Author: fabrice

Eric Guigné is the President and Founder of POLARYS, a Digital Services Company specialized in DATA working with more than 300 companies among which, the Investment Funds. Entrepreneur but also Business Angel, he answers our questions during the 5th edition of the START-UP GOLF CHALLENGE in Paris

1/ Data for Investment Funds, is it a topic? 

Indeed, the stake in private equity is to be able to recover a maximum of Data, and to analyze a maximum of information to make the best decisions.

The best investment decisions, the best sales decisions, the best decisions for managing the companies they buy, for merging them or making them grow

POLARYS’ business is to have consultants, experts on all these DATA issues.

Data recovery, data analysis in order to implement data architectures for business decision makers in the private equity business. There is a lot of information that the Funds have on their own performance.  But there is even more information that can be found outside. The open data to the paid data through Data Providers.

There is a gold mine and it is a very important issue to find the best opportunities for growth.

Suivre ses investissements grâce à la data

2/ How POLARYS help Investment Funds

Polarys’ job is to provide consulting and integration services for data and decision making.

So consulting means analyzing our customers’ needs and recommending the best solutions, X, Y or Z, because there are many technological solutions on the market and it is difficult for our customers to see clearly.

POLARYS have experts who are able to do this independently. We are not a re-seller, we are not a player in a single technological solution. We assess all the possible solutions on the market for the mid-market, for very large international funds, for funds that do Mezzanine, for funds that do Fund of Funds or LBO.

Contact us for Fundraising? Apply on MY PITCH IS GOOD , we will get back to you and help you in your fundraising. MY PITCH IS GOOD makes the introduction to our Network of Investors.

My Pitch Is Good

All of these are relatively different. The needs are different, the fundraising processes are different. The due diligence processes are different and therefore there are different tool needs.

So our first activity is what we call “Think”.  An upstream consulting to recommend the right architectures.

We provide support.  We don’t just say “you should do this” but we help concretely with commitments on results.

Setting up these information systems until they have platforms that allow them to better see their investors, their clients, their portfolio, the performance of their entire ecosystem and also to compare themselves and do benchmarking, which is also very important.

3/ Who are the clients of POLARYS

We are talking about thirty clients who are divided between small management companies that manage 2 or 3 funds.

Generally you need to have at least 2 or 3 funds for it to become a little complicated and for it to be necessary to set up an information system, but our smallest clients manage less than a billion. they manage a few funds of a few hundred million.

But our smallest clients manage, I think, less than a billion, manage a few funds at a few hundred million. Up to very large funds such as ARDIAN or ADIA in the Emirates. These large funds which are obviously record-breaking funds that we know are the largest in Europe or the largest sovereign wealth funds in the world.

They have relatively different issues. It’s the same thing but it’s 10 times or 100 times much more.

The tools, methods and teams use different technologies. But we are fortunate to be able to serve this whole spectrum of clients. they sometimes only do fund of funds, sometimes only direct, sometimes Mezzanine, sometimes Real Estate, who do different asset classes.

4/ What do you think about MY PITCH IS GOOD ?

It’s a great platform that we are very happy to be associated with.

We like these meetings between project holders, inventors, start-ups and then obviously there is a need to finance them, and it’s really a great place to make them meet so bravo for this great initiative too.

POLARYS is a partner of the 5th edition of Paris of the  START-UP GOLF CHALLENGE at golf de l’isle Adam, the 17th September 2021.

START-UP  GOLF CHALLENGE ,& MY PITCH IS GOOD

Check out the Interview of Eric Guigné on our page Youtube MY PITCH IS GOOD

Interview made by Fabrice Clément –> #mytwitter / #mylinkedin

The 43rd edition of the Ryder Cup, will take place from September 24th to 26th 2021 at Whistling Straits Golf Course in Haven, Wisconsin. How the Captain of the European Team prepares his selection of players thanks to DATA

1/ Data, the crucial asset of the captain of the EU team for the Ryder Cup

For years, millions of data are recovered by the English company TwentyFirst group (TFG) in the field of Soccer but also of Golf. Indeed, the EUROPEAN TOUR asked the company to provide Captain Padraig Harrignton (EU) with a platform created especially for Thomas Bjørn. This platform is called “Captain”. 🙂

In 2018 the data was very helpful in the victory for the selection and choice of players for the teams during the 3 days of competition.

