SEF.Growth Event with UBS

Strategic Partnerships: Unlocking Potential Through Start-up-Corporate-Collaboration

How can start-ups and corporates work together effectively? How can they overcome cultural and structural differences, as well as product scaling and integration challenges? How can they improve communication and align decision-making processes to combine the start-up's agility with the corporate's scalability?

 

26 September 2024 
6.00 pm – 9.30 pm

UBS
Pl. Saint-François 16
1003 Lausanne

5 Key Insights for Successful Collaboration Between Startups and Corporates

Collaboration between startups and large corporations can lead to powerful synergies, but it comes with its own unique challenges. During a recent panel discussion featuring Roberta Massa (Microsoft), Julian Nolan (Iprova), and Christian Mähr (UBS), several critical points were highlighted to ensure a productive partnership. Here are five actionable tips from their conversation:

1. Get prepared and ensure you spark interest

Understanding your value proposition is essential when approaching a corporate partner. Startups should clearly know what they can bring to the table and what they are hoping to gain from the collaboration. As Roberta Massa from Microsoft emphasized, "Corporates are looking for innovation that complements their strategy, so aligning your strengths with their needs is key to gaining attention."

Tip: Before your pitch, research the corporate's priorities and present a tailored proposal that showcases the value you offer.

2. Deal with Different Speeds of start-up and corporate 

The pace of decision-making in startups and corporates can vary greatly. However, Julian Nolan from Iprova noted that if your product or service truly addresses a corporate’s strategic pain point, they will prioritize and speed up the process. "Corporates are capable of moving fast when they see an immediate value for their business," he shared.

Tip: Don’t be discouraged by slow initial responses. Focus on proving the value of your offering to accelerate their decision-making. 

3. Invest in Personal Relationships - they are the foundation of everything

Business is personal, especially in partnerships. As Christian Mähr from UBS explained, taking time to cultivate genuine relationships with the individuals behind the corporate walls can significantly improve collaboration. "You can’t collaborate effectively with someone you don’t know," Mähr added.

Tip: Make an effort to connect on a personal level. Build rapport through regular communication and face-to-face meetings. 

4. Leverage Each Other - it’s bidirectional

Successful collaborations are always reciprocal. Both the startup and the corporate need to benefit from the partnership. As Julian Nolan highlighted, "When each party brings something unique and complementary to the table, the potential for long-term success increases."

Tip: Look for ways to leverage each other’s strengths. Create a win-win dynamic that ensures both sides feel the benefits of the collaboration.

5. Be and Stay Transparent: only this will lead to trust

Transparency is the foundation of trust. As Roberta Massa pointed out, being open about challenges, limitations, and expectations will prevent misunderstandings down the line. "Hiding information will only slow down the process and damage trust," she warned.

Tip: Always communicate openly about progress, risks, and concerns. Transparency will foster mutual understanding and stronger partnerships.

By following these key tips, startups and corporates can navigate the complexities of collaboration more effectively, ensuring that both parties reap the rewards of a successful partnership.

“As we heard before, corporate strategies have changed. It’s not predominantly about buying every promising start-up that has an interesting technology but more about including it in one's ecosystem. Be courageous enough to reach out to corporates to get access to their ecosystems”, says Patrick Forte, Head of Corporate Finance, to close the event on a positive note.

Speakers

Roberta Massa

ISV Lead, Microsoft Switzerland

Roberta Massa is a seasoned leader with over 20 years of experience in business development, sales/channel sales and services management. 

As Director of Independent Software Vendors at Microsoft Switzerland, she helps Swiss startups and ISVs grow and innovate, a vital ecosystem of skills and innovation in the Swiss market. She has also held key roles such as Western Europe Industry Partner Development Manager and Western Europe Strategic Transformation Team Lead, where she enabled customer innovation through Microsoft ISVs and customised Microsoft consulting programmes.

 Roberta is known for her customer and partner focus, accountability, resilience and strong communication skills in complex situations. She values teamwork and individual commitment as essential success factors in diverse organisational contexts.

Julian Nolan 

Founder & CEO, Iprova AG

Julian Nolan founded Iprova to revolutionise invention using data and AI for rapid, disruptive innovation aligned with consumer and business needs. 

Iprova's technology drives patents referenced by top tech giants such as Apple and Google. Initially, Julian developed V1.0 of their software, secured key customers such as Nokia and Philips, and created foundational inventions. 

Today, Iprova serves major brands such as P&G and On Running with talented software, invention and business development teams. With a background in electrical engineering and machine learning, Julian holds over 200 pending and issued patents.

Christian Mähr

Head Strategic Initiatives & Ecosystems, UBS Switzerland AG

Christian Mähr is a seasoned leader with over two decades of experience in corporate banking and strategic initiatives. Currently serving as Head of Strategic Initiatives and Ecosystems at UBS Switzerland AG, Christian drives transformative initiatives to enhance UBS's position in Swiss corporate banking. His expertise spans digital transformation, strategic partnerships, and client-centric models. 

Prior to UBS, he held key roles at Commerzbank AG, where he spearheaded market entry strategies and branch implementations. Christian's leadership is characterized by a focus on innovation, communication, and driving tangible growth.

LinkedIn

Julian Nolan 

Founder & CEO, Iprova AG

"At Iprova, we are truly focused on our customers and their needs. Working with Microsoft and hosting our software on Azure has helped new customers access our AI-powered invention platform, Invention Studio, quickly and efficiently - benefiting users and giving Iprova the means to scale quickly."

Moderator

Lukas Frösch

Director Entrepreneurship, NZZ Connect

Programme for 26 September 2024

 Time Description
 Individual arrival
6.00 pmDoor opening & refreshments
6.30 pm

Welcome note by 

  • Yves Felder, Head Corporates & Institutional Clients Romandie, UBS Switzerland AG
  • Lukas Frösch, Director Entrepreneurship, NZZ Connect
6.40 pm 

Introduction to the topic and presentation of the collaboration case by

  • Julian Nolan, Founder & CEO, Iprova AG
  • Roberta Massa, ISV Lead, Microsoft Switzerland
7.00 pm

Panel Discussion with

  • Julian Nolan, Founder & CEO, Iprova AG
  • Roberta Massa, ISV Lead, Microsoft Switzerland
  • Christian Mähr, Head Strategic Initiatives & Ecosystems, UBS Switzerland AG
7.30 pm

Closing words by 

  • Patrick Forte, Head Corporate Finance, UBS Switzerland AG
  • Lukas Frösch, Director Entrepreneurship, NZZ Connect
 Networking-Apero
9.30 pmDoor closing