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1. Succesful
Corporate
Ventures
Draft V.01
June 30, 2020

2. What we have
prepared
01
5 successful corporate startups
02
Extra Insights

3. 01
5 Successful
Corporate Startups

6. Corporation
Corporate Venture
Venture Arm
More info
HQ: California, USA
Founded: 2008
Status: IPO
Employees: 615
Industry: Healthcare
Revenue: $167 million
Users: 323k (Q1 2020)
Livongo was founded in 2014 and offers digital
services and products to help people struggling in
managing their diabetes and other chronic conditions
such as hypertension and mental health issues.
The digital therapeutic company’s proposition is that
these conditions can be managed more competently
and at a much lower cost by using tech, coaching,
and other smart digital tools.
The users receive a starter kit at the beginning of the
program, followed by regular coaching and continuous
monitoring, all of which is paid by the user’s employer
or insurance through a monthly subscription model.
Service Explained
Data analytics

7. 0
100
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400
2013 2014 2015 2016 2017 2018 2019 2020
# Users
Seed funding: $3 million
• 7wire Ventures
More info

8. 0
100
200
300
400
2013 2014 2015 2016 2017 2018 2019 2020
# Users
More info
614
Series A Funding: $10 million
• General Catalyst
• 7wire Ventures

9. 0
100
200
300
400
2013 2014 2015 2016 2017 2018 2019 2020
# Users
More info
6k
Series B Funding: $20 million
• Threshold
• Kleiner Perkins
Major partnerships
• Mt Sinai Health Systems
•
Expands Livongo’s reach to broader populations across
the New York market through Mount Sinai’s network of
physicians and affiliated providers.
• Lowe’s
•
Deployment of the Livongo for Diabetes in Lowe's North
Carolina, South Carolina, and Alabama locations.

10. 0
100
200
300
400
2013 2014 2015 2016 2017 2018 2019 2020
# Users
More info
20k
Series C Funding: $49.5 million
• Blue Cross Blue Shield Massachussetts
• Merck Global Health Innovation Fund
Major partnerships
• Humana
•
Humana made Livongo’s integrated diabetes
management available to some of its members in the first
phase of the partnership. It combines a connected
glucometer consumer-focused technology with
personalized coaching.
Upgraded product
• Livongo upgraded the device so that it can
download software updates over the air .
Some of the other updates to the device,
which shipped in October, are a cleaner
interface and cooler palettes to make
reading the screen at night easier on the
eyes. Livongo also reduced the number of
steps required to operate it.
•

11. 0
100
200
300
400
2013 2014 2015 2016 2017 2018 2019 2020
# Users
More info
54k
Series D Funding: $52.5 million
• M12 (Microsoft Ventures)
• General Catalyst
• Kinnevik
Major partnerships
• Microsoft M12
•
The immediate value-add from M12 was to get Microsoft
(with over 140,000 employees) to become a Livongo
customer.
• Acquisition Diabeto
•
While the impetus for the acquisition was making
Diabeto's connectivity assets available to Livongo users,
Livongo isn't dismantling Diabeto's existing business,
which will continue to work with consumers and
enterprise partners. Diabeto customers will instead be
given the opportunity to adopt Livongo's platform.
• Castlight
•
Combining Livongo’s approach to chronic condition
management with Castlight’s health navigation platform
expanded Livongo’s reach to more people across the USA
•

12. 0
100
200
300
400
2013 2014 2015 2016 2017 2018 2019 2020
# Users
More info
114k
Series E Funding: $105 million
• General Catalyst
• Kinnevik
Major partnerships
• Cambia Health Solutions
•
The partnership will make Livongo’s diabetes solution
available to over 2 million members from the Regence
Blue Cross and Blue Shield in Idaho, Utah, Washington
and Oregon.
• Acquisition Retrofit
•
The acquisition enables Livongo to more fully address the
needs of people at risk for and living with chronic health
conditions.
• Abbot Labs
•
Instead of having prick their finger continuously,
customers can now put a patch on, which delivers
readings whenever they want. Members then receive a
visual snapshot of their glucose data to give them a
clearer view on their glucose levels as well as patterns.
Members will also be able to share that data with their
personal physicians.