The intuitive UX (user experience), data science and engineering of this unique platform facilitated the strategic decision-making of Thomas Bjørn (previous Team EU captain)

The selection of players and teams was based on many criteria of players performance over time, but not only!

Of course, the decisions were made on the regulation rate of the players, the rate of successful putting (ball on the fairway zone), length of balls, but also on the typology of the course, the affinity of the players, the “feelings”, and the past collective performances.

This allowed Thomas Bjørn to better manage his selections of wild cards, pairs and order of play especially during the singles matches on Sunday.

Golf and Data Article – Start-up Golf Challenge

2/ Usefulness of the CAPTAIN Platform for the Captain of Team EUROPE

Strategy is an important part. We don’t choose the best 12 players only according to their individual performances. We choose especially those who have the best complementarities and the best affinities.

The subtlety is to know who can bring what to the team, who can play in Foresome, (Game of the Start-Up Golf Challenge) , who played well with such player in the past, and any other subtlety of appreciation that could be subject to any subjectivity. This is where the DATA helps to clarify.

Padraig Harrington said in an interview that in these moments of pressure, DATA is a reliable ally. This is done, for example, to confirm an emotional choice made by the captain.

TFG brings data that could not be identified without the capabilities of Datascience.

Thomas Bjørn acknowledged after Team EU’s victory in 2018 that Data analytics had an important part in the collective victory.

The growth of the players together. The bond of the collective or the strong team feeling are the ingredients of a chemistry.

This alchemy leads a Ryder Cup team to victory.

Open Championship, le tournoi qui réunit le plus de joueurs internationaux avec différentes compétences. (from Thought Leadership TFG article)

full article to read here .

3/ The winning combo Player – Course Design

Beyond the experience that each player may have in a competition such as the Ryder Cup, other analyses are important.

For example, the abilities of each player in the different game formulas.

The captain was reassured about the choice of Sergio Garcia. Indeed, as a wildcard, the performances and weak signals of the Spaniard, via the collected data, were better than his results taken independently of each other.

The selection of peers for the 4-ball and foursomes was defined by the format. Also the ability of each player in the past to over-perform in this game format.

In addition to this equation, the layout of the course was also considered. Based on these analyses, the recommendation to play Francesco Molinari and Tommy Fleetwood seemed obvious.

On the first morning, the Europeans were on the verge of being down 3-1. We were considering last minute changes for the afternoon foursomes.

Finally after reading the data, the captain and his vice-captains were reassured. We had to “stick to the plan”

4/ conclusion

Any data, even minor, is considered a diamond with great potential, once worked. Data is becoming more and more important for decision making in the sports business. This ranges from advertising, to player sentiment, to performance and underperformance.

Like Thomas Bjorn, Daryl Morey was the director of the Houston Rockets a long time ago. He had built statistical models to predict the performance of professional basketball players since 2007

Thanks to this he led the Rockets to the third best record of the 30 NBA teams during the decade.

Golf National – flags Ryder Cup 2018

At the START-UP GOLF CHALLENGE, we know pretty well Data and Sport, one of our previous winner, Cédric Mangaud has founded the Start-up PIQ.

PIQ allows the collection of data via sensors on players or players’ accessories (e.g. golf clubs)

We also have, in the START-UP GOLF CHALLENGE, the support of a data expert partner :  POLARYS.

POLARYS, data intelligence, supports numerous companies and investment funds in their data architecture. From Think to Build to Run, Polarys provides expertise.  From data architecture to data science, Polarys experts support their customers in their data challenges

An opportunity to meet our partner at the 5th edition of  START-UP GOLF CHALLENGE The 17th September at golf de l’isle Adam

START-UP  GOLF CHALLENGE ,et MY PITCH IS GOOD

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Fabrice Clément –> #mytwitter / #mylinkedin

The good strategy for a Win-Win partnership with a Corporate is essential. A recent conference at the HUB PBI has provided a clearer picture of what is expected from each side. Here is a summary :

1/ The Win-Win Relationship

On the Corporate side, innovation requires an acceleration of digitization. The collaboration with start-ups allows to cross anchors in the necessary developments.

