5 Tips For Startups To Collaborate with Corporates by Natali Ardianto

dsc08944-e1521736542344.jpg
Natali Ardianto

A report written by Imaginatik and MassChallenge reveals startups-corporations collaborations is now a mission critical. From the organization’s perspective, they seek to interact with startups to explore new technologies and/or new business models. In return, a large organization offers more than money. Corporations should be seen as partners who offer access, advice, and strategic opportunities for mutual gain.

Natali Ardianto, the co-founder of an online travel agency tiket.com said that his startup live is all about relationship with partners, especially corporations. Corporations as customers are able to maintain startups’ stability despite the uncertainty of current economic situation. As a partner, corporations obviously help the startup to grow faster and grow together.

“In fact, we have to put partners above customers,” says Natali, “for instance, in Indonesia we might have hundreds customer. Once we lose a customer, we can fix it with other customers. But when we only have less than 10 partners, we can’t do the same. Once we lose a partner, our business will go down surely.”

However, Natali admits it is not easy for startups and corporations in Indonesia to collaborate. There are challenging perceptions, cultural differences, not to mention different goals on both sides. To deal with the challenges, Natali shares to ContentCollisions his 5 tips to partnership with corporates.

Tips #1: Meet The C-Level

The Indonesian’s startups problem to collaborate with corporations is not to get their foot in the door, but finding the right person in the business. On that account, meeting the C-Level is the first thing a startup needs to do. The best thing about reaching out the top decision makers is the ease and flexibility to create exclusive program which might not exist before. Natali gives an example when tiket.com started their collaboration with Garuda airlines.

“I met Emirsyah and Erik (CEO and CMO Garuda) to deal with the airline to built the first API of Garuda for Tiket. So our partnership was system-to-system instead of capturing the on-screen information,” says Natali.

Natali believes it is not difficult for startups nowadays to meet these C-Level. They are mostly available online on LinkedIn, Twitter or Facebook. “Just drop them a message and set the time,” he added.

Tips #2: Find A Mentor With Strong Networks

According to Natali who is also the co-founder of Indonesia startups community, StartUp Lokal, mentor should not be treated as a marketing tool to gain investors only. It is important for a startup to find a mentor who can connect them with a powerful network to build a long-lasting partnership.

“Network is more important than investors,” Natali says, “Even though we have major investors, if we don’t have a strong network, our business can’t grow rapidly. And that’s not what an investor wants.”

Tips #3: Be Professional and Be Prepared

It is not surprising if a corporate underestimate an early stage startup because of their lack of professionalism. Such startup usually less independent and leave everything to the corporation. Some of them do not even come up with legality issues and financial plan. As a result, they might not be able to counter critical questions from the respective corporation in their pitch.

For this reason, meticulous preparation is a requisite. Natali had to revise Tiket’s proposal and financial plan for approximately eight times to make everything make sense and to take the corporate’s fancy. It is necessary to clearly define in this stage the market potential, business models, the person in charge, and the revenue forecast, not to mention what the startups are going to do with the corporations.

A well-prepared sales script play an important role to make it perfect. “As an example, I usually convinced a corporate by comparing marketing fee they’ve spend. Why they should ‘waste’ their marketing budget for unknown return; while in Tiket, they only pay the marketing fee if a transaction proceed. In other world, they know exactly how much money they should spend for a definite transaction that we call commission.”

Aside from all the information provided, corporates have gut feelings about the skills the founders have. Without the sales script, the pitch usually confusing, unstructured, and non-sense. The common mistake of Indonesian startups in this case is showing non-sense numbers, such as telling the corporates that their potential market is a hundred million people based on the number internet users nationally. Meanwhile, children or old people might not potential customers for online travel agents like Tiket, for instace. Therefore, creating a logic sales script is also essential.

Tips #4: Hold The Head Up High

Natali believes a founder without a self-confident is like self-sabotaging his own business. Speaking of tech industry ten years ago, lack of confidence among startup founders were quite common. Nowadays, Indonesian corporations are more aware the hidden gems of a startup although the founders are very young.

