The art of collaborating: the alliance between companies and entrepreneurs that is redefining sustainability

El entrepreneurial ecosystem is faced with a constant challenge when searching collaborate with large corporations or institutions: the difference in speeds. At the round table organized at PATIO Campus, representatives of The Gravity Wave and Ciico Tools discussed how to navigate this duality and build long-term strategic relationships.

Javier Clemente, Alliances & Product Partnership of The Gravity Wave, recognized that”It is a complex process to understand the speeds of both agents, but we have to adapt and pivot If necessary”. His startup currently collaborates with BMW Group and Iberia, founders of PATIO Campus, and in each case it has had to adjust to different dynamics. ”Startups want speed, but we know that there are requirements in corporations that we must meet. The key is to know how to adapt to promote a project with a clear purpose”, he said.

From Cuiico Tools, its co-founder and COO, Carolina Barceló, explained that in his case the challenge lies in manage very different rhythms depending on the type of customer. ”We work with the public administration and with small businesses. With SMEs, speed is essential, but in management, although the sales process is long and tedious, once inside everything flows more quickly”, he explained.

In this type of collaboration, personal relationship and trust play a decisive role. ”People are the key, because they are the ones who move a project within an organization. If they truly believe in what you do, they will push it from within” Clemente said. In the case of The Gravity Wave, transparency has been a differential element. ”When you're trying to change a paradigm within a large corporation, it's extremely complex. We are committed to blockchain technology to demonstrate the traceability of the value chain and generate trust in our customers”, he added.

For his part, Barceló highlighted that the best alliances arise when real customer problems are identified. ”When you talk to someone and understand their main pain, it's much easier to provide solutions. At Cuiico, we know exactly what technical problems the public administration has and our value proposition is designed to solve them”, he said.

When it came to starting collaborations with large companies or institutions, both entrepreneurs agreed on the importance of staying focused and knowing how to say no when necessary. ”It's very tempting to adapt to any opportunity that presents itself, but you have to be true to who you are and what you know how to solve”, said Barceló. Clemente, for his part, stressed the need to understand well who we are going to talk to and what needs can be met. ”You have to be flexible, patient and very clear about your value proposition to know how to communicate it in a differentiating way”, he concluded.

In short, collaborative innovation requires finding the balance between speed and structure, being strategic in adaptation and, above all, building relationships based on trust and transparency.