On the Start-Up side, the financial link with the corporate provides a significant result. The volume of business could become promptly massive.

On both sides, the strategic approach goes through a common ambition: DEPLOYMENT.

Indeed, any launch of a POC requires a good assessment of the needs so as not to waste time in time-consuming and expensive developments.

Too often, the relationship stops here, just a POC!  But it is important to go further and frame the development and optimize the deployment.

The start-up and the corporate have a common Roadmap to know in which direction to go, and how to create value. In order to help the relationship between Corporates and Start-ups, The Hub de la BPI has released a very useful tool. The DEAL MEMO, its name, is a document that is made available to Corporates to facilitate contracting with start-ups taking into account all the elements.

Different steps into the relationship between a Corporate and a Start-up

Collaborative steps between corporates and Start-ups to get an overview of a win-win relationship

2/ The Principles

In the graph above, we notice the different important steps to allow a structured relationship in the WIN-WIN relationship.

The BPI DEAL MEMO defines the key elements in the relationship:

• The identity of the actors, the project leaders
• Heart of the Proposal (with contents, commitments, expectations, agreements, …)
• The cost (integration and support)
• Innovative nature and strategic risk analysis
• The economic dependency of the start-up to the corporate (An important point)
• Privacy and Data Management
• Appendices to the relationship.

This easy-to-complete document settles the framework for collaboration by defining the KPIs, and the critical steps in the relationship development from the POC to the deployment.

The interest of the Corporate is to be able to take advantage of the agility of the start-up to find new services and new customers. It is therefore important to frame the means made available by the latter.

Indeed, the corporate will have more facilities to unlock situations. It will be able to ensure a budget to put the start-up in confidence in its actions. Both will define a Roadmap taking into account the times required for the different tests.

A follow-up by the Corporate also ensures good visibility for the Start-up on the valuation of its value proposition, where is it located.

Below interviews of start-ups made during VIVATECH by digitalbusinessnews.

Generally, once the tests are done and the Start-up has convinced the Corporate to launch the deployment, the ROI starts very quickly.

3/ The risks to be measured

The risks measured by a corporate to validate a POC are to be taken into account by the Star-up.

One of the major risks is the cannibalization of a service or product. The start-up must demonstrate a differentiating approach and, above all, not jeopardize the existing relationship. This requires the expertise of the teams, its agility compared to the Corporate’s one, or the time saved.

This allows us to stay focused on the core business for the Corporate while controlling the start-up in its developments to reach the target of customers and get the profit quickly.

Stay the course. In the case of developing a core business product or solution, it is important that leaders on both sides have the same vision. In this case, we will go into co-development which is more rewarding for a start-up as it ensures the sustainability of the relationship.

4/ The deployment

The deployment must go through a strong commitment from the corporate side. He is named a “sponsor” who is involved in the project and who vouches for the contact with the operational ones by assuring the necessary authority to advance the project or to unblock situations.

This sponsor is the link that makes it possible to define the needs necessary for the deployment and to help in contracting. It modifies the objectives according to the possibilities in-house (resources available and the speed of execution).

START-UP GOLF CHALLENGE – La Relation entre le Corporate et la Start-up

The sponsor follows the deployment. He sets the framework and helps the operational staff to understand. It filters requests to stay “Focus” and preserve the start-up facing the internet mechanism (process and others) that can have a real effect of a steamroller.

The sponsor provides operational feedback on the solution. He trains the teams and accompanies them in the deployment. This is not obvious, and some Grand Groups have created a dedicated department specifically for deployment.

The sponsor also identifies the levers for the adoption of the solution. How the solution will change on daily basis the operational stuff.

5/ Contracting

Contracting must be simple and light to allow the solution to evolve. It is indeed important to be able to make a pivot or to tweak the Business Model without too many constraints. Always keep this agility.

