The talk was given by Preeti Anand, Head of Engineering Excellence Practice at Zinnov, at #ZinnovConfluence - Santa Clara on March 8, 2017.

1. Start-up Accelerator
March 2017

2. EVERY MAJOR INDUSTRY IS FACING DISRUPTION
2

3. VALUE CHAINS HAVE BEEN BROKEN DOWN INTO MICROSEGMENTS – FROM AUTOMOTIVE….
3
$ 60 Mn
INFOTAINMENT
BATTERY TECH
SAFETY & SECURITY
AI & COMPUTER
VISION
ADAS
POWERTRAIN
AFTERMARKET
INFRASTRUCTURE
DATA PLAYERS
OEMS
CONNECTED CAR
$ 18 Mn
$ 50 Mn
$ 28 Mn $ 558 Mn
$ 41 Mn
$ 183 Mn
$ 10 Mn
$ 2185 Mn
$ 372 Mn
$ 3400 Mn
$ 152 Mn
LIDAR & RADAR
Electric Autonomous Gas
EV Charging Parking Solutions
Alternative Vertical Start-ups that includes Ridesharing and
other services (Legal, Financial, Media) for the Automotive
Industry has received close to $ 34 Bn Funding
XX Total Funding in Technology Area
Source: Global Engineering Insights Platform (www.geip.zinnov.com)

4. …TO RETAIL
4
Source: Global Engineering Insights Platform (www.geip.zinnov.com)
Retail Value Chain
Supply chain &
Logistics
MerchandisingPlanning
Online/Offline
Store Operations
Marketing
Customer
Experience
Assortment
Management
Category
Management
Pricing and
campaign
management
Markdown and
Discount
Management
Product
Recommendation
Engine
Loyalty and
Rewards
Management
Customer
Relationship
Management
Customer Feedback
Management
Real Estate Planning
Sales Planning and
Forecasting
Space Planning
Merchandise
Financial Planning
Pricing and
Promotions
Optimization
POS
Store Automation
Fraud Detection
In-store Inventory
Tracking
Indoor Mapping
Robotic Assistance
Smart Dressing
Rooms
Workforce
Optimization and
Management
Inventory
Management
Proximity
Marketing
In-Store marketing
Location Analytics
Product Targeting
Warehouse
Management
Last Mile Logistics
Transportation
Management
Supplier
Management
Shipment
Tracking Clustering and
profiling
Visual Search
Engines
Customer
Behaviour Analytics
Planogram Design
In-Store Navigation
Robotic Disruptors IoT Disruptors Big Data Analytics Disruptors AI Disruptors
Loss Prevention

5. AND ENTERPRISE INFRASTRUCTURE AS WELL
5
Source: Global Engineering Insights Platform (www.geip.zinnov.com)
Hyper-Converged Infrastructure
Servers/ Compute Storage Network
Hyper-virtual Software-defined Storage Software-defined Network
Hyper-scale Storage Management Routing
Virtual Solid State Drives Switching
Small Scale All-flash arrays RAN
Hybrid Storage Wireless Infrastructure
NVRAM Network Management & Analytics
Storage Area Network Virtual Private Network
Network attached Storage Application Delivery Network
Server-side Caching Wide Area Network
Back-up Network Management
Optical Storage OSS & BSS
Transport Backhaul
Virtual Overlay Networks
Software-defined Storage
Hyper-Converged
Infrastructure
Hybrid Storage
All-flash Arrays
Software-defined Network
Wireless Area Network

6. 6
Tech Startup Ecosystem is evolving rapidly in key geographies
6
Investment firms – VC, PE, Angel funds, Corporate Venture arms
Industry associations, govt. sponsored associations
Govt. sponsored initiatives to improve access to funds, better IP protection, ease of doing business etc.
Techdriven
ProductStart-ups
United States United Kingdom India Israel China
52,000 – 53,000 4,900 – 5,200 4,700 – 4,900 4,500 – 4,600 4,200 – 4,300
Private and public incubators, accelerators
Partnerships between corporate and startups
Startup Ecosystem constituents
1
2
3
4
5

7. The mushrooming startup ecosystem provides opportunities for companies to find unique
engagement models with the relevant startups
7
Maturity of partnership
ValueContribution
• Portion of start-up’s equity
with a high rate of return
• High visibility as a
technology leader
investing in the top cos. of
the future
High
Low High
• Visibility to the start-
up ecosystem
• Exposure to new
technologies
• Platform
Evangelization
• Access to new
technologies
• Equity from the start-up
company
• Access to new
technologies
Tactical
Engagements
Strategic
Collaboration
Accelerator
Incubator
Strategic partnerships,
M&A
360-degree relationships with
select few mature start-ups
aligned to strategic interests
Invest in select start-ups with
high potential to impact their
market or industry
Nurture the start-up
ecosystem by engaging
with a large pool of
nascent stage start-ups
Evangelize products or gain
technology from the start-up
ecosystem with low investment

