David meets Goliath: Collaboration between entrepreneurs and large corporations in clustersLotte Langkilde

Parallel 4.2 Topics on New Cluster Trends

12 November 2014

David meets Goliath:Collaboration between

entrepreneurs and large corporations in clusters

Lotte Langkilde, REG X/University of Southern Denmark

Lot@sdu.dk

What we doTRAINHIGH LEVEL POLICY MAKERS

CLUSTER MANAGERS

ANALYSECLUSTERS

UNDERSTAND

GROW REGIONAL ECONOMY

Questions we needto ask

1) What happens in clusters in terms of entrepreneurship

2) How do large companies innovate?

1) What happens in clusters in terms of entrepreneurship

BUT……….

2) How do large companies innovate?

• From: Not invented here

• To: Proudly found elsewhere

Companies are opening upTHE OI FUNNEL

Entrepreneurs and innovative SMEs

• Need to test and develop their product beforethey can commercialize the product

• Need access the market and customers to scale their product/service

• Need the right network to connect to

• IT Platforms (ideas, IP´s, licence)

• Technology scouts (eg Innocentive)

I cannot get a clear decision from anyone in the large

firm

The large firms don’t realize that we could develop a better product for half the cost and half the time

Working with large firms

takes a lot of bureaucracy

They ignore the fact that we have IP to protect

They waste our time before they are ready to

partner. They need a better understanding of to work with a firm like

ours

Many entrepreneurs do not respect our

internal processes of screening for ideas

They ignore that we have IP to protect

We have external

regulations and internal policies

to follow

The project

• How: 1) screening for large and small companies workingtogether 2)interviews 3)roadmap for collaboration

• Outcome: Case studies, a model + toolbox for collaboration+ entrepreneirship teaching programmes + pilot test

• Partners: Danish Food Cluster, Future Food Innovation, IDEA Entrepreneurship center og University of Southern Danmark (lead)

• Financing: The Danish Industry Foundation

Case: Friland and Genoskan

• 20 mio. pigs / yr• 600.000 cows

• Export: • 4 % af total DK export• 39% of total food export• 2nd largest exporter of meat• 1st exporter of pigs

• Friland is an international foodcompany marketing and selling organicmeat and meat from free-range animals.

• part of the Danish Crown Group

• the largest player in Europe in the organic meat market.

Case: GenoSkan + Friland

• University spin-out (Foulum research center)

The problem?

• Friland: Needed a method/technology to control the quality of the meat they wereselling

• Genoskan: They had a new technology(selection of genetic markers in animals´dna) –but no commercial insight and how to put the technology to market

Solution

Joint development of DNA marked for testing the quality of meat (tenderness, fat concentration and

taste)

BenefitFriland: They can select the best animals -> higher quality higher price

Genoskan: test and access to market

Questions we ask companies:

What was your problem?

Why couldn´t couldn´t you solve this problem?

How did you solve the problem?

What did you get out of it (payoff)?

Could you have solved this problem alone?

Is this form for collaboration new for your company?

..under development

Matchmaking

Preparation

Collaboration

Application

Crash!!

Change

Roadmap

Why is thisimportant for clustermanagement?

Because cluster managers can connect large companies and entrepreneurs in new ways!

Collaboration and knowledge sharing leadto innovation…we know all that but…

New role for cluster managers:

Brooker betweenlarge companiesand entrepreneurs

Uncoverexpectations

Who is influencing who?

Thank you