customers is the most important but difficult job for a start-up. Perhaps the
most painful part of this difficulty is to find the first customer for the early-stage startups. The recent intensifying open innovation efforts of corporate
companies are an important opportunity for start-ups to do business with corporate
firms at an early stage. Corporate companies can implement different programs
and methods in start-up collaborations. Acceleration and running incubation
programs, investing in start-ups by founding corporate venture capitals, or
participating in existing funds are the most common methods. Another method
that we have seen becoming widespread recently is to try start-up products
first with PoC and then to execute the purchasing process. Companies that do
this often aim to realize their technological transformations and strengthen
their technical infrastructure. In this context, we see that corporate
companies and start-ups organize numerous acquaintance meetings and come
together with informational presentations. Several important considerations must be made in order for these presentations to be successful and for neither party to feel that the meeting was a waste of time. But, unfortunately, I wanted to collect my observations in this article because there are recurring problems that we encounter frequently.
We can say
that this article was written not to make effective presentations in general,
but specifically to draw attention to the issues that start-ups should pay
attention to in their meetings with corporate companies to sell their products and develop business together.
1) First of all, the presenter must be chosen correctly. Before the meeting, it is worth determining who will attend the meeting from the other party and the participants’ expectations from the presentation and then choosing the presenter accordingly. If detailed technical specifications of the product will be discussed in the presentation, the technical officer of the team must make the presentation or be ready for the presentation. However, if it is the first acquaintance meeting, choosing the presenters who have good communication skills, understand the product/market/customer/value proposal/competition issues well, and can convey them well is an important point to progress to the next steps. You may have a very good product, but if you can't relate it to the other person, unfortunately, the risk of failure increases. An experienced and highly motivated team, which is one of the most important points for both investors and clients, is a very important element for the success of a start-up.
plans should be done very well. One of the biggest problems that we often
encounter even in entrepreneurs with a lot of presentation experiences is time
management. Be careful not to spend half the presentation time talking
about the history of the company, trying to explain past projects, giving
information about different products at length, and talking about experiences
with previous clients.
of the problems that we often encounter in the presentations made by technical
people is that they do not have a grasp of the issues such as market,
competition, business model. Even more problematic than this is that they don't
care about these issues, and some people express it as a virtue. It's a common
problem we especially encounter in academic startups (spinoffs). You need to know the
dynamics, legal requirements, documentation/certification/approval processes of
the industry you are trying to get, without forgetting that this is your
potential client. Otherwise, it's almost impossible to get the attention of the
are expected to have information about the company you are making your
presentation, detect or predict their needs and problems beforehand, and
explain how and where your product can be used in the relevant company.
Explaining the advantages that the company would get if they prefer your
product is one of the topics that participants want to hear. Including this
topic in presentations increases the likelihood of getting results and
positively affects your response time from the other party.
5) When discussing technical issues, be cautious not to overwhelm participants with theory and literature, as if presenting a thesis or presenting it too superficial and abstract, as a pre-incubator entrepreneur could.
personal interests, hobbies, adventures, enthusiasms, thoughts other than the
topic of presentation cause you to waste your time. You are expected to be
careful not to go too far out of the subject.
excitement, passion, and motivation in your presentation will keep the
interest of the participants in the product at the highest level. People with
poor presentation performance, those who speak with low voice and motivation in
the presentation, and those who are constantly say “hmm” are less likely to
receive positive feedback.