8. DO I NEED TO SETUP AN
ACCELERATOR / INCUBATORWHY
Organizations need to establish a well
defined purpose with clear expectations on
the outcome and a set of metrics to
measure success.
?
8

9. 9
There are typically 3 degrees of value that corporates derive from engaging with startups –
Branding/Talent, Innovation and Business Impact
Business Impact
Direct impact on business outcomes
including revenues
Co-Innovation
Promoting innovation around products &
services, within and outside the organization
Branding & Talent Sourcing
Enhancing branding in ecosystem
and attracting quality talent
M&A, Investment Opportunities
Joint go-to-market
Acquihire
Building new products &
services around existing
ones, increasing adoption
Promoting intrapreneurship
and innovation within
organization
Branding as an innovation-
focused company
Attracting quality talent
1
2
3
Success
Stories
• Microsoft Ventures made strategic investment in SkyGiraffe – a
platform to extend enterprise systems to mobile devices – which
graduated from Microsoft Ventures Accelerator in Israel
• Microsoft Ventures has also done seed stage investment in startups
like Ranku, an online education discovery engine and Zula, a mobile
productivity startup
• Target has signed vendor agreements with startups like Konotor & MuHive that
graduated from Accelerator Program
• Konotor’s app. allows Target store managers to communicate with HQ on
product queries, pictures of stock outs can be uploaded and sent etc.
• MuHive’s platform fits with Target’s “Express” store format which is used as
delivery centers for orders placed on the e-commerce site. The platform
connects social feeds with Target’s CRM software
Benefits of start-up engagement

10. THREATS
Identify threats/business model
disruptors
PLATFORM Cloud, Security, CRM
ADJACENCY Complimentary products
INVESTMENT Equity
CULTURE HACK Agile, Lean, Fun
TECH THEME IOT, Analytics, Big-Data, Mobile
Accelerators/Incubators serve a variety of purposes – ranging from ‘technology adoption platforms
for MNCs’ to ‘investment tools for venture capitalists’.
ACCELERATORS
&
INCUBATORS
Fast-tracking Growth
Source: Zinnov Research
10

11. Large corporates across the world have been able to leverage their start-up accelerators to
create significant business value proposition
Corporate accelerators or their venture arms are looking to create/offer new solutions in partnership with start-ups
• Target has signed vendor agreements with startups like Konotor & MuHive that graduated from Accelerator Program
• Konotor’s app. allows Target store managers to communicate with HQ on product queries, pictures of stock outs can be
uploaded and sent etc.
• MuHive’s platform fits with Target’s “Express” store format which is used as delivery centers for orders placed on the e-
commerce site. The platform connects social feeds with Target’s CRM software
• PayPal acquired Braintree (London), a payments integration solution provider. PayPal partnered with Braintree to launch Start
Tank London Accelerator
• Kobster, a graduate of Paypal StartTank, is a B2B e-commerce Web portal that provides bulk office supplies at wholesale rates
and received seed funding
• GenNext Ventures has invested in startups like Covacsis – real time analytics platform and Videonetics – video surveillance
technology maker
• GenNext Ventures partnered with Ecorithm to optimize the energy efficiency of the buildings and raise the standard of
environment design
• Microsoft Ventures made strategic investment in SkyGiraffe – a platform to extend enterprise systems to mobile devices –
which graduated from Microsoft Ventures Accelerator in Israel
• Microsoft Ventures has also done seed stage investment in startups like Ranku, an online education discovery engine and
Zula, a mobile productivity startup