13. 0
100
200
300
400
2013 2014 2015 2016 2017 2018 2019 2020
# Users
More info
208k
IPO: $355 million raised
Valuation at $3.4 Billion
Major partnerships
• Acquisition MyStrength
•
The acquisition will enable Livongo to more fully address
the health of the whole person by bringing behavioral
health conditions including depression, anxiety, stress,
substance use disorder, chronic pain, opioid addiction
and recovery, and insomnia to Livongo’s Applied Health
Signals solution.
• US Government
•
Livongo has inked a deal with the U.S. government, giving
federal employees insured by the government with Type 1
or Type 2 diabetes access to the digital program.
• Blue Shield Blue Cross Kansas City
•
Expansion into the Mid-East of the USA
• MDLive & Doctor on Demand
•
Livongo members will be able to tap into telemedicine
services through the platform. Livongo for Behavioral
Health will be the first service to get the virtual integration
starting in January 2020. The company said it plans on
expanding the service to its diabetes and hypertension
offerings next.

14. 0
100
200
300
400
2013 2014 2015 2016 2017 2018 2019 2020
# Users
More info
323k
Convertible Note offering: $400 million
Major partnerships
• Dexcom’s G6
•
G6 users who are also Livongo members will be able to
sync their device to the Livongo platform, which will be
able to give users insights and health nudges about their
behavior based on the CGM reading. The system will also
be able to cross reference data from the CGM to give
members more insights about their personal health.
• Acquisition Prognos
•
Partnership with Prognos Health, an AI-driven platform
company focused on predicting the trajectory of disease
to drive precise actions earlier in the Member journey, to
infuse Livongo’s platform with harmonized clinical lab
based insights. Livongo Members can now share their test
results from leading commercial laboratories with
Livongo on an opt-in basis.

15. Key Succes Factors M12 Learnings
Partnerships
Through strategic partnerships with employers,
insurances, associations, and other providers, Livongo
was able to reach their target customer through
different channels. Partnerships with big corporations
like Lowe’s and Microsoft allowed them to reach
employees, whereas partnerships with Blue Shield Blue
Cross gave them to opportunity to reach people
through healthcare services.
Constant evolution of product
Livongo has constantly evolved their product to
become more user friendly, and they also made the
platform compatible with other digital healthcare
platforms, making it easy for people to use Livongo.
Expansion into new service offerings
Livongo has constantly evolved its product and service
offerings to include other chronic conditions, which
sometimes required the same processes and
infrastructure as diabetes management and were easy
to venture into. Each of the acquisitions helped Livongo
expand its portfolio swiftly into other chronic
conditions.
Key Takeaways
• The immediate value-add from M12 was to get
Microsoft (with our over 140,000 employees) to
become a Livongo customer.
• The value in funding (Series D & E funding)
• M12 are working directly with the companies in
M12’s portfolio to help them succeed and find the
right resources at Microsoft.
• M12 summit
• Microsoft is focused on selling to big corporations
primarily. So M12 is looking for startups that do the
same thing. And that means consumer-facing
companies are typically not a great match for M12.
• One of the main reasons to take an investment from
a big company is to integrate with various parts of
the organization, such as the products and sales
teams.

17. Corporation
Corporate Venture
Venture Arm
More info
HQ: Berlin, Germany
Founded: 2010
Status: ShareNow merge
Employees: 404
Industry: Mobility
Revenue: $69 million
Users: 4 million
Car2Go is the market leader and pioneer of free-
floating car sharing and is one of Daimler AG’s
leading mobility services.
The concept is simple: over 14,000 smart and
Mercedes-Benz vehicles worldwide can be
reserved and rented via a cost-free smartphone
app at any time. Today, over four million
customers use this flexible mobility concept in 24
locations in Europe, North America and China.
Car2Go thus offers a sustainable solution for
urban mobility and significantly contributes as a
part of the mobility mix to the reduction of
congestion in cities. Additionally, at three
European locations car2go operates 100 percent
electric fleets with 1,400 vehicles, making car2go
one of the biggest electric, fully flexible car
sharing providers.
Service Explained
Mobility

18. 0
1
2
3
4
2009 2010 2012 2014 2016 2018 2020
# Users (in millions)
More info
Launch
Cities:
Ulm, Germany

