From Tech to Deep Tech

Exhibit 15. Most frequently used partnership for each deep-tech startup archetype
develops a product for the corporate) and
valorization of corporate knowledge in the
startup (in the form of out-licensing, spinoff,
or intrapreneurship).
At the most mature stage, when the product
is ready to be sold, commercial partnerships
are possible. A procurement partnership
allows a startup to procure products and
services from within the corporate to meet
particular needs. Such a partnership can
enable the startup to scale up and get the
credibility to convince other corporates
to work with it. A distribution partnership
is an arrangement in which the corporate
leverages its marketing capabilities,
customer base, and marketing power to
distribute the startup’s product or service,
and accelerate its revenues. A licensing
agreement permits the corporate to license
the startup’s IP while selling the product,
or the other way round.
Once again, it is not possible to define a
standard format or process from go/no go to
end game that is suitable for all situations,
but corporates should identify a framework
for collaborations at each maturity stage,
including a checklist to help validate go/no
go at each stage gate, and a knowledge and
skills framework for each stage.
The illustrative framework in Exhibit 16 is a
tool to help decision making, not a standard
process. Corporates should fined-tune it to
reflect their objective and capabilities.
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