12. 83
Graduates
76%
Funded
$ 1.08 Mn
Avg. Follow-On Funding
Start-up Description When they joined Accelerator Key Achievement at the Accelerator
AppVirality is a plug-and-play growth hacking
toolkit for mobile applications
Young tech team with interesting
idea in the organic growth space
Launched beta, then in private with 180 apps signed up-
2014
Mobile app vulnerability detection and security
certification Beta product; 50 developers
Public launch; Go-to-market plan; 5 paying customers, 15
more in pipeline; 150 developers-2014
Voonik.com provides a personal shopping
platform based on the customer’s style
preferences and body type.
Intelligent layer for e-commerce,
beta launched
Launched beta site, reached 100 orders per day, raised
seed
Calm.io is a DevOps automation platform for
modern environments comprised of containers,
clouds, and microservices.
GTM formulated, partnership with Microsoft for
integration with the Azure platform
InTouchApp is a contact management solution
that enables users to store, manage, and view
contact information using any mobile and from
any place.
Cross platform contact
management with good traction
achieved
Crisper GTM strategy, improved app design, achieved
over 1M downloads, looking to raise seed
Case Study: Microsoft has successfully leverage the accelerator model globally evangelize its
platform offerings

13. HOW TO GET AN ACCELERATOR /
INCUBATOR UP AND GOING
?
13
Define the structure of the
engagement model
DESIGN
PHASE
Steps to set up the
accelerator
SETUP
PHASE
Run the accelerator
end to end
OPERATIONS
PHASE
Measure the success of the
accelerator program through
various metrics
EVALUATION
PHASE
Initial due-diligence to
understand the landscape
PRE - DESIGN
PHASE

14. 14
Zinnov offers an integrated program for designing and operating the start-up accelerator
01 Accelerator Design
The accelerator offering covers modules from design to ecosystem connects to ensure that the start-ups onboarded are provided with
all the tools required to deliver a successful solution for the corporate
01 Accelerator Design The design activities include charting out the accelerator vision, focus, charter,
engagement model and lifecycle. The activities also call out the roles and
responsibilities of various stakeholders involved
End-to-end program management of the accelerator bringing together the industry
expertise that Zinnov has gained. The PMO team will work with the accelerator lead
and another team mate to ensure smooth operations
As per this module, Zinnov will design and deliver a curriculum that will be help the
start-ups gain good business and technology understanding and shape their products
to suit the market needs
This constitutes start-up scan to identify relevant start-ups as well as creation of a
business strategy for the start-ups in the cohort
Zinnov will help create and foster SME – Start-Up connects that will help start-ups
gain good domain vertical understanding as well as horizontal skills that will help
them scale business
02 Program Management
03 Curriculum Design and
Delivery
04 Business Consulting
05 SME Connect
01 Accelerator Design

15. 01 – Accelerator Design
• Create a charter which would
outline the intent of setting up the
accelerator
• Defining focus areas which would
enable selection of start-ups with
high level of business alignment to
the client
• Multi-tiered governance structure to
ensure smooth and quick decision
making
• Articulation of KRA – roles and
responsibilities and expectations
Design a program for start-ups
constituting boot camp, weekly
learning sessions (business model
canvas), live lectures, case studies, and
group assignments.
• Help explore adequate legal
safeguards to avoid IP infringement
and other issues
• Recommend infrastructure to
ensure smooth functioning of the
accelerator
A governance council to
make key decisions for
the accelerator
program
Organization
Structure
Structured curriculum
for start-ups through
the duration of the
program
Curriculum
design
Accelerator engagement
model with the start-up
Legal, Tax and
Facility advisory
Charter and
Focus Areas
Articulation of Charter
and Focus Area
Accelerator design

16. 02 – Program Management
Launch
Preparation
• Marketing strategy and plan social media and launch events
• Marketing material design and press conference
Post-Launch
• Continuous social media updates
• Publicity at identified events and forums
Application
Processing • Multi-stage application evaluation process to identify the most suitable set of start-ups for the accelerator
On-
Boarding • Activities including contract signature, background verification, onboarding boot-camp etc.
Operations
• Day to day operations which include running curriculums, mentoring, weekly and monthly reviews concluded by
demo day
Post
Program • Post program feedback collection and engaging with alumni network
This phase constitutes end to end management of all activities such as program launch, application processing, on-boarding, day to
day operations and post program activities

17. 03 – Curriculum Design and Delivery
Boot Camp
Achieve Product
Market Fit
Build Sustainable
Revenue Model
Make Money
How To Scale And Get
Funded
The curriculum would cover the following themes to help startups move up the growth trajectory
• Identify the target
segment and their
needs
• Define value
proposition and
product features
based on market
and compete
analysis
• Identify how customers
pay
• Map payment flow
• Define revenue model
and pricing hypothesis
• Test the hypothesis
• Define buying process
• Identify the sales and
marketing channels
• Determine sales/
marketing spend and
business viability
• Assist startups with the art of
storytelling
• Streamline startup pitch and
make startups investor ready
for Demo Day
• Learn the art of
rapid prototyping
• Startup will design a
prototype and test it
with customers and
industry experts
Cohort
Commencement
Demo
Day
Zinnov will design and deliver an intense classroom based and instructor led curriculum . The curriculum would imbibe the best practices
across various courses, and would be tailored to the cohort needs