19. 0
1
2
3
4
2009 2010 2012 2014 2016 2018 2020
# Users (in millions)
More info
Launch
Official market entry 2010
New Cities:
Austin, Texas, USA

20. 0
1
2
3
4
2009 2010 2012 2014 2016 2018 2020
# Users (in millions)
More info
200k users
New Cities:
• Hamburg, Germany
• Amsterdam, Netherlands
• Vienna, Austria
• Cologne, Germany
• Dusseldorf, Germany
• Berlin, Germany
• Stuttgart, Germany

21. 0
1
2
3
4
2009 2010 2012 2014 2016 2018 2020
# Users (in millions)
More info
1 Million users
New Cities:
• Munich, Germany
• Milan, Italy
• Rome, Italy
• Frankfurt, Germany

22. 0
1
2
3
4
2009 2010 2012 2014 2016 2018 2020
# Users (in millions)
More info
2 Million users
New cities:
• Turin, Italy
• Copenhagen, Denmark
• Madrid, Spain

23. 0
1
2
3
4
2009 2010 2012 2014 2016 2018 2020
# Users (in millions)
More info
3 Million users
New cities:
• Helsinki, Finland
• Lisbon, Portugal

24. 0
1
2
3
4
2009 2010 2012 2014 2016 2018 2020
# Users (in millions)
More info
4 Million users
Merged with ShareNow
Stopped operations in North
America
New cities:
• Paris, France
• Budapest, Hungary

25. Key Succes Factors Lab 1886 Learnings
Slow, but strategic expansion
In each city they put in a small fleet first to see if there is
demand for the service, and if it doesn’t work they pull out of
the cities to focus on more profitable ones.
A good example of this is their presence in London. Because
they had to coordinate with so many levels of authority, they
failed to connect to 10 000 users. By comparison, in the same
timeframe they were able to reach 110 000 users in Rome &
Milan, and 70 000 in Germany. This caused them to pull out of
the city.
Usage of parent company assets
For its part, Car2go benefited from its parent company through
the use of various corporate assets, e.g. funding, resources,
industry know-how, equipment, and the flexibility to bring their
vision to life without the restrictions often present in large
corporations.
Key Takeaways
One of Lab1886’s strategies is to explore digital concepts
outside Daimler’s core business. Experimenting with new
technologies and business models is helping Daimler expand
beyond automobile manufacturing to become a mobility
provider.
Lab1886 operates independently from its parent company. This
gives its employees the freedom to develop new ventures
outside the typical corporate hierarchy in an environment that
fosters an entrepreneurial mindset. In other words, they bring
together the best of both worlds:
• The corporate assets it takes to succeed.
• The lean and agile mindset found in most startups.

27. Corporation
Corporate Venture
Venture Arm
More info
HQ: Petah Tikva, Israel
Founded: 2014
Status: Series D
Employees: 251
Industry: Infrastructure
Revenue: $40 million
Users:
Airobotics has developed a pilotless drone solution,
the first of its kind in the global market.
Airobotics provides an end-to-end, fully automatic
solution for collecting aerial data and gaining
invaluable insights. The industrial grade platform is
available on-site and on-demand, enabling industrial
facilities to access premium aerial data in a faster, safer,
more efficient way.
The team at Airobotics fuses expertise in aerospace
hardware design, robust electronic systems, leading
software engineering, and years of experience in
commercial drone operations. This varied experience
has allowed them to design a solution suited to
address the needs of the world’s most complex
industrial environments.
Service Explained
UAV

28. 0
30
60
90
120
2014 2015 2016 2017 2018 2019 2020
Funding sizes per year
Certificate info
• Per year
•
Israel: First VLOS approval November 2015
•
USA: Certificate of Waiver (CoW) for night operations
October 2016
•
Israel: World-first fully automated BVLOS approval March
2017
•
Australia: VLOS operations March 2017
•
Australia: First BVLOS approval June 2017
•
USA: Foreign Aircraft permit March 2018
•
New Caledonia: VLOS authorization April 2018
•
USA: Certificate of Waiver for BVLOS operations over
people October 2018
•
Australia: First CASA approval for BVLOS from ROC
December 2018
•
Other Certifications to fly over cities Q1 2020
More info

