Gorillas Can Dance

Gorillas Can Dance
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Achieve exceptional results with your organization’s next partnership for corporate innovation  In  Gorillas Can Dance , distinguished international business strategy professor and expert Dr. Shameen Prashantham delivers a proven roadmap for large corporations collaborating with startups. Drawing on over a decade of international research, Dr. Prashantham explains the “why,” “how,” and “where” of corporate-startup partnering.  In this book, you’ll learn:  How to focus on the three pillars of synergy, interface, and exemplar to achieve outstanding results in your partnership Why the very thing that attracts large corporations to startups—their significant differences—also makes it difficult to work together Where in the world to find your ideal startup partnerships and how to use them as a force for good Perfect for C-suite executives, managers, business unit heads, and corporate innovation managers,  Gorillas Can Dance  is a must-have resource for business leaders seeking strategic guidance on partnering and collaborating with startups.

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Shameen Prashantham. Gorillas Can Dance

Table of Contents

List of Illustrations

Guide

Pages

Praise for Gorillas Can Dance

GORILLAS CAN DANCE. LESSONS FROM MICROSOFT AND OTHER CORPORATIONS ON PARTNERING WITH STARTUPS

FOREWORD

PREFACE

PROLOGUE MICROSOFT'S STARTUP PARTNERING JOURNEY

MICROSOFT: A CASE STUDY IN STARTUP PARTNERING

PHASE 1 GETTING STARTUP PARTNERING OFF THE GROUND. Recognizing the Imperative to Partner with Startups

Beginning to Partner with Startups (within a Generic Partner Framework)

Establishing a Customized Startup-Friendly Partner Program

PHASE 2 EXTENDING AND DEEPENING STARTUP ENGAGEMENT. Engaging in Selective One-to-One Partnering

Adopting New Corporate Innovation Practices

Tapping Emergent Startup Ecosystems

PHASE 3 MAINSTREAMING STARTUP PARTNERING INTO THE CORE STRATEGY. Scalerator: Shift Toward Later-Stage Startups

