SBM magazine / 11-2018

COOPERATION WITH STARTUPS
HOW BGŻ BNP PARIBAS BANK IN POLAND
COOPERATES WITH STARTUPS
BGZ BNP Paribas was the first bank in Poland to present
a “Code for Cooperation with Startups” — changes that
facilitate the Bank’s cooperation with new companies
BGŻ BNP Paribas was the first bank
in Poland to present a “Code
for Cooperation with Startups”
— changes that facilitate the Bank’s
cooperation with new companies. From
now on, startups that want to implement
their solutions in the Bank, in accordance
with the introduced “Code,” will do it much
faster and more efficiently in cooperation
with Bank experts and under the care of
a dedicated mentor. As part of the “Code,”
a simplified purchasing process for new
technological solutions and templates
for documents for the so-called Proof of
Concept were implemented.
“The business culture in corporations does not
always create optimal conditions for effective
cooperation with startups and the development
of innovations. Tedious procedures and a
long purchasing process are just some of the
difficulties that startups interested in working
with a corporation face. Having this in mind
and knowing the specifics of new technology
companies, we have simplified the purchasing
process, created templates for the necessary
documents, built a dedicated test environment
and outlined the principles of future cooperation,”
says Piotr Widacki, Managing Director at BGŻ
BNP Paribas Bank. “Startups have a much better
sense of customer needs. We are heading in
this direction. I believe that the Code we have
introduced will bring us even closer,” Widacki
adds.
The “Code for Cooperation with Startups” is
a consequence of the Bank’s consultations
with new companies that already cooperate
with BGŻ BNP Paribas. However, bearing in
mind the best application of good practices
included in the Code, the Digital Transformation
Team, managed by Piotr Widacki, will continue
to consult with the startup environment on
a regular basis, streamlining cooperation
between the corporation and startups as much
as possible.
What does that mean in practice?
We verify the technological
needs of the Bank
We review the Bank’s needs, identify priorities
and define a business owner. Then we form a
team and budget to implement the PoC (Proof
of Concept). It consists of representatives of
business and IT. Finally, we start communicating
about the current need of the Bank.
We connect business owners
with startups
For about two weeks we look for technology
on the market (scouting), and interested
startups are welcome to contact us at startupy@
bgzbnpparibas.pl. Then we help in preparing for
future talks, and selected startups are invited to
meet, including within the framework of Office
Hours. We sign a non-disclosure agreement
(NDA). During the session, each startup has 45
minutes to address our needs.
We work together
on a solution (workshops)
We continue to work with selected startups and
organize workshops (6-8 hours) during which we
work on finding solutions. Then we define the
scope of work, the schedule, planned outcomes
(description of the PoC), as well as the content
and conditions of the order for the startup.
Together, we complete the documents and help
to complete them. We sign one of the simplified
contract templates for Proof of Concept.
We test the solution (PoC)
In the fourth step, we test the chosen technology
in the test environment (sandbox). We define
the time that is needed to test the solution
individually. We draw conclusions from the PoC
and — if they are successful — we continue to
work. We set business goals (KPIs) and specify
the scope of further work.
We implement the best solutions
We verify security and compliance aspects with
obligatory regulations and together create a socalled
business case. We make a joint decision
on the best payment model. We present the
contract model to the startup and get to work.
We care about relationships
The Digital Transformation Team recruits startups.
Each company we decide to cooperate with
receives a dedicated mentor. We help startups
navigate all steps of the process; we give clear
and specific feedback. We assume that the
process from Proof of Concept to implementation
will be closed within a quarter (depending on the
level of complexity of the technology and scope
of its implementation in the Bank).
Detailed information on the principles of
cooperation between BGŻ BNP Paribas and
startups can be found on the Bank’s website on the
startup page (www.bgzbnpparibas.pl/startupy).
Office Hours are part of a simplified purchasing
process, during which Bank experts select
the best startups from the market that have
technological solutions we are interested in.
To date, the Digital Transformation Team has
organized seven events in the Office Hours
series, during which experts looked at nearly
one hundred solutions in the following areas:
PSD2, antifraud, e-commerce for the moto
industry, technologies for the agro sector and
HR solutions. Startups that would like to take
part in such events are invited to apply at
startupy@bgzbnpparibas.pl
Source: BGŻ BNP Paribas Bank
press release of May 22, 2018
6
NOVEMBER 2018