29. 0
30
60
90
120
2014 2015 2016 2017 2018 2019 2020
Funding sizes per year
Series C Funding: $32.5 million
Major Achievements
• Authorization from CAAI
Civil Aviation Authority of Israel (CAAI) was the first in the
world to authorize Airobotics to fly commercial, fully
unmanned drone flights in their nation’s airspace.
• Expansion into Defense & Homeland
Security market
• M12 becomes a strategic investor
Microsoft’s features leveraged by Airobotics:
• image recognition,
• analytics
• cloud computing
More info

30. 0
30
60
90
120
2014 2015 2016 2017 2018 2019 2020
Funding sizes per year
Series D Funding: $30 million
Major Achievements
• 8 major clients
• Expansion into Chile, Arizona, Brazil, &
Australia
• Move of HQ to Arizona, USA
• 40k automated drone flights
More info

31. 0
30
60
90
120
2014 2015 2016 2017 2018 2019 2020
Funding sizes per year
Major Achievements
• Move factory from Israel to Arizona.
They’re moving their manufacturing to the United
States to meet growing demand in the U.S., Australia
and other areas in Asia-Pacific.
• Integration of LiDAR technology in their
drones.
The use of LiDAR significantly reduces the time it
takes for aerial data to be collected.
• Obtained CASA Approval in Australia.
They obtained the first and only Civil Aviation Safety
Authority approval to operate automated multi-rotor
drones with no aircrew needed at the client site.
• Advancements of Aviation Regulation
with FAA BVLOS Waiver in the US
They received the first Certificate of Waiver (CoW)
from the FAA. This waiver permits Airobotics to
operate drones from the company’s Remote
Operations Center in Scottsdale, AZ.
• Partnership ADS
ADS is the leading operational equipment and
logistics provider serving US Military, Federal
agencies, international and coalition partners, and
defense industry partners.
More info

32. 0
30
60
90
120
2014 2015 2016 2017 2018 2019 2020
Funding sizes per year
Major Achievements
• Partnership with the Houston area
Airobotics is offering its services in support of safe
remote operations to help mitigate the spread of the
coronavirus in the Houston-region and enable
continuous operations of critical businesses.
• Partnership with The Home Team
Science & Technology Agency of
Singapore
The company’s drone technology is now being used
to help SPF track anomalies such as large
congregations of people and to ensure necessary
safety precautions are being followed to prevent
additional spread of the disease.
• Expansion into Urban monitoring
More info

33. Key Succes Factors M12 Learnings
First mover momentum
As a completely automatic unmanned aerial system, the
first of its kind in the global market.
Airobotics is the first company to secure permission
from a civil aviation authorities to fly a drone without a
pilot in command. They are also the first ones with
permission to fly over a major metropolis, Singapore.
Unique product offering
What makes Airobotics different and unique is that it is
the only solution that automates the entire operation.
Airobotics’ automation extends from pre-flight checks
all the way to automatic download and transmission of
the data that’s being gathered.
Target market with a big wallet
The secret sauce is a combination of a dead-simple
user interface, a business model based on selling
services rather than hardware, and a focus on industries
that have exorbitant infrastructure and inspection costs.
Key Takeaways
• Airobotics partners with enterprise companies and
governments around the world. Microsoft is focused
on selling to big corporations primarily. So M12 is
looking for startups that do the same thing. And that
means consumer-facing companies are typically not
a great match for M12.
• Through M12’s investment, Airobotics was able to
access unique technologies that previously
expensive to integrate, such as Microsoft’s image
recognition, analytics, and cloud computing.
• M12 gave Airobotics the reputation to provide trust
when approaching potential customers. Through
M12, Airobotics can create a unique network of
customers where they can leverage their first mover
status in an emerging industry.