Aligning Incentives to Co-Sell with Startups

Partnering with Social Ventures

LESSONS FROM THE MICROSOFT STORY

WHAT THIS BOOK IS ABOUT

Why: Co-aligning with Strategy

How: Co-innovating with Startups

Where: Co-evolving with Ecosystems

NOTES

PART ONE WHY

CHAPTER ONE WHY ENTREPRENEURSHIP MATTERS FOR LARGE CORPORATIONS

WHY PARTNER WITH STARTUPS

MANAGERS VERSUS ENTREPRENEURS: THE CHALLENGE OF DISRUPTION

MANAGERS AS ENTREPRENEURS: RESPONDING TO DISRUPTION

MANAGERS WITH ENTREPRENEURS: PARTNERING WITH EXTERNAL STARTUPS

SCOPE FOR WIN-WIN COLLABORATION

Legitimacy

Learning

Leads

But … Partnering with Startups Is Attractive – But Not Straightforward

NOTES

CHAPTER TWO WHY PARTNERING WITH STARTUPS ISN'T EASY

SCOPE FOR WIN-WIN …BUT ASYMMETRIES TO OVERCOME

GOAL ASYMMETRY

Lack of Commonality with Startups

Incompatible Learning Styles

Restrictive Norms for Ecosystem Eligibility

STRUCTURE ASYMMETRY

Lack of Connectivity to Startups

Inaccessible Learning Opportunities

Limited Touchpoints for Ecosystem Networking

ATTENTION ASYMMETRY

Lack of Confidence in Startups

Ineffective Learning Outcomes

Stringent Criteria for Ecosystem Partnering

THE PARADOX OF ASYMMETRIC PARTNERING

NOTES

PART TWO HOW

CHAPTER THREE HOW TO PARTNER WITH STARTUPS SYSTEMATICALLY

A THREEFOLD STRATEGY TO OVERCOME ASYMMETRIES

CLARIFYING SYNERGIES

Building Block-Based Synergy

Pain Point-Based Synergy

Fine-Tuning Synergies in the Digital Age

CREATING INTERFACES

Cohort-Based Startup Partnering Interface

Funnel-Based Startup Partnering Interface

Four Types of Interface

Design Choices When Building the Interface

CULTIVATING EXEMPLARS

Increasing the Odds of Cultivating Exemplars

UNDERSTANDING THE STARTUP'S PERSPECTIVE

Dancing with Gorillas: How Startups Partner with Large Corporations

NOTES

CHAPTER FOUR BUILDING THE CAPABILITY TO PARTNER WITHSTARTUPS

LEARNING TO PARTNER WITH STARTUPS

INITIATION. Needed – A Bias for Action

Involving Entrepreneurial Individuals

Considerations in Getting Started

EXPANSION

Repeating – Getting Beyond a One-Off Activity

Refining – Making Adjustments Along the Way

Routinizing – Ensuring Repeatability

SYSTEMATIZATION

Integrating with the Wider Corporate Innovation Effort

Integrating with Corporate Culture Transformation

Integrating with the Overall (Evolving) Corporate Strategy

LEARNING FROM EXTERNAL SPECIALISTS

What Is Their Unique Partnering Competence?

Do They Specialize in Cohorts or Funnels?

Where Is Their Geographical Strength?

NOTES

PART THREE WHERE

CHAPTER FIVE PARTNERING WITH STARTUPS AROUND THE WORLD

LEARNING FROM THE WORLD

THINK GLOBAL, ACT LOCAL: ADAPTING PRACTICES

Compensate for Ecosystem Immaturity

Commit Resources to Tap Ecosystem Energy

Co-opt Insiders to Deal with Being an Outsider

Co-Innovate with Startups to Access Novel Ideas

THINK LOCAL, ACT GLOBAL: ADOPTING PRACTICES

Tapping Advanced Market Hotspots

Tapping Emerging Market Hotspots

Engaging with Startups in China and India: Some Similarities and Differences

THINK GLOBAL, ACT GLOBAL: ALIGNING PRACTICES

LOOKING TO NEW FRONTIERS

NOTES

CHAPTER SIX PARTNERING WITH STARTUPS AS A FORCE FOR GOOD

DANCING WITH GORILLAS FOR THE SUSTAINABLE DEVELOPMENT GOALS

SOCIETAL SYNERGY

Deploying Building Block Synergies to Address Societal Shortcomings

Overcoming Pain Points for the Corporation That Dovetail with Social Needs

Adding Societal Value by Meeting Crisis-Induced Challenges

INCLUSIVE INTERFACE

Conventional Corporate-Startup Interfaces

Dedicated Corporate Interfaces for Social Enterprises

Interfaces Involving Noncorporate Gorillas and Specialists

HYBRID EXEMPLAR

Showcase Social Impact and Economic Success

Bring SDGs into the Narrative

Harness Inspiration from Emerging Markets

BUILDING SDG COALITIONS

NOTES

EPILOGUE THREE MINDSETS FOR THE SDG DECADE OF ACTION

CONTRIBUTING TO THE SDG DECADE OF ACTION IN A POST-COVID WORLD

2008–2020: A Period Bookended by Two Global Crises

2020: The Exacerbating Effects of the Pandemic

The 2020s: The Urgent Need for Corporate Innovation in the Decade of Action

ENTREPRENEURIAL, COLLABORATIVE AND GLOBAL MINDSETS

Entrepreneurial Mindset – Making Things Happen

Collaborative Mindset – Joining Forces with Others

Global Mindset – Engaging with the World

HARNESSING ENTREPRENEURSHIP AND GLOBALIZATION VIA COLLABORATION

NOTES

ACKNOWLEDGMENTS

ABOUT THE RESEARCH

ABOUT THE AUTHOR

INDEX

WILEY END USER LICENSE AGREEMENT

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“Gorillas Can Dance comes at a vital moment in corporate history. With the lifespan of Fortune 100 companies decreasing rapidly, there's never been a more important time for large organizations to embrace the agile approach of their entrepreneurial disruptors. The great thing is that entrepreneurship is contagious and Professor Prashantham's insights allow corporates to get close to their startup counterparts.”

—Jeremy Basset, founder, Unilever Foundry, and CEO, Co-Cubed

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—Wern-Yuen Tan, CEO, Pepsico APAC

“Corporate innovation as we know it is dead. Current corporate innovation is delivered through skunkworks and through learning new dance moves with startups. In his book, Professor Shameen Prashantham has captured the fine details of dancing with gorillas and how to redesign modern large corporations to survive and thrive in this new world.”

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