MOVING BEYOND THE POC · MANAGING POCS: MAIN STEPS & TIMELINE Startups sources éligibles acces to...
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MOVING BEYOND THE POC TOWARDS AN EFFICIENT AND HARMLESS COLLABORATION BETWEEN STARTUPS AND LARGE COMPANIES DIDIER MORET FRANCE © didier moret 2018
Transcript of MOVING BEYOND THE POC · MANAGING POCS: MAIN STEPS & TIMELINE Startups sources éligibles acces to...
MOVING BEYOND THE POCTOWARDS AN EFFICIENT AND HARMLESS COLLABORATION
BETWEEN STARTUPS AND LARGE COMPANIES
DIDIER MORET
FRANCE
© didier moret 2018
SPEAKER: DIDIER MORET
• Graduate Engineer (Ecole Centrale Paris)
• Patent engineer
• Venture Investor, Renewable Energies, Crédit Agricole Group
• Regional Economic Development (Le Mans, France)
• Cofounder, i-Source (IT early stage VC) , 1999-2015
• Steering Committee, SYSTEMATIC IT Cluster , Paris-Saclay
• Working Group « acceleration »
• Working Group « Digital cities »
• Member of the Investment Committee, Acceleration & Tech Transfer Office SATT PARIS-SACLAY
• Consultancy: Investment Readiness, Corporate Venture, Open Innovation
2© didier moret 2018
INDUSTRIAL INNOVATION: when life was simple
CUSTOMER
R&D
B.U. 1 B.U. 2 B.U. 3 B.U. n
Public labsCollaborative R&D
Tra
ns
fer u
nit
$
Govt subsidies
© didier moret 2018 3
INNOVATION HAPPENS ELSEWHERE !
(Jonathan Ian Schwartz, Sun Micro, 2008)
© didier moret 20184
5
INDUSTRIAL INNOVATION : the other way
Collaborative R&D labs
Tra
ns
fer u
nit
B.U.
$
CUSTOMERS
Startup
Startup
Startup
Spin-off
Startup
R&D
B.U.
Startup
Startup
Startup
VC
labs
CORE BUSINESS NEW BUSINESS
Govt subsidies
© didier moret 2018
INDUSTRIAL INNOVATION : the other way
Collaborative R&D public labs
Tra
ns
fer u
nit
B.U.
$
CUSTOMERS
Startup
Startup
Startup
Spin-off
Startup
R&D
B.U.
Startup
Startup
Startup
VC
labs
CORE BUSINESS NEW BUSINESS
Govt subsidies
incubatorsincubator
SATTs
6© didier moret 2018
CORP vs STARTUPS: THE VALUE CHAINPOCS
DATING TIME RELATIONSHIP TIME
qualification
s
c
r
e
e
n
i
n
g
collection selection qualification matching POCs POC analysis Invest decision bus launch
DEPLOYMENTSRELATIONSHIP BUILDING
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MANAGING POCS: MAIN STEPS & TIMELINE
Startups sources
éligibles
acces to startup ecosystems, attraction power
POCS
technologybreakthroughwilling to do
ability to executeculture fitsustainabilityability to contractbusiness ethicsgovernance
query, batch, picture time, intrinsic value relationship, contextual value, evolution
POC leaders
51000
qualification
200 20
relevant batch compelling batch manageable batch
SU CRITERIArelevancequantity
CORP SUCCESS FACTORS understanding
MENTAL MODE
collection selection qualification POC management
discernment metrics
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idie
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THE POC « PROCESS »
© didier moret 2018 9
BU vs STARTUPS: THE VALUE CHAIN
POCS
DATING TIME RELATIONSHIP TIME
qualification
s
c
r
e
e
n
i
n
g
collection selection qualification matching POCs POC analysis Invest decision bus launch
DEPLOYMENTSRELATIONSHIP BUILDING
© didier moret 2018 10
methodssecurity
compliance
suppliers
ESGtraining
IS
unions
budget specs
APIs
trainingguarantee
contract
Integrator
FROM POC TO DEPLOYMENT : A COLLABORATION STORY
Units
Corp HQ
Industrialmanager
Purchasing
Innovation
IS management
HR
Legal
Finance
design
Q/A
certification
suppliersR&D
lawyer
VC
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Startup
Startup
Industrialmanager
Purchasing
Innovation
IS management
HR
Legal
Finance
design
Q/A
certification
suppliersR&D
lawyer
VC
specs
APIs
trainingguarantee
contract
THE POC PROCESS : NO PAIN, NO GAIN?
