Everything You Wanted to Ask About Working with Corporates
Landing a large corporate as a customer can make or break an early-stage startup. This session is a frank conversation about how to do it right and avoid the mistakes that sink most pilots.
Hosted by Kamay Ventures, a multi-corporate VC backed by Coca-Cola, Grupo Bimbo, Grupo Arcor, the IDB and the DFC. We invest in and work with startups across the entire CPG value chain, from agtech and production processes to point of sale (fintech, commercial intelligence, retail tech) and the consumer's table (logistics, sustainability, waste management).
On the table as well: Speed, our venture clienting program connecting LatAm startups with leading corporates. The goal isn’t only to solve their problems but to co-create new businesses and new revenue streams.
A case in point is Solfium, a flagship startup in Kamay Ventures’ portfolio, and its journey with one of Coca-Cola’s most important bottlers in Mexico, Grupo Rica. Solfium went through Kamay Code, developed a POC, the POC succeeded, we invested, and it scaled. Today it has a commercial contract and more than 100 solar-powered stores in operation, with energy savings of up to 99% per store.
We'll cover what we see from both sides of the table:
Why a paid POC should come before a commercial contract
How to design and negotiate a POC that can actually scale
Finding and keeping your internal champion
Corporate timelines and how to survive them
Pricing when your customer is a giant
Come with your toughest questions, the ones you've been afraid to ask.
Format: workshop.