In this episode, DTC's Victoria Kinnealey talks with Rick Berends, a veteran BISO, about the importance of startups in driving innovation and growth within enterprise organizations. They discuss the traits that startups should have to establish partnerships at an early stage, including agility, the ability to reduce complexity, and a focus on smarter approaches to security. Rick emphasizes the importance of trust and building relationships when engaging with startups, and advises startups to be honest, avoid over-representation, and steer clear of jargon. He also highlights the value of EQ (emotional intelligence) in startup teams and the benefits of white labeling products for instant buy-in from enterprise clients.

00:00 Introduction

00:30 Introduction to Rick Berends

01:13 Understanding the Role of a BISO

03:03 Traits of a Startup for Partnership

05:02 Startup's Role in Building Roadmap and Strategy

08:22 Advantages of Startups in Meeting Customer Needs

09:50 Importance of EQ in Startup Engagement

11:19 Importance of Building Trust and Avoiding Jargon

15:41 Understanding the Customer's Perspective

19:06 Importance of Flexibility in Enterprise Partnerships

20:31 Considering Long-Term Relationships and Value Adds

22:58 The Notion of 'Good is Good Enough'

28:45 Importance of Flexibility and Contract Length

30:12 The Need for Startups in Innovation