IntegratorUnit
Corp HQ
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methodssecurity
compliance
suppliers
ESGIS
training
unions
budget
FROM POC TO DEPLOYMENT : THE PROCESS GAP
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VIRUS ANALOGY : ATTACHMENT, PENETRATION, REPLICATION
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VIRUS ANALOGY : BEWARE INHIBITORS AROUND
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THE (GOOD) POC PROCESS : THINK INFECTION !
IntegratorUnit
Corp HQStartup
Industrialmanager
Purchasing
Innovation
IS management
HR
Legal
Finance
design
Q/A
CEO
suppliersR&D
lawyer
VC
specs
APIs
trainingguarantee
contract
Integrator
Corp HQ
Unit
© didier moret 2018 16
methodssecurity
compliance
suppliers
ESGIS
training
unions
budget
VIRUS ANALOGY : THINK INFECTION (2)
• DNA intrication: the startup DNA must fit the corp DNA
• Expose receptors: no « secret middle management »
• Fight inhibitors (think incentives)
• Replicate
• Every cell concerned: all the corp « social body » must contribute to search/qualif/engage startups
• Uncover the social graph
• Put probes in place to monitor the infection level
• Help spread the virus to other bodies
corp
Start Up/Inno mgt
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• CORP VC
• POCs
• INNOVATION DIRECTOR
• LEARNING EXPEDITIONS
• INCUBATOR
• STARTUP DATABASE
• INNO/BU coupling• Information exchange processes & tooling
• Events
• Efficient POCs• Significant evaluation
• Decent budget
• Pre-Involvment of deployment stakeholders
• Deployments Management• Transformation roadmap
• Collaboration processes & tooling
• Agility
• HR processes
• Incentives
• Training
• Time management
• HQ/ units alignment
ONE TO ONE EXCELLENCE IS NOT ENOUGH !
YES, BUT….
© didier moret 2018 18
SCALE UP
SUPPORT SYSTEM
STARTUP
CORP
CORPCORP CORP
CORP
TOWARDS AN EFFICIENT SUPPORT SYSTEM
May be pooled (between diferent corporates) in a mature ecosystem
Mesh architecture ( monocohort) or « one stop shop » (multicohort)
Must addressStartup->Scale
Up Pains:
• Networking with relevant corporate interfaces• Startup Strategy Optimization• Fund raising• Market intelligence• Certification • Trade shows connections• Web marketing capabilities• Experts (Q/A, testing, safety, metrics, grants, etc)
REQUIRES A PROFESSIONAL
SET-UP
• Processes• Permanent resources• Tooling• Business model (?)
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FROM POC TO DEPLOYMENT : THE PROCESS GAP
MANAGEMENT
Unit managerStartup managementOpen Innovation ManagerIntegratorIndustrial/IS directorCorp FinanceLegalCorp HRCorp purchasing
INTERFACES
EVALUATION
Detailed specsAPISContractsRegulationBidLifetime guaranteeInsurances
INFORMATIONS
QualityFactory output/yieldSector specific metricsDelaysCost
Group levelROI/payback basedSignificant (millions)Ad hoc financing
BUDGET
Stage based
2-4 years
LEAD TIME
Transformation roadmapMulti-suppliers project managementEngineering unitEmployees trainingNegociation w unionsInternal collaboration managementSuppliers alignment
Mono-supplier project managementPOC EvaluatorLimited training
MANAGEMENT
Startup Value PropositionUse case(Limited) Integration constraints
INFORMATIONS
EVALUATIONImplementation delayROISector specific KPIs
Unit level or unit + InnovationTime basedLimited (20-200 k)
BUDGET
2-12 months
LEAD TIME
INTERFACESUnit managerStartup managementInnovation manager(in house integration)
