Innovate. Collaborate. Grow. Strategies and Best Practices for Corporate Partnering CRESCO Series

The past ten years are characterized by a strong growth in entrepreneurship and the accelerated creation of new businesses offering innovative products and services.
 
The focus of this book is on startups and scaleups intending to scale their business through collaboration with corporates, primarily in the capacity of client or venture partner.  No startup or scaleup can go-it-alone entirely and is required to collaborate with other partners to ensure growth.
 
It is crucial for startups and scaleups to think beyond (corporate) venture capital financings and actively use a vast spectrum of corporate partnering arrangements to scale their business.
 
This book thus takes an expansive approach and analyses corporate partnering transactions from a much broader perspective, covering several types of partnering models for collaboration between corporates and startups and scaleups, with a very strong focus on the perspective of the startups and scaleups while engaging in these types of transactions.

FOREWORD
1 INTRODUCTION
2 COLLABORATIVE GROWTH – OBJECTIVES, COMPLEXITY, BENEFITS AND RISKS
2.1 PARTNERING OBJECTIVES
2.2 PARTNERING COMPLEXITY
2.3 PARTNERING SUCCESS AND RISK FACTORS
2.4 HOW TO STRUCTURE AND NEGOTIATE COLLABORATIVE GROWTH ARRANGEMENTS

3 NON-EQUITY BASED COLLABORATIVE GROWTH
3.1 SHOULD WE INCUBATE AND ACCELERATE IN A CORPORATE INNOVATION LAB?
INCUBATION AND ACCELERATION LABS
3.2 HOW DO WE NAVIGATE PROCUREMENT AND SELL OUR PRODUCT TO A CORPORATE?
LICENSING - PROCUREMENT
3.3 HOW DO WE LEVERAGE OUR CLIENT AS A CHANNEL WITHOUT CONVERTING IT INTO A COMPETITOR?
VALUE ADDED LICENSING
3.4 CAN WE MAKE OUR CUSTOMER FUND RESEARCH & DEVELOPMENT?
FUNDED DEVELOPMENT
3.5 HOW DO WE OPTIMALLY BENEFIT FROM TECH TRANSFERS BY RESEARCH INSTITUTIONS?
RESEARCH INSTITUTION SPIN-OFF LICENSING
3.6 HOW DO WE CO-CREATE ONE-TO-ONE?
BILATERAL CO-CREATION
3.7 HOW DO WE CO-CREATE ONE-TO-MANY?
MULTILATERAL CO-CREATION

4 EQUITY BASED COLLABORATIVE GROWTH
4.1 HOW DO WE GET THE BEST AND AVOID THE WORST IN EQUITY FINANCINGS?
VENTURE CAPITAL INVESTMENTS
4.2 CAN WE SAFEGUARD OUR LONG-TERM FREEDOM WHEN ENGAGING WITH A CORPORATE?
STRATEGIC CORPORATE VENTURE CAPITAL
4.3 HOW DO WE CO-CREATE BY JOINT VENTURING?
BILATERAL JOINT VENTURES
4.4 HOW DO WE CO-CREATE IN A ONE-TO-MANY VENTURE?
MULTILATERAL JOINT VENTURES – CONSORTIA
4.6 HOW DO WE MINIMIZE THE RISKS AND MAXIMIZE THE REWARDS IN A STRATEGIC SALE?
ACQUISITIONS – SELL SIDE
4.7 HOW DO WE GROW BY BUYING & BUILDING?
ACQUISITIONS – BUY SIDE

5 COLLABORATIVE GROWTH THROUGH INSIDE-OUT CORPORATE VENTURING
5.1 HOW DO WE CREATE A SPEEDBOAT WITHIN A LARGE SHIP?
CORPORATE INCUBATION STUDIO
5.2 CAN WE LEVERAGE PLATFORMS AND PRESERVE OUR INDEPENDENCE?
PLATFORM PROGRAMS

The main reason for writing this book is to provide strategic, but at the same time practical guidance for the analysis, design, negotiation and implementation of a broad range of corporate partnering transactions.
 
You should read this book if you are:
 
• an entrepreneur planning to grow the startup  through the design, adoption and execution of a corporate partnering strategy
• a corporate planning to collaborate with startups and scaleups through different corporate partnering transactions
• an investor desiring to contribute to the growth strategy of portfolio companies through funding and strong partnering expertise
• a transaction professional desiring to learn more about the complexity of corporate partnering transactions