Committing to a user cost rather than a global cost, helps manage the deployment. It is important to agree on the terms of payments. Good BFR management is essential. Allowing the start-up to deploy is a role for the Corporate. The budget allocated for this is generally taken from the General Managing or from the Directorate of Innovation.

The Corporate is also a bank guarantor. It can help the start-up to raise funds or to borrow money.

The article was written following a conference to the BPI France Hub with the intervention of Stéphane PERRIN, Business Developer at the HUB. More information following the link.

START-UP  GOLF CHALLENGE ,et MY PITCH IS GOOD

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Fabrice Clément –> #mytwitter / #mylinkedin

At a time when the world is turning to transhumanism, mindsets are evolving at a rapid pace towards a balance between spirituality, meaning, equity, and professional and personal success.

1/ SADHGURU, one of the greatest masters Yogi

Sadhguru, aka Jagadish Vasudev, started Yoga as early as 11 years old. A graduate of the Mysore University in English Literature, he launched his foundation “Isha Foundation” to develop educational and environmental programs.

One of those achievements: planting more than 25 million trees in an arid province of India.

Today Sadhguru is invited across the planet to share his knowledge of human nature.

Whether on the podium of major events such as the economic and social conference of DAVOS, on the prestigious scene of TED, or HARVARD, LONDON BUSINESS SCHOOL, or MIT, Sadhguru filled the rooms. He gives his advice to help men not to be overwhelmed by their minds.

“The reason your mind continues unceasingly, with uncontrollable endless thoughts. It’s that you identify yourself to things you’re not”.

This is what Sadhguru explained in an Indian university.

SADHGURU is very keen on golf too

Sadhguru, invited to Google in October 2016 for the “Talks at Google” came to talk about a subject so current: Developing an Inclusive Consciousness.

It will also respond with the same simplicity to MIT researchers or future talented entrepreneurs of HARVARD.

2/ Meditation is a Key

br>The power of Now by Eckhart Tolle

More and more entrepreneurs are talking about their daily lives and especially about the awakening of Meditation.

Loïc Le Meur shares very often in these Newsletters his readings as his happiness after having read Eckhart Tolle. (Note: a book to read The Power of Now, one of the references that every entrepreneur or pitcher at MY PITCH IS GOOD have to read)

Steve jobs was also adept at meditation.

The author of the successful book: Sapiens, Yuval Noah Harari said in an interview that he meditated morning and evening.

In another register, the former successful entrepreneur, Sébastien Socchard founded WorldNet with Xavier Niel.

He became a millionaire at 30 years old. Today, while carrying on his business, he pursues for 8 years a spiritual quest that he shares very willingly on social networks.

(Note: to follow especially for his group meditation session )

3/ Paradigm changes

Today we face existential issues. “Work useful”. To realize oneself, to blossom in one’s work, to find one’s balance. The salary is no longer the first motivation.

Deepak Shopra, this Indian origin, lives in the United States. he is famous as a doctor. He goes even further by caoching great business leaders in their meditation session.

“It’s a universal practice, to develop attention in the present moment, as it is and not as one would like it to be,” Deepak explained in an interview with Madame Figaro.

Never before have there been so many students projecting themselves as entrepreneurs. A desire to break out of the codes. To carry out one’s personal revolution by realizing oneself as an individual in the service of the community.

2 years ago, one of our partners at the START-UP GOLF CHALLENGE, Maddyness wrote this article on the projection of young people into the costume of an entrepreneur.

Another Study from Opinion Way, released at the end of 2016, 62% of young people (18-24 years old) see themselves as entrepreneurs later.

START-UP  GOLF CHALLENGE , MY PITCH IS GOOD

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Fabrice Clément –> #mytwitter / #mylinkedin

We will tell you the story that shows that success is not a point to reach but the path your are wlaking on.

1/ Challenge gave ideas

START-UP GOLF CHALLENGE, the first golf competition between Investors and Entrepreneurs has seen during its events entrepreneurs who love the Challenge. Taïg Khris’ career forces respect in the eclecticism of his performances that compose it. A case study, a success story to share.

Taig Khris, with his last assignment at the Board of France Digital, aims to desacralize entrepreneurship by making it more understandable and above all more accessible.

