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.Chapters00:00 Introduction00:30 Introduction to Rick Berends01:13 Understanding the Role of a BISO03:03 Traits of a Startup for Partnership05:02 Startup's Role in Building Roadmap and Strategy08:22 Advantages of Startups in Meeting Customer Needs09:50 Importance of EQ in Startup Engagement11:19 Importance of Building Trust and Avoiding Jargon15:41 Understanding the Customer's Perspective19:06 Importance of Flexibility in Enterprise Partnerships20:31 Considering Long-Term Relationships and Value Adds22:58 The Notion of 'Good is Good Enough'28:45 Importance of Flexibility and Contract Length30:12 The Need for Startups in Innovation

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