Mar 19 2024 32 mins
In this episode, DTC's Victoria Kinnealey talks with Rick Berends, a veteran BISO, about the importance of startups in driving innovation and growth within enterprise organizations. They discuss the traits that startups should have to establish partnerships at an early stage, including agility, the ability to reduce complexity, and a focus on smarter approaches to security. Rick emphasizes the importance of trust and building relationships when engaging with startups, and advises startups to be honest, avoid over-representation, and steer clear of jargon. He also highlights the value of EQ (emotional intelligence) in startup teams and the benefits of white labeling products for instant buy-in from enterprise clients.
Chapters
00:00 Introduction
00:30 Introduction to Rick Berends
01:13 Understanding the Role of a BISO
03:03 Traits of a Startup for Partnership
05:02 Startup's Role in Building Roadmap and Strategy
08:22 Advantages of Startups in Meeting Customer Needs
09:50 Importance of EQ in Startup Engagement
11:19 Importance of Building Trust and Avoiding Jargon
15:41 Understanding the Customer's Perspective
19:06 Importance of Flexibility in Enterprise Partnerships
20:31 Considering Long-Term Relationships and Value Adds
22:58 The Notion of 'Good is Good Enough'
28:45 Importance of Flexibility and Contract Length
30:12 The Need for Startups in Innovation