“The age of one of Tiket’s founder when we started the pitch was 22 years old, and he was so ‘unyu’ (cute, baby-face). It was quite hard to convince large corporates with such appearance without self- confident,” says Natali.

Self-confident is the best suit after preparing flawless pitching, of course. Therefore, losing in a pitch cannot let Natali down. “I always think, he (the corporate) just missed an opportunity to collaborate with me; instead of thinking that I am nothing and I deserve this loss.”

Tips #5: Maintain The Relationship

Once a corporate agree to collaborate with startups, maintaining the relationship is a must. “Come to them when you need something or when you’re in a trouble is not a good idea,” Natali says. Startups need to consider a corporate as a partner, not just a client, which means they have to be there when the corporate needs a hand.

 

According to Natali, ethical is the key to maintain a long-term relationship. In other world, startups must listen to the corporation’s input. In addition to that, a simple appreciation is also necessary. “At least, greet them with a simple text over WhatsApp.”

—o0o—

Written by Tika Widyaningtyas for Content Collision

Suara yang Paling Indah (The Art of Playing Violin)

[English below]

Suatu hari, sewaktu berkeliling kota, seorang tua mendengar suara yang menyakitkan telinga. Belum pernah ia mendengar suara yang begitu tak enak. Ia megikuti sumber suara sumbang itu, dan tiba di teras belakang sebuah rumah, di mana seorang anak sedang belajar bermain biola.

Saat tahu bahwa itulah yang namanya ‘biola’, ia memutuskan untuk tidak mau lagi mendengar suara biola. Hari berikutnya, di bagian lain kota, si orang tua mendengar suara yang membelai telinganya. Belum pernah ia mendengar suara seindah ini. Ia pun mencari sumber suara itu, dan tiba di teras depan sebuah rumah, di mana seorang wanita sedang memainkan biolanya.

Lanjutkan membaca “Suara yang Paling Indah (The Art of Playing Violin)”

Hari Kartini atau Hari Syahrini?

Selamat Hari Kartini!

Apa kabar Nusantara hari ini?

Apakah masih gegap gempita dengan kostum tradisional?

Dengan kebaya dan sanggul?

Serta riasan tebal?

Bahkan untuk anak-anak?

Apa yang sebetulnya kita peringati setiap 21 April?

Hari Kartini? Atau Hari Syahrini?

Kartini vs Syahrini
Kartini vs Syahrini

Teman, tahun ini tentu bukan pertama kali bagiku menikmati riuh perayaan Hari Kartini. Seperti yang sudah-sudah, para perempuan mengenakan pakaian tradisional, terutama kebaya.

Di hari istimewa ini, tak jarang kita lihat arak-arakan pawai menampilkan bocah-bocah lugu dengan riasan tebal. Bahkan cenderung menor. Kulit wajah yang lembut itu ditutup foundation dan bedak orang dewasa. Bibir yang kerap melontarkan celoteh lucu, digores lipstik merah merona. Lagi-lagi lipstik orang dewasa. Yang lebih menyiksa kalau mereka ikut memakai sanggul ‘Bhinneka Tunggal Ika’. Please google it, itu model sanggul siapa?

Rasa-rasanya Kartini tidak begini. Riasan tebal lebih identik dengan Syahrini, bukan Kartini.

Foto pernikahan RA KartiniSeperti terlihat di foto di samping, Kartini tidak memakai riasan paes dan ronce melati pada seremoni pernikahannya dengan Raden Adipati Djojoadiningrat, Bupati Rembang.

Perempuan yang dipanggil ‘Trinil’ oleh ayahnya ini bahkan hanya memakai kebaya sederhana yang sedikit lebih bagus dari kebayanya sehari-hari. Tidak ada aksesoris berlebihan, hanya kalung dan bunga sederhana di sanggul menandakan ia sudah menikah. Bulu mata ‘badai’? No way!