“In France, the great ideas that can be global take a long time to emerge “is what Taïg Khris explained to Stéphane Soumier in an interview on BFM BUSINESS. (28/11/2018)

Indeed, there is a dichotomy between the amounts raised in the US and those raised in France for the same idea. We are on a range from x4 to x6.

2/ Believe in your dream

Taïg Khris started his career as a top athlete. Triple World Champions in Ramp on Ramp and win X GAMES. Taig Khris is one of the most successful extreme athletes to date.

Taking risks is part of his DNA. When he convinces the mayor of Paris to let him jump from the 1st floor of the Eiffel Tower, He already knows that he will succeed in creating the Buzz. It broke the Record of the higher jump with Roller. This achievement is relayed on social networks.

Convincing is a challenge that suits him well. In 2016, he created ONOFF offering the possibility of having a second number without the need for a sim card. ONOFF is a global operator with licenses in more than 21 countries around the world. His patents and its developments were subjected to the hard law of “Cash is King”.

“Every month, I had to find 250,000 euros to save my company”.

“It was necessary to fight” he mentioned, because from a Roller World Champion to a Mobile Operator, there is a gap and it was necessary to convince funds..

Today is company run ONOFF very well. he has raised 10 Millions euros with ID Invest & OneRagtime. ONOFF is a success and Taïg has joined the Board of France Digital alongside Frédéric Mazzela (Co-Founder of BlaBlacar) recently elected as Co-President

His goal within France Digital is very clear: Help French companies to become the giants of tomorrow. “I am a competitor and I try to always see things Big”.

Opening entrepreneurship to young people with a different curriculum is also a challenge that seduces him.

3/ Get inspired in his Challenge

“The luck, the more I work the more she smiles at me” said Taïg on BFM Business studio.

It is true that organizing a world record with a Roller jump in Roller of the 1st floor of the Eiffel Tower requires an organization worthy of a management of Start-up Mondial.

There are bound to be difficulties and successes. “Quick Win”, as we often say, can show us that we are on the right track.

“Thanks to workforce, passion and perseverance, we create our own positivism”. This is the sentence that must be put forward from Taig Khris as a conclusion.

It must reassure and strengthen any entrepreneur in the sense of his motivated choices in his desires.

Taïg Khris is an Outstanding Entrepreneur to Follow.

START-UP  GOLF CHALLENGE , MY PITCH IS GOOD

Do not hesitate to follow us too on social networks 🙂

Fabrice Clément  –> #mytwitter / #mylinkedin

This will be the year 2018 in terms of investments in Capital Risk. GOWEEZ and the START-UP GOLF CHALLENGE, the first golf competition between Investors and Entrepreneurs, explains why

1/ The Trends

Before that, we have to situate things, the year 2018 is not over yet so we must be vigilant. But all the indicators show that this year is unique. The first element that allows to demonstrate this is the number of Rounds made over the 3 quarters.

Indeed, each of these quarters has experienced a huge increase. Take for example Q3 which offers an increase in the number of Table Rounds by more than 34% compared to the same quarter in 2017

But if we talk concretely about the volumes of money raised we are overwhelming any kind of previous statements.

(see the graph below)

START-UP GOLF CHALLENGE – Money raised in France Quarter Timeline

2/ Money raised

Never have been such amounts invested in the french history of venture capital. Notably in Q2 2018 with a month of May which alone represents 46% of the volume of business issued this quarter.

This can be explained in particular by these great 51 million euro raised by OpenClassrooms among BPI France , General Atlantic, Citizen Capital as well as Alven Capital

OpenClassrooms was founded in July 2016 by Pierre Dubuc and Mathieu Nebra. The goal is to make education great again to all and thus to promote the employability of people.

OpenClassrooms offers hundreds of free Massive Online Open Classrooms (MOOCs) as well as career paths and mentoring via subscriptions under different offers.

It offers 100% online certifications and degree programs recognized by the state.

The Start-Up Comet, in the Human Resources sector, which was able to raise during this month of May 11 million euros from among Daphni and Otium Venture .

