[{"date_updated":"2025-01-30T12:39:00Z","publication_status":"published","intvolume":"        19","title":"Venture Clienting in Corporate Practice: What type of Established Companies are Using the Venture Client Model?","year":"2024","publication_identifier":{"issn":["2049-1069","2049-1050"]},"author":[{"full_name":"Haarmann, Lennard","last_name":"Haarmann","first_name":"Lennard"},{"full_name":"Jobelius, Johannes J.","last_name":"Jobelius","first_name":"Johannes J."},{"full_name":"Machon, Fabian","last_name":"Machon","first_name":"Fabian"},{"first_name":"Martin","last_name":"Rabe","full_name":"Rabe, Martin"},{"full_name":"Kühn, Arno","last_name":"Kühn","first_name":"Arno"},{"id":"16190","first_name":"Roman","last_name":"Dumitrescu","full_name":"Dumitrescu, Roman"}],"doi":"10.34190/ecie.19.1.2634","language":[{"iso":"eng"}],"abstract":[{"lang":"eng","text":"<jats:p>Start-ups have become a pillar of EC' open innovation initiatives. With the aim of accessing start-up innovation, established companies (EC) use various corporate venturing modes. However, as established corporate venturing modes (e.g. corporate venture capital or accelerators) do not provide direct access to start-up innovation, the venture client model (VCLM) is receiving increasing attention in corporate practice. In the VCLM, ECs become paying customers of start-ups without taking equity - they become venture clients. In joint pilot projects, they apply start-up solutions to their products, processes or business models in order to solve relevant business problems and create strategic impact for increased competitiveness. The literature lists different EC using the VCLM such as BMW, Bosch, Continental, Daimler, Siemens, or ZF. This suggests that the VCLM is only used in EC with tens of thousands of employees, from Germany and in technology-intensive sectors such as automotive, mechanical engineering or telecommunications. On the other hand, GIMMY describes the suitability of the VCLM for any EC. However, in order to develop practical solutions to the challenges of the VCLM (e.g. slow purchasing, legal and IT processes or lack of acceptance of start-ups as collaboration partners), it is necessary to know the users (type of EC) of these solutions. Therefore, the aim of this paper is to characterize the EC using the VCLM with respect to industry, size and regionality.</jats:p>"}],"issue":"1","publication":"European Conference on Innovation and Entrepreneurship","type":"journal_article","department":[{"_id":"563"}],"date_created":"2025-01-30T12:38:37Z","status":"public","user_id":"15782","volume":19,"page":"225-235","_id":"58413","publisher":"Academic Conferences International Ltd","citation":{"short":"L. Haarmann, J.J. Jobelius, F. Machon, M. Rabe, A. Kühn, R. Dumitrescu, European Conference on Innovation and Entrepreneurship 19 (2024) 225–235.","chicago":"Haarmann, Lennard, Johannes J. Jobelius, Fabian Machon, Martin Rabe, Arno Kühn, and Roman Dumitrescu. “Venture Clienting in Corporate Practice: What Type of Established Companies Are Using the Venture Client Model?” <i>European Conference on Innovation and Entrepreneurship</i> 19, no. 1 (2024): 225–35. <a href=\"https://doi.org/10.34190/ecie.19.1.2634\">https://doi.org/10.34190/ecie.19.1.2634</a>.","apa":"Haarmann, L., Jobelius, J. J., Machon, F., Rabe, M., Kühn, A., &#38; Dumitrescu, R. (2024). Venture Clienting in Corporate Practice: What type of Established Companies are Using the Venture Client Model? <i>European Conference on Innovation and Entrepreneurship</i>, <i>19</i>(1), 225–235. <a href=\"https://doi.org/10.34190/ecie.19.1.2634\">https://doi.org/10.34190/ecie.19.1.2634</a>","ieee":"L. Haarmann, J. J. Jobelius, F. Machon, M. Rabe, A. Kühn, and R. Dumitrescu, “Venture Clienting in Corporate Practice: What type of Established Companies are Using the Venture Client Model?,” <i>European Conference on Innovation and Entrepreneurship</i>, vol. 19, no. 1, pp. 225–235, 2024, doi: <a href=\"https://doi.org/10.34190/ecie.19.1.2634\">10.34190/ecie.19.1.2634</a>.","ama":"Haarmann L, Jobelius JJ, Machon F, Rabe M, Kühn A, Dumitrescu R. Venture Clienting in Corporate Practice: What type of Established Companies are Using the Venture Client Model? <i>European Conference on Innovation and Entrepreneurship</i>. 2024;19(1):225-235. doi:<a href=\"https://doi.org/10.34190/ecie.19.1.2634\">10.34190/ecie.19.1.2634</a>","bibtex":"@article{Haarmann_Jobelius_Machon_Rabe_Kühn_Dumitrescu_2024, title={Venture Clienting in Corporate Practice: What type of Established Companies are Using the Venture Client Model?