35. Corporation
Corporate Venture
Venture Arm
The ThousandEyes cloud platform offers vantage
points throughout the global Internet and provides
immediate visibility into experience for every user and
application over any network, so companies can deliver
superior digital experiences, modernize their
enterprise WAN, and successfully migrate to the cloud.
Their service watches the whole internet to help
companies figure out the source of performance
problems of websites and web-based apps. For
instance, it can determine if an outage is the
company's fault or that of its service providers.
ThousandEyes is a pure-play SaaS business that
charges its customers on an annual subscription basis.
While specific average revenue per user was not
disclosed, CEO Mohit Lad shared that the company
serves numerous businesses that pay them north of
$100k annually.
Service Explained
More info
HQ: California, USA
Founded: 2010
Status: Acquired by Cisco
Employees: 399
Industry: SaaS
Revenue: $100 million
Users: 500+
Data Analytics

36. 2013 Series A Funding: $5.5 million
2014 Series B Funding: $20 million
Major Achievements:
• New clients: Equinix, Evernote,
Priceline, ServiceNow, Twitter, Zendesk,
Dropbox
• Winner of Network Innovation Award
• Launch of free version
More info
0
25
50
75
100
2014 2015 2016 2017 2018 2019 2020
Annual Recurring Revenue
p. year (in millions)

37. Major Achievements:
• Completion SOC 2 examination
This independent testing reinforces ThousandEyes'
continued commitment to information security and
customer data protection.
• Expansion client base by 180%
They added to their list of customers: Constant
Contact, Dreamhost, Elance-oDesk, Github, Good
Technology, Prosper Marketplace, Shopify, E-
harmony, as well as 3 of the top 5 Fortune 500
companies and 4 of the top 6 U.S. banks.
• Partnership with Microsoft Dynamics
CRM
Microsoft is using ThousandEyes to drive maximum
performance of its Microsoft Dynamics CRM Online
solution. With ThousandEyes, customers will be able
to troubleshoot, monitor and analyze performance
between their site and their Microsoft Dynamics CRM
Online instance running within Microsoft's data
centers.
More info
0
25
50
75
100
2014 2015 2016 2017 2018 2019 2020
Annual Recurring Revenue
p. year (in millions)

38. Series C Funding: $35 million
• Tenaya Capital
• GV (formerly Google Ventures)
Major Achievements:
• New office in Austin, Texas
• Support for Cisco enterprise routers
• Expansion client base by 115%
New customers include: Avera Health, CareerBuilder,
DigitalOcean, Domo, Electronic Arts, iHeartMedia,
Jones Lang LaSalle, Live Nation Entertainment, Lyft,
MailChimp, NetSuite, NTT, Olympus, Primark,
Sotheby's, Wayfair and Weebly, as well as 12 new
Fortune 500 customers.
More info
0
25
50
75
100
2014 2015 2016 2017 2018 2019 2020
Annual Recurring Revenue
p. year (in millions)

39. Major Achievements:
• Opening London office to expand
European presence
• ISO 27001 certification
• Service & product extension
• Expansion client base by 100%
New customers include: 1-800-Contacts, Qualys,
Collective Health, Comcast Corp., TBWA Worldwide,
Wageworks, Luminex, DHI Group Inc., Craigslist,
Creative Artists Agency, Conde Nast Publications Inc.,
Quantcast, Pitney Bowes, Cloudflare, Hi-Rez Studios,
Shutterfly, Ellie Mae, and lululemon.
More info
0
25
50
75
100
2014 2015 2016 2017 2018 2019 2020
Annual Recurring Revenue
p. year (in millions)

40. Major Achievements:
• Expansion in: Japan & Dublin to support
Asian & European growth
• Partnership with ITOCHU Technologies
Under the agreement, ITOCHU Techno-Solutions will
provide ThousandEyes solutions to their clients in
major industries.
• Service & product extension
• First Cloud performance report
They released the industry's first report to compare
global network performance of the three major
public cloud providers—Amazon Web Services (AWS),
Google Cloud Platform (GCP) and Microsoft Azure.
• Expansion client base by 90%
New customers include: AIM Speciality Health, Cisco,
Hi-Rez Studios, Microsoft, Nasdaq, Quantcast,
RichRelevance, ServiceNow, Verisign, and Microsoft
More info
0
25
50
75
100
2014 2015 2016 2017 2018 2019 2020
Annual Recurring Revenue
p. year (in millions)

41. 0
25
50
75
100
2014 2015 2016 2017 2018 2019 2020
Series D Funding: $50 million
• GV
• Thomvest Ventures
Major Achievements:
• Expansion to Australia & New Zealand,
DACH, & Benelux
• 3 awards
Winner of the Best Data-Driven SaaS Product in the
2019 SaaS Awards for the second consecutive year
Most Innovative Cloud Product or Service in the
Computing 2019 Cloud Excellence Awards.
2019 Cloud Computing Product of the Year Award by
TMC's Cloud Computing Magazine
• Expansion to Alibaba
• New clients:
ThousandEyes now counts 20 of the 25 top SaaS
companies, six of the top seven U.S. banks, and four
of the top five UK banks as customers, plus more
than 65 of the Fortune 500 and over 120 Global 2000
companies.
More info
Annual Recurring Revenue
p. year (in millions)

