practical maturity map for how Venture Clienting Units evolve over time — from START (prove the model with a few high-impact PoCs), to GROW (make it repeatable and expand reach), to SCALE (run high volume with strong selectivity, efficiency, and strategic alignment). It clarifies what to prioritize in each phase: budgets, timelines, lead volume, stakeholder setup (procurement/IT/legal), and the specific habits that drive momentum without burning quality.
The Venture Clienting Process
A practical, end-to-end guide to running Venture Clienting in real life — from uncovering internal pain points and qualifying PoC leads to sourcing startups, running focused demos, executing lean PoCs, and turning successful pilots into real implementations with measurable business impact.
Advanced Topics
This chapter covers advanced Venture Clienting topics you’ll face once the basics work: managing PoCs as a portfolio, working effectively with IT, accelerating projects through alternative contracting models, and securing lasting C-level support. It shows how to reduce bottlenecks, allocate resources smarter, and turn Venture Clienting into a strategic, scalable capability.