3/ Another sure sign

Record  broken ! The good news is that there will be no more doubt. Taking these first three quarters of 2018 and comparing them to the complete year 2017, we are already at 23% increase of volumes invested in Venture Capital.

A very favorable sign that is confirmed by many Tweets issued by the National Federation of Business Angels:

FRANCE ANGELS partner of the START-UP  GOLF CHALLENGE .

We wish you a good reading. We will be happy to meet you for the next Challenges in 2019 during the 3rd edition of PARIS. But also in Geneva with its 2nd edition…

Maybe more surprises ? 🙂

In the meantime, do not hesitate to follow us on social networks..

Fabrice Clément

START-UP GOLF CHALLENGE is coming in GENEVA

#SUGC-GENEVA

The 2nd edition of the START-UP GOLF CHALLENGE 2018 in Paris has just ended with a beautiful victory for the Entrepreneur Family.Fabrice Clément, the founder of the START-UP GOLF CHALLENGE and CEO of GOWEEZ (Start-Ups consulting and events agency) took the opportunity to announce the launch of the first edition of Geneva.

This is the first time that this innovative competition is presented to Swiss Entrepreneurs and Investors Golfers.This will be an opportunity for the whole of Geneva’s entrepreneurial ecosystem to do Networking differently, a few days away from a RYDER CUP which will be held at the Golf National.

Like this famous golf event, for this first edition of Geneva, the two families ENTREPRENEURS and INVESTISSEURS will play together for a common ambition: Win the 1st START-UP GOLF CHALLENGE Geneva.

>We almost forgot to give you the date: Thursday 13th September 2018 at Golf de Maison Blanche.

We offer you a complete program combining golf competition in the morning, lunch with an optimized Networking, and a Pitch Session: “MY PITCH IS GOOD” before the award ceremony.During this session, start-upers will be able to present their company to an audience of investors and entrepreneurs.

#A dedicated website

All the information can be found on www.startupgolfchallenge.ch or on www.startup.golf
Application for the Pitch session in the afternoon is on mypitchisgood.com.

Come and take the challenge and sign up for the 1st edition of the START-UP GOLF CHALLENGE – GENEVA.

La bonne stratégie à avoir pour une collaboration Win-Win avec un grand Groupe est primordiale. Une conférence donnée récemment au HUB de la BPI a permis de voir plus clair sur les attentes de chaque côté. En voici un résumé :

1/ La Relation Win-Win

Côté Grand Groupe, L’innovation passe par une accélération de la digitalisation. La collaboration avec des start-ups permet de franchir des points d’ancrage dans les développements nécessaires.

Côté Start-Up, la force du corporate assure une conséquence financière non négligeable. Le volume d’affaire devient considérable.

Des 2 côtés, l’approche stratégique passe par une ambition commune : LE DEPLOIEMENT.

En effet, tout lancement de POC demande une bonne interprétation des besoins de manière à ne pas perdre de temps dans des développements chronophages et dispendieux.

Trop souvent, la relation s’arrête ici. Or il est important d’aller plus loin et d’encadrer le développement et ainsi optimiser le déploiement.

La Start-up et le corporate ont ainsi une Raodmap commune pour savoir dans quelle direction aller, et comment créer de la valeur. De manière à aider la relation entre les Grands Groupes et les Start-ups, le Hub de la BPI a sorti un outil très utile.  Le DEAL MEMO, c’est son nom, est un document qui est mis à disposition des Corporates pour faciliter la contractualisation avec les start-ups en prenant en compte tous les éléments.

Les Etapes de collaboration entre les corporates et les Start-ups permettant d’avoir une vue d’ensemble dans la relation gagnant – gagnant

2/ Les Principes

Dans le graphique ci-dessus, on remarque les différentes étapes importantes pour permettre une relation structurée dans la relation WIN-WIN.

Le DEAL MEMO de la BPI permet de définir les éléments clés dans la relation :

• L’identité des acteurs, porteurs du projet
• Le cœur de la Proposition (avec la description, les engagements, les attentes, les accords, …)
• Le coût (intégration et support)
• Le caractère innovant, et l’analyse des risques stratégiques
• La dépendance économique de la start-up au corporate (point important)
• Confidentialités et Data management
• Annexes à la relation.