42. 0
25
50
75
100
2014 2015 2016 2017 2018 2019 2020
Major Achievements:
• $100 million in ARR (annual recurring
revenue)
• Global employee expansion
Employee headcount grew by more than 40 percent
to nearly 400 employees around the globe across
new regions opened in Australia, Germany and the
Netherlands, as well as in existing offices in San
Francisco, London, Dublin, Austin, New York, and
Tokyo.
• New clients:
Thousandeyes’ clientbase is now counting more than
80 Fortune 500 and 150 Global 2000 customers,
including Abbott Labs, C.H. Robinson, NetApp, Splunk
and Wolters Kluwer, 6 of the top 7 US banks, 20 of
the top 25 global SaaS companies and hundreds
more of the world's biggest brands and fastest
growing startups.
• Acquired by Cisco for $1 billion
More info
Annual Recurring Revenue
p. year (in millions)

43. Key Succes Factors GV Learnings
Lean startup mindset
They started off with a $150k grant from the National
Science Foundation, that was payed out in small
portions as progress had to be shown. Using scavenged
free computers from big corporation bins, they built
their own product.
Pro-active Customer acquisition
Their original customer acquisition plan was to watch
people complaining on Twitter about outages, then
approach those companies with the data on the cause
and how to fix it.
Let the VC’s come to you
Their philosophy on funding is that funding is to scale,
it's not to survive. So at any point when they've gone to
the VC market, it's because they’ve done some
validation for the next phase of the company and they
think they can take it to the next level.
Using partnerships to gain fame and name
By getting contracts with Twitter and Microsoft early
on, they were able to leverage their customer base to
create a reputation and acquire more customers.
Key Takeaways
• GV created a lot of capital and room for
ThousandEyes to grow internationally.
• With their expertise in data platforms and
infrastructure, they were able to guide ThousandEyes
with their data capacity expansion from the US to
around 54 data centers around the world.

45. Corporation
Corporate Venture
Venture Arm
More info
HQ: Cambridge, UK
Founded: 2008
Status: $11.1 million raised
Employees: 44
Industry: BioTech Cloud
Revenue: $8 million
Users: 500+
Eagle Genomics is a enterprise software solutions
company to enable the management, orchestration
and exploitation of life sciences data.
Eagle Genomics acts as an intermediary between the
people generating data – the scientists tracking the
human genome and depositing their findings in open
access databases – and the industrial end user of the
data, primarily pharmaceutical companies.
Eagle Genomics' award-winning AI augmented
knowledge discovery platform is revolutionizing how
scientists conduct life sciences research and is bridging
the gap between data and new insights in a rapid,
systematic and traceable way. It puts data science at
the fingertips of biologists to drastically reduce time
and cost of research, enabling customers to achieve
radical productivity improvements and true data driven
discovery.
Service Explained
AI

46. More info
Annual Recurring Revenue
p. year (in millions)
0
2
4
6
8
2008 2010 2012 2014 2016 2018 2020
Total Funding: $5.7 million
Major Achievements:
• Former Health Minister Nicola Blackwood
joins Eagle Genomics Advisory Board
• 30 customers worldwide
Mainly from the large pharmaceutical, biotechnology, crop
science, bio-fuels, personal hygiene, and animal health
sectors

47. More info
Annual Recurring Revenue
p. year (in millions)
0
2
4
6
8
2008 2010 2012 2014 2016 2018 2020
Total Funding: $7 million
Major Achievements:
• Part of Microsoft for StartUps program:
Co-sell partnership to provide unparalleled access to
Microsoft’s Enterprise customers

