Business development is rarely, if ever, the solution to succeeding in a crowded industry, differentiating an offering or delivering a truly exceptional customer experience. But standing up an effective BD operation that brings in sustainable revenue and helps validate product-market fit can be the difference between survival and failure for a startup. In addition, because cooperation requires alignment with the incumbents’ activities, the start-up will probably choose generalizable technology investments compatible with existing systems. Finally, the start-up’s identity—as a kind of idea factory—will be reflected in its development of innovations that can be brought to market through chosen incumbents. In this quadrant… Read More