18. 04 – Business Consulting
Customer Use Cases
Prioritized list of use cases, market
segmentation and target industries with
value chain map for each idea
Market Size
Addressable and addressed market size
with forecasts by use-case, target
industry and geography for each idea
1
2
3
4
Competitors
Prioritized list of key competitors,
substitutes, disruptors and their
offerings for each use-case of each idea
Key Feature Insights
Prioritized differentiation areas and
hygiene features for each idea
Prioritized list of required GTM
partnerships – Channel partners,
Implementation partners etc.
Revenue Model
Pricing model, promotional requirements
– demos, free trial etc. for use cases and
target customers
Partnerships5
6
This constitutes of:
• Start-up scan to identify relevant start-ups, and
• Detailed assessment to design business strategy

19. 05 – SME Connect
Zinnov has an extensive network of SMEs from across industry verticals and functional horizontals which can help start-ups with their
business and can also provide sector specific insights. As a part of the engagement, SMEs will take sessions with start-ups to help them
gain deeper understanding of the industry as well as the functions
Marketing
Business
Plan
Design
HR
Business
Communications
RetailAutoFin-Tech
Enterprise
N/W Solutions
Horizontal SMEs
Vertical SMEs
Start-ups/innovation teams
Energy

20. Zinnov offers varying engagement models to drive start-up engagements
Dedicated corporate accelerator
with external or internal
innovation ecosystem
External Innovation Pod
• Sponsorship for entire program
• High level of support of internal teams including
marketing, HR, legal, procurement, etc.
• Technical mentorship and access to customer
• End-to-end execution from design to complete
operations including curriculum delivery,
business strategy and SME Connect
• Complete ownership of the model
• Higher control over business outcomes
• High internal and external visibility and branding
What corporates provide?
What Zinnov would offer?
Benefits
1
Corporates can sponsor one or
more start-ups to drive
innovation without setting up a
dedicated accelerator
Collaborative Innovation
Pod
• Sponsorship for start-ups of interest (could start with
even 1 -2 start-ups) only
• Technical mentorship
• Access to customer base
• End-to-end execution including curriculum delivery,
business strategy and SME Connect
• Any legal, HR, procurement support related to
accelerator
• Limited financial commitment
• Lower management bandwidth and oversight
required
• Lower exposure– IP security, IT network related
concerns etc.
What corporates provide?
What Zinnov would offer?
Benefits
2
Business mentorship and
business consulting for internal
innovation teams of corporates
Internal Disruptor Pod
• Sponsorship for entire program
• Low level of support of internal teams including
marketing, HR, legal, procurement, etc.
• Technical mentorship and access to customer
• Curriculum delivery, business strategy and SME
Connect
• Internal teams gain understanding of business
context and key design and market principles
• Well defined market strategy for the innovation idea
• Retention strategy for high performing and high
potential employees
What corporates provide?
What Zinnov would offer?
Benefits
3

21. Key elements of a successful accelerator
1.A closely knit program where start-ups are given enough mentoring and guidance but
given enough space to make critical decisions for their roadmap
1.A curriculum that provides for customization for every start-up depending on the type
of support they seek from the corporate
1.Access to technology thought leaders – guidance and mentoring to enhance technology
platforms and build robust systems
1.Exposure to business frameworks and tools and business mentoring for start-ups to
design and operationalize a realistic game plan
1.Domain advisory and viewpoints from end customers to help start-ups shape their
solutions to be more market ready
1.Infrastructure and platform to test and pilot their products
1.Exposure to the ecosystem – connect with the wider start-ups, accelerator and VC
community to tap into their expertise
Guidance on how to manage their non-core functions like legal, finance, HR etc.