48. Total Funding: $11.1 million
Major Achievements:
• Expansion into New York & Paris
• Partnership with JLABS
As part of the New York Genome Center community the
new residency space at JLABS places Eagle Genomics at
the heart of genomics research in New York, alongside
other companies with a focus on life sciences and data-
driven innovation
• Partnership with Cargill
The Eagle Genomics platform will initially enable Cargill's
Health Technologies business to organize and synthesize
additional insights from microbiome data amassed by the
company over the past decade.
More info
Annual Recurring Revenue
p. year (in millions)
0
2
4
6
8
2008 2010 2012 2014 2016 2018 2020

49. Key Succes Factors Microsoft for StartUps Learnings
Emerging market
They offer a solution to a problem that food and health
companies face: How can I make food more efficient.
By translating the relationship between the microbiome
and digestive and immune health in humans and
animals, they create the opportunity for companies to
create new innovative food products.
Connecting to Microsoft for StartUps
They got most of their previous funding from UK
science grants, but their sales exploded after getting
into the Microsoft for StartUps program. It gave them
the platform, technology, and clientbase to expand
rapidly and connect to customers.
Key Takeaways
• Unlimited access and training in Microsoft Azure
AI research and technologies, Microsoft Cognitive
Services, and Microsoft Cognitive Toolkit to develop
their platform.
• Assistance in helping customers transition to the
Microsoft Azure platform
• Eagle Genomics now sells together with Microsoft:
They’ve acquired five more customers that we
attribute directly to their Microsoft selling
arrangement.
• Visibility within the investment community is now
fundamentally higher. Microsoft brand gives investors
the necessary confidence in the venture.

50. 02
Extra
Insights

51. Sandro Valeri
Head of Corporate Innovation
1. Identify value streams
“The company is organized under five value streams, which include everything from
product development to customer services to after-sales support. I assigned team
members to each of these value streams and worked with external consultants to take a
design-oriented approach to translate customer needs from the value streams into
challenges that could be addressed via startup partnerships.”
2. Understanding current technologies
“We focused our early efforts by understanding current technology, cross checking this
with our understanding of company and customer needs, and then coming up with our
innovation priorities. For example, AI is a technology that is developing very fast, so we
thought about use cases. We noticed that there was a lot of mature technology around
marketing AI, so we started to work on pilots with our marketing units.”
3. Integrate projects
“Once we did the first pilots and showed results, people understood the value and got
excited. Now, the internal demand for startup pilots is very high.”
4. Build on success to focus on bigger projects
“The results we’ve shown with the early pilots are allowing us to go for bigger
moonshot projects. We recently announced a partnership with Uber to work on what
we’re calling the Uber Elevate Network. Together we’re developing and deploying small
electric flying vehicles for short urban commutes. We share the vision that the state of
transportation in congested cities is ripe for innovative solutions, such as on-demand
aviation, and we want to be leaders in this space.”

52. Microsoft for Startups program helps to connect the software giant with young scale-up
brands and provide cloud computing support, community mentorship, and more. The goal
is to connect Microsoft with young companies and provide cloud computing solutions
through Azure before these companies scale to become world-leading enterprises.
Microsoft for Startups provides companies with $120,000 in Azure credits and offers access
to Microsoft’s massive client base. Within the program, there are more than 3,000 startups
in over 140 countries.
After launching the initiative two years ago, startups in the program are on pace to close
more than $1 billion in sales in 2020 alone.
Microsoft for Startups works predominantly with enterprise startups, which for the first time
in a decade have garnered more venture capital funding than consumer tech companies.
Microsoft for StartUps has 4 programs:
• ScaleUp
The Microsoft ScaleUp program (previously known as Microsoft Accelerator) is designed for Series A-C startups
and offers access to sales, marketing and technical support. Eligible startups partake in the immersive program
at one of our eight global locations followed by ongoing support from a dedicated team of success managers.
• Quantum
The Microsoft Quantum Network is a broad community of individuals and organizations collaborating with
Microsoft to advance a comprehensive quantum ecosystem, develop practical solutions, and build a robust
quantum workforce.
•
Autonomous Driving
An exclusive program which aims to accelerate the growth of startups working on autonomous driving.
Startups will receive benefits like: access to Microsoft engineers, access to Microsoft autonomous driving
technology, visibility to M12, joint customer opportunities,…
•
Social Entrepreneurship
The Microsoft Global Social Entrepreneurship Program supports social impact startups with technology,
connections and grants so you can focus on bringing your big vision to life and making the world a better
place.