Best Practice Slam / "Bringing Together the Ant and the Elephant" by Thomas P. Offner, Senior manager @PwC / Quarterback Corporate Incubation and Acceleration Summit 2018

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Corporates and Start-ups
Bringing together the ant and the elephant
PwC’s Digital Services
Confidential information for the sole benefit and use of PwC’s client.

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Dad

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Vintner

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Actor

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Are you serious?

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Bridging the gap between start-ups
and the corporate world since 1974
Thomas P. Offner, Quarterback

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Ferdinand Carré's ice-making device about 1865
Guy Kawasaki’s story about ice

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Ice harvesting, Massachusetts, early 1850s
Guy Kawasaki’s story about ice

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General Electric "Monitor-Top" refrigerator, introduced in 1927.
Guy Kawasaki’s story about ice

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The world is turning

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… a lot!

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Change of top 10
ranking of listed
corporations over
100 years periode
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Why corporates like start-ups
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Why start-ups like corporates
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Capital
Internationality R&D Know how
Market
knowledge
Production know how
Market access
Reach
Customer
access

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…startups
and
corporates
are like oil
and water
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But…

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Incubate Accelerate CVC M&A

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Different innovation access approaches
INTERNAL EXTERNAL
•Incubator
•Innovation
lab
•Intrapreneur-
ship program
•Company
builder
Direct VC
Indirect
VC (LP)
Internally managed
Externally managed
Accelera-
tor
CVC
Licensing/
Coopera-
tion
Access to
• Innovation
• Talent
• Entrepreneurship
• Emerging
technologies &
markets
• New corporate
culture •Entrepre-
neurship
program
•Incubator
•Scouting

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With our 3AS program we provide a structured access to start-ups
Phase 3:
Program Execution
Phase 1:
Startup Fitness
1 Month
Components/
activities
Proper knowledge,
processes and
structures
Phase 2:
Scouting + Pitch Day
2 Months
Identified Startups
profiles
Dedicated
workshop to
set up three
months
project (Each
startup
together with
responsible
business
unit owner/
champion)
Access & Acceleration
Pitch
Day
Kick-off Demo Day
start-up-
shortlist
3 Months
Final selection of
program
participants
Follow on
transfer and
implementation
Deliverables
Duration
ILLUSTRATIVE
Knowledge Transfer
Identification of relevant
startup profiles based
on the defined search
fields and generation of a
“longlist“
(about 50 startups)
Selection of relevant
startups with the partner
company (“shortlist")
Conducting candidate
interviews
(about 20 startups)
Pitch Day for the final
selection of startups
(about 3-5 Startups)
Introduction to the
startup ecosystem
including methods,
practices, etc.
Adapting of internal
structures and
processes for the
cooperation with startups
(including profiles of
relevant employees)
Definition of search
fields and keywords for
significant deal flow
Definition of assets and
service offerings
relevant for startups
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With our 3AS program we provide a structured access to start-ups
Phase 3:
Program
Execution
Phase 1:
Startup
Fitness
Phase 2:
Scouting
+ Pitch Day
Work-
shops
Access & Acceleration
Pitch
Day
Kick-
off
Demo
Day
Identification
Selection
Pitch Day
Structures and
processes
Search fields
Assets
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Confidential information for the sole benefit and use of PwC’s client.
Youtube Video

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Confidential information for the sole benefit and use of PwC’s client.
Companies
Startups on the long list
Pitches
Startups in the program
Projects with business units
Hours of coaching and mentoring from
Mentors
New innovation hub
3
364
19
10
13
100+
14
1

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Kontakt: Thomas P. Offner
thomas.offner@pwc.com
+49 160 947 349 16
© 2016 PwC. All rights reserved. Not for further distribution without the permission of PwC. “PwC” refers to the network of member firms of PricewaterhouseCoopers International Limited (PwCIL), or, as the context requires, individual member firms of the PwC network. Each member firm is a separate legal entity and does
not act as agent of PwCIL or any other member firm. PwCIL does not provide any services to clients. PwCIL is not responsible or liable for the acts or omissions of any of its member firms nor can it control the exercise of their professional judgment or bind them in any way. No member firm is responsible or liable for the
acts or omissions of any other member firm nor can it control the exercise of another member firm’s professional judgment or bind another member firm or PwCIL in any way.
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