Ce document de quelques pages, facile à remplir, permet de définir le cadre de la collaboration, de définir les KPIs  et les étapes cruciales de la relation du développement du POC jusqu’au déploiement.

L’intérêt du Coporate est de pouvoir profiter de l’agilité de la start-up pour aller chercher de nouveaux services et de nouveaux clients. Il est donc important de cadrer les moyens mis à disposition par celui-ci.

En effet, le corporate aura plus de facilités à débloquer des situations. Il pourra assurer un budget pour mettre en confiance la start-up dans ses actions. Tous deux définiront une Roadmap en prenant en compte les temps nécessaires aux différents tests.

Un suivi de la part du Corporate assure également une bonne visibilité pour la Start-up sur la valorisation de sa proposition de valeur, où est ce qu’elle se situe.

Ci-dessous des interviews de start-ups faites pendant VIVATECH par digitalbusinessnews.

Généralement, une fois que les tests sont menés et que la Start-up a convaincu le Corporate de lancer le déploiement, le retour sur investissement commence très rapidement.

3/ Les risques à mesurer

Les risques mesurés par un corporate pour valider un POC sont à prendre en compte par la Start-up.

L’un des risques majeurs est là cannibalisation d’un service ou d’un produit. La start-up doit démontrer une approche différenciante et ne surtout pas mettre en péril la relation existente. Cela passe par l’expertise des équipes, son agilité par rapport à celle du Corporate, ou encore le gain de temps.

Cela permet notamment de rester focus sur le core-business pour le grand Groupe, tout en contrôlant la Start-up dans ses développements pour toucher la cible de clients et aller chercher le profit rapidement.

Tenir le Cap. Dans le cas où l’on est dans un développement d’un produit ou d’une solution core-business, il est important que les dirigeants des deux côtés aient la même vision. On passera dans ce cas dans du co-développement ce qui encore plus valorisant pour une start-up car cela assure une pérenité de la relation.

4/ Le déploiement

Le déploiement doit passer par un engagement fort des dirigeants côté corporate. Il est nommé un “sponsor” qui est impliqué dans le projet et qui se porte garant du contact avec les opérationnels en assurant l’autorité nécessaire pour faire avancer le projet ou débloquer des situations.

Ce sponsor est le lien qui permet de définir les besoins nécessaires au déploiement et d’aider à la contractualisation. Il modifie les objectifs en fonction des possibilités en interne (ressources disponibles, rapidité d’exécution).

START-UP GOLF CHALLENGE – La Relation entre le Corporate et la Start-up

Le sponsor suit le déploiement. Il pose le cadre et aide les opérationnels à bonne compréhension. Il filtre les demandes pour rester “Focus” et préserver la start-up face au mécanisme internet (process et autres) qui peuvent avoir un réel effet de rouleau compresseur.

Le sponsor assure le retour d’expérience des opérationnels sur la solution. Il forme les équipes et accompagne dans le déploiement. La chose n’est pas évidente, et certains Grand Groupes ont créé spécialement un département dédié pour le déploiement.

Le sponsor identifie également les leviers d’adoption de la solution. Comment la solution va changer le quotidien des opérationnels.

5/ La contractualisation

La contractualisation doit être simple et légère pour permettre à la solution d’évoluer. Il est en effet important de pouvoir se permettre de rebondir ou de peaufiner le Business Model sans trop que cela soit contraignant. Toujours garder cette agilité.

S’engager sur un coût utilisateur plutôt que sur un coût global, permet de gérer le déploiement. Il est important de s’entendre sur les modalités de paiements. Une bonne gestion du BFR est primordial. Permettre à la start-up de se déployer est un rôle qui revient au Corporate. Le budget alloué pour cela est pris généralement dans celui de la Direction Générale ou de la Direction de l’Innovation.

Le Corporate est également un garant bancaire. Il peut aider la start up à aller lever des fonds ou à contracter de la dette.

Article rédigé suite à une conférence donnée au Hub de BPI France avec l’intervention de Stéphane PERRIN, Business Developper au HUB. Toutes les infos concernant ce sujet sur ce lien.

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