Untuk ukuran putri bangsawan Bupati Jepara yang menguasai Bahasa Belanda dengan sangat fasihnya, bisa dikatakan Kartini nyaris tidak berhias. Perlu diingat, tahun 1904 belum ada yang namanya make-up minimalis, apalagi nude make-up look.

Jadi, sekali lagi, kita ini merayakan Hari Kartini atau Hari Syahrini?

Fakta kesederhanaan ini aku tahu dari buku Herdiana Hakim berjudul Kota Lama & Sepotong Cerita Cinta. Buku tersebut berkisah tentang seorang wanita modern bernama Jenny yang tersesat di tahun 1900, tepat di kamar Kartini. Selama empat tahun ia tinggal bersama Kartini, Kardinah, dan Roekmini.

11011702_10205523474179897_7234495852146868466_nDengan riset mendalam, Herdiana melarutkan fakta sejarah Kartini ke dalam novelnya dengan apik. Dengan cara ini, ia sukses membawa pembacanya seolah-olah hidup bersama Kartini.

Bagi orang awam yang sekedar mengenal Kartini dari lukisan wajahnya yang menempel di dinding kelas, banyak fakta mengejutkan aku temukan di sini. Misalnya, Kartini mendapat beasiswa melanjutkan studi di Universitas Leiden dari Pemerintah Belanda sendiri. Ia senang, namun kemudian menolaknya atas saran Jacques Henry Abendanon dan istrinya, Rosita-Abendanon Mandri.

Buku Kota Lama & Sepotong Cerita Cinta terbitan Gagas Media ini termasuk salah satu buku rekomendasi dari ku bulan ini. Kamu bisa memperolehnya di toko-toko buku terdekat. Kalau mau yang GRATIS dan DITANDATANGANI penulisnya, bantu aku ya?

Caranya:

  1. Biarkan anak-anak tumbuh sesuai usianya, tanpa make-up orang dewasa. Mereka sudah cute tanpa riasan, cantik tanpa ‘maju-mundur’;
  2. Bantu ingatkan orang-orang di sekitar kita untuk tidak merias anak perempuannya, setidaknya hingga mereka beranjak remaja dan dewasa;
  3. Tuangkan pemikiranmu tentang ‘Bagaimana seharusnya anak-anak memperingati Hari Kartini?’. Tulis jawabanmu di kolom komentar di bawah post ini;
  4. Bagi yang mempunyai akun WordPress.com, follow blog ini dengan login ke akunmu terlebih dahulu. Atau..
  5. Bagi yang belum memiliki akun WordPress, klik tombol “Ikuti” di pojok kanan bawah halaman ini, kemudian masukkan alamat email yang paling sering kamu pakai.

Gagasan paling menarik dan visibel akan menerima buku inspiratif ini secara cuma-cuma. Pemenang akan aku hubungi melalui email yang dicantumkan di #2 atau #3. Bagi yang belum beruntung, kamu bisa memperoleh bukunya di toko buku kok. Nah, kalau mau mengenal penulisnya, silahkan singgah di blognya, herdianahakim.com.

Selamat mencoba!


UPDATE

Kontes ini sudah ditutup. Terima kasih partisipasi teman-teman semua.

Selamat buat Neser Ike dan Zuhrufi! Buku Kota Lama dan Sepotong Cerita Cinta sedang dalam perjalanan ke tempatmu. Semoga suka, dan selamat membaca!

Kota Lama Herdiana

If you could find a good job in other big cities like Surabaya, Bandung, or Medan, would you leave Jakarta? If not, why?

If you could find a good job in other big cities like Surabaya, Bandung, or Medan, would you leave Jakarta? If not, why?

I’d like to know what makes people stay in Jakarta other than money. Is it worth the flood, the traffic jam, the pollution? Lanjutkan membaca “If you could find a good job in other big cities like Surabaya, Bandung, or Medan, would you leave Jakarta? If not, why?”