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Content provided by Philip Ideson. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Philip Ideson or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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810: Making Startup Partnerships Work for Enterprise Procurement W/ Matt Ziskie
Manage episode 487751806 series 1276271
Content provided by Philip Ideson. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Philip Ideson or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
“Procurement officers are going to have to go hunt for the solutions they need and the workflows that can help their business. I do feel like to do this job properly moving forward, it's an offensive job, and you don't have the luxury of sitting back.” - Matt Ziskie, Co-Founder, Bungalow Capital
How procurement approaches working with smaller, innovative startups can look quite different than other supplier relationships.
From lengthy sales cycles, complex negotiations, and mismatched expectations… these and other roadblocks can crop up in different ways depending on the size, scale, needs, and maturity level of the supplier. Procurement has to understand the unique needs and constraints that each type of supplier brings to the table.
In this episode of Art of Procurement, recorded on stage at Catalyst LA, Philip Ideson speaks with Matt Ziskie, Co-Founder of Bungalow Capital, about bridging the gap between enterprise procurement and startup innovation. Matt offers a unique perspective, having worked as a procurement leader at companies like Box and Airbnb, and now as an investor helping startups navigate enterprise sales.
In this episode, Matt explains:
- Why enterprise procurement teams should consider segmented processes when working with startups
- How to mitigate the "fragility" of startup partnerships without ignoring the tremendous value they can provide
- The importance of communication and transparency to understanding the real financial impact of enterprise contract terms
- Practical ways to support startups beyond contract terms, including coaching, references, and protection from scope creep
Links:
848 episodes
Share
Manage episode 487751806 series 1276271
Content provided by Philip Ideson. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Philip Ideson or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
“Procurement officers are going to have to go hunt for the solutions they need and the workflows that can help their business. I do feel like to do this job properly moving forward, it's an offensive job, and you don't have the luxury of sitting back.” - Matt Ziskie, Co-Founder, Bungalow Capital
How procurement approaches working with smaller, innovative startups can look quite different than other supplier relationships.
From lengthy sales cycles, complex negotiations, and mismatched expectations… these and other roadblocks can crop up in different ways depending on the size, scale, needs, and maturity level of the supplier. Procurement has to understand the unique needs and constraints that each type of supplier brings to the table.
In this episode of Art of Procurement, recorded on stage at Catalyst LA, Philip Ideson speaks with Matt Ziskie, Co-Founder of Bungalow Capital, about bridging the gap between enterprise procurement and startup innovation. Matt offers a unique perspective, having worked as a procurement leader at companies like Box and Airbnb, and now as an investor helping startups navigate enterprise sales.
In this episode, Matt explains:
- Why enterprise procurement teams should consider segmented processes when working with startups
- How to mitigate the "fragility" of startup partnerships without ignoring the tremendous value they can provide
- The importance of communication and transparency to understanding the real financial impact of enterprise contract terms
- Practical ways to support startups beyond contract terms, including coaching, references, and protection from scope creep
Links:
848 episodes
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Similar to Art of Procurement
How can business help solve society’s biggest challenges? Welcome to Take on Tomorrow, the award-winning podcast from PwC that examines the biggest problems facing society and the role business can—and should—play in solving them. Hosts Femi Oke and Lizzie O’Leary talk to industry innovators, tech trailblazers and visionary leaders from around the globe about timely topics: from the climate transition to AI and data; and from the future of food to how we build, move and power the world.
…
continue reading
Rachel Cooke is your guide to leadership and communication, helping you craft a workplace environment you can feel good about. She’ll share tips to help you balance your work and personal life, effectively invest your time, and be mindful about where you’re devoting your energy. Let Rachel help you navigate your path to success—however you define it.
…
continue reading
A top podcast for healthcare leaders, with over one million downloads, Radio Advisory is your weekly download on how to untangle the industry's most pressing challenges to help leaders like you make the best business decisions for your organization. From unpacking major trends in care delivery—like site-of-care shifts and the rise of high-cost drugs—to demystifying stakeholder dynamics, to shining a spotlight on priorities that may get overlooked, we're here to help. Our hosts and seasoned r ...
…
continue reading
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…
continue reading
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continue reading
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continue reading
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…
continue reading
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