7 main points we learned on how a corporate should work with startups to get the best results for both

1. @fogeldavid
7 lessons learned
@WayraUK
From working with
120 Start-ups in 4 years

2. 7 Years12 Years
Deputy Director @Wayrauk

6. Talk

7. WHAT IS WAYRA

9. $77M $15M
125
Total Funding
Raised to date
3rd-partyinvestment
pipeline next 5 months
Investment in Start-ups
$5.4M
Revenue generated bycontracts
between TEF and start-ups
62
Trials andcontractswith TEF
WayraUK in numbers
120
Mentors

10. Wayra UK’s typical offer
• €40,000 in cash + 40,000 in services
(coaches + mentors + access to TEF + free
rent)
• 7-10% equity stake
• 8-12 months of acceleration in central
London
• Help in getting TEF as a partner
• “Portfolio” relationship upon graduation until
liquidation event or put option exercised

11. A few Wayra companies

15. Lesson 1 Make sure it’s Top Down

16. Lesson 1
It’s hard to innovate if it’s not on your bonus plan

17. Lesson 2
Set expectations
for Both sides

18. Lesson 2
Great meeting a Trial
Good Trial A contract

19. Lesson 3
Use a Translator

20. Lesson 3
Can translate from “Corporate” to “start-up”

21. Lesson 3
“Ok Let’s do it”
Startup be like
YESSSS
Coming in next week
to install product
Corporate be like
Ohh man
Now I need to open PO
And then a new supplier
And send a formal request…

22. Lesson 4
Adapt your thinking and processes

23. Lesson 4
Don’t be led by lawyers

24. Lesson 4
Be Pro Startup

25. Lesson 5 – Bring the right team

26. Lesson 6
Engage the
“Mother ship”
On a regular basis

27. • Public Sector clients
• Private Sector clients
• Industry Focus clients
Meet once a month in Wayra
Use our sells channels to help startups

28. Lesson 7
This is not a short term play
Remember getting a divorce is easier

29. Lesson 7
The right approach takes time

30. One last point
We are not teachers
they are not children

31. David.fogel@wayra.org
@fogeldavid