Here we are; halfway through the program and with a clear KPI in mind: business pilots.
Our Colliders are moving fast. For the whole month, the office has been at full steam with calls and meetings with potential customers and partners. And that’s because our start-ups are aiming high, contacting the top stakeholders in their respective industries, pushing for that personal interview that may make a difference. The truth is you never know; that key contact may be lying behind a coffee conversation with a workshop facilitator or behind an after-work guest. Persistence is key for our Colliders.
In order to convince, it isn’t all about PowerPoints and Financials. It ultimately comes down to mastering soft communication skills. To train our Colliders in this territory, we have welcomed two experts in the field who’ve revolutionised the way we understand our relations and (mis)understandings. Our facilitators Gloria Mora and Xavier Jané proposed a revelatory dynamic exposing the difference between people with a stronger visual, auditory or kinesthetic way of communication.
To reduce it to a simplistic explanation, the visual group focusses in what they see whereas the kinesthetic one focusses on what they feel; that is the difference between saying “It is cold” or “I am cold”. And what about the minority of auditory kind? This is a listener type. They know accurately what they want and look for that exact right word to express themselves.
Depending on your interlocutor’s director system, you may want to make them feel comfortable at first (kinesthetic), show them the advantages of your product in advance (visual) or make them speak to figure out what they actually want (auditory). If you’re curious to spot your preferable system to receive external information, feel free to take this quick test.
Once you pull the hook, wonderful things happen. Big corporations are already in open conversations with our startups. The kickoff point? A business pilot.
A pilot in business is a “small-scale campaign, survey, or test-plant commissioned or initiated to check the conditions and operational details before full scale launch” (Business Dictionary). This is the actual validation of hypotheses and go-to-market proof. A properly planned business pilot will help, not only to test your product but also to learn from an organisational and cultural standpoint.
Once the entrepreneurs in each team have made their job to close these deals, it comes to our scientists to work hard and adapt their technologies to the needs of the first mockup. That is, finally, the first tangible of the “collider” concept: turning a technology born in University into an effective marketable product.
Stay tuned for further news.