22. Why do startup accelerators fail?
In-house
Resource Drain Lack of Data Ecosystem
Incorrect
Data – Market Fit
Lack of Innovative
Accelerator
Business Models
Unstructured Program
Management
Wrong
Quality Metric
Identification
Lack of
accurate strategic
goals
 Non optimum
person power/
resources
employed in
accelerator BU
 Inexperienced
Management
without high-
touch startup
support
 Inability to
identify right
startup due to
lack of data
 Statistically, will
not be able to
hit the jackpot
startup
 Insufficient
Data will lead to
skewed startup
identification
 With enough
data too,
correct insights
will have to be
generated
 No resources to
conduct
rigorous
benchmark
analysis
 Competitor
analysis is
needed for
strategy
formation
 Lack of
coordination
between
stakeholders
 Appropriate
Metrics for
Talent
Identification
needed
 Inappropriate
Talent
Identification
will lead to
wrong startup
investments
 High End
Strategy
Consulting is
needed at key
points
 Firms with
location
analysis, talent
ecosystem,
investor data
experience
needed
 Inability to set
expectations
with internal
and external
participants

23. With deep expertise in helping setup and operate accelerators, ecosystem connects and in-house
experts, Zinnov is uniquely positioned in helping the client setup and operate the accelerator
23
Experience in designing, setting up and operating multiple successful corporate
accelerators
Ex.: Microsoft, PayPal, Pitney Bowes, Airbus
In-house team of experts who specialize in entrepreneurship and accelerator
operations
Tracking160,000 global technology product startups in real time with
an ability to provide insights across:
a. Verticals: Enterprise software, healthcare, aerospace etc..
b. Domains: Analytics, security, mobile, IOT etc..
c. Hubs: US, China, India, Israel etc..
Advisory
Ecosystem
Data
Extensive ecosystem connects across startups, industry organizations, VCs etc..
Ex.: Partner to NASSCOM and iSpirit for startup initiatives, Knowledge partner for ET Startup awards, strong
connects with VCs and angel investor firms focused on technology sector

24. Zinnov has worked with multiple clients in engaging, partnering and investing in Start-ups
24
Evaluate the start-ups for potential of success
• Help start-ups with the business plan
• Provide mentorship, infrastructure, VC connects
• Provide Seed Funding for Equity : 4% to 10%
• Look for synergy with its customers’ businesses
Connect with the
ecosystem, identify
potentials and increase
visibility
Scan for Start-ups
• Scan and filter for relevant start-ups based on predefined criteria – Size, Years of existence,
Founder profile, Number of Customers, etc..
Validate
Engage
Explore
Invest
InvestmentIntensity
No
Capital
Investment
Medium
High Capital
Investment
Broadly encourage and
connect with start-ups to
identify synergies
Make lots of small bets on
pre seed stage companies
and validate their products
Set up start-up accelerator/ Partner with an existing accelerator
• Provide lab/soft Infrastructure
• Host start-up meet ups/boot camps
• Innovation workshop with internal and external stakeholders ideating
for the customers
Infuse cash in start-ups
that have shown promise
and help them scale up
Provide capital to maximize growth
• Identify top performers and candidates for investment
• Structure the term sheet

25. Zinnov has helped multiple corporates successfully run their accelerators
Oracle
Context:
Cisco was interested in setting up an accelerator which
will help in :
• Solving existing business problems
• Go-to-market and revenue impact
• Ecosystem engagement and contribution
Zinnov helped with business case development,
program design and complete operations
management
Context:
The focus of the Oracle Accelerator is to partner with
start-ups who have innovative solutions that can leverage
Oracle’s Cloud Platform. The focus was to leverage the
Cloud Platform.
Zinnov helped with articulation of accelerator value
proposition, design of program format, accelerator,
offerings, curriculum, selection & exit criteria etc. as
well as day-to-day operations
Context:
Airbus has a global network of start-up accelerators. As a
part of the network, Airbus has setup an innovation
center to create new solutions for Airbus
Zinnov helped by providing regional overview to
demonstrate the start-up vitality and conduct scan
across key countries in APAC, design of accelerator
offerings and day-to-day operations
Accelerators / Noida
Context:
Microsoft India was keen on engaging with startups to
develop the ecosystem and also enhance adoption of
Microsoft products, and was evaluating the option of
piloting an accelerator program in India.
Zinnov helped with a feasibility study, identification of
focus areas, design of offerings, start-up scan etc.
Operated in BOT model for the first year
Context:
PayPal StartTank was structured as an incubation
program and being run as a CSR initiative with no specific
focus areas or program plan.
Zinnov provided expertise in re-pivoting the program
with into an accelerator with fintech focus. Created the
complete transition plan across offerings, structure,
partnerships, curriculum, business alignment,
operations plan, branding & marketing plan by
channels etc.
Context:
Pitney Bowes had decided to set up an accelerator in
India with a focus on increasing their product adoption.
Pitney Bowes needed Zinnov’s expertise in the design
and setup of the complete accelerator program.
Zinnov helped with start-up scan, design of focus
areas, offerings and structure and program
management of the accelerator

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