}, volume={19}, DOI={<a href=\"https://doi.org/10.34190/ecie.19.1.2634\">10.34190/ecie.19.1.2634</a>}, number={1}, journal={European Conference on Innovation and Entrepreneurship}, publisher={Academic Conferences International Ltd}, author={Haarmann, Lennard and Jobelius, Johannes J. and Machon, Fabian and Rabe, Martin and Kühn, Arno and Dumitrescu, Roman}, year={2024}, pages={225–235} }","mla":"Haarmann, Lennard, et al. “Venture Clienting in Corporate Practice: What Type of Established Companies Are Using the Venture Client Model?” <i>European Conference on Innovation and Entrepreneurship</i>, vol. 19, no. 1, Academic Conferences International Ltd, 2024, pp. 225–35, doi:<a href=\"https://doi.org/10.34190/ecie.19.1.2634\">10.34190/ecie.19.1.2634</a>."}},{"status":"public","user_id":"15782","volume":18,"page":"345-355","publisher":"Academic Conferences International Ltd","_id":"47809","citation":{"apa":"Haarmann, L., Machon, F., Rabe, M., Asmar, L., &#38; Dumitrescu, R. (2023). Venture Client Model: A systematic Literature Review. <i>European Conference on Innovation and Entrepreneurship</i>, <i>18</i>(1), 345–355. <a href=\"https://doi.org/10.34190/ecie.18.1.1790\">https://doi.org/10.34190/ecie.18.1.1790</a>","ieee":"L. Haarmann, F. Machon, M. Rabe, L. Asmar, and R. Dumitrescu, “Venture Client Model: A systematic Literature Review,” <i>European Conference on Innovation and Entrepreneurship</i>, vol. 18, no. 1, pp. 345–355, 2023, doi: <a href=\"https://doi.org/10.34190/ecie.18.1.1790\">10.34190/ecie.18.1.1790</a>.","short":"L. Haarmann, F. Machon, M. Rabe, L. Asmar, R. Dumitrescu, European Conference on Innovation and Entrepreneurship 18 (2023) 345–355.","chicago":"Haarmann, Lennard, Fabian Machon, Martin Rabe, Laban Asmar, and Roman Dumitrescu. “Venture Client Model: A Systematic Literature Review.” <i>European Conference on Innovation and Entrepreneurship</i> 18, no. 1 (2023): 345–55. <a href=\"https://doi.org/10.34190/ecie.18.1.1790\">https://doi.org/10.34190/ecie.18.1.1790</a>.","mla":"Haarmann, Lennard, et al. “Venture Client Model: A Systematic Literature Review.” <i>European Conference on Innovation and Entrepreneurship</i>, vol. 18, no. 1, Academic Conferences International Ltd, 2023, pp. 345–55, doi:<a href=\"https://doi.org/10.34190/ecie.18.1.1790\">10.34190/ecie.18.1.1790</a>.","ama":"Haarmann L, Machon F, Rabe M, Asmar L, Dumitrescu R. Venture Client Model: A systematic Literature Review. <i>European Conference on Innovation and Entrepreneurship</i>. 2023;18(1):345-355. doi:<a href=\"https://doi.org/10.34190/ecie.18.1.1790\">10.34190/ecie.18.1.1790</a>","bibtex":"@article{Haarmann_Machon_Rabe_Asmar_Dumitrescu_2023, title={Venture Client Model: A systematic Literature Review}, volume={18}, DOI={<a href=\"https://doi.org/10.34190/ecie.18.1.1790\">10.34190/ecie.18.1.1790</a>}, number={1}, journal={European Conference on Innovation and Entrepreneurship}, publisher={Academic Conferences International Ltd}, author={Haarmann, Lennard and Machon, Fabian and Rabe, Martin and Asmar, Laban and Dumitrescu, Roman}, year={2023}, pages={345–355} }"},"date_updated":"2023-10-06T09:28:48Z","publication_status":"published","intvolume":"        18","year":"2023","title":"Venture Client Model: A systematic Literature Review","author":[{"full_name":"Haarmann, Lennard","first_name":"Lennard","last_name":"Haarmann"},{"last_name":"Machon","first_name":"Fabian","full_name":"Machon, Fabian"},{"first_name":"Martin","last_name":"Rabe","full_name":"Rabe, Martin"},{"full_name":"Asmar, Laban","last_name":"Asmar","first_name":"Laban"},{"id":"16190","first_name":"Roman","last_name":"Dumitrescu","full_name":"Dumitrescu, Roman"}],"publication_identifier":{"issn":["2049-1069","2049-1050"]},"doi":"10.34190/ecie.18.1.1790","language":[{"iso":"eng"}],"abstract":[{"text":"<jats:p>Established companies are increasingly opening their innovation systems to stay ahead of the competition. In this context, collaboration with innovative and agile start-ups are gaining continuously more importance. In the past established companies often used common corporate venturing methods such as incubators, accelerators, or corporate venture capital for collaboration. Compared to these methods the venture client model is relatively new and was invented by BMW employees in 2014. Using the venture client model, established companies become early clients of the start-ups even it is still a venture to do so. Together they carry out a pilot project to develop a proof of concept and validate it under real conditions. If successful, they enter a long-term collaboration to integrate the start-up’s solution into products, processes, or business models of the established company. The aim of this paper is to sum up the current literature and set a foundation for future research on this topic. Therefore, we conduct a systematic literature review. As a result, we provide a definition of the venture client model, describe characteristics, present advantages from the perspective of established companies and start-ups. In addition, we summarize the state of research regarding strategy, process, and organizational structure and for the venture client model. In terms of strategy, future research should elaborate defining elements of a strategy as well as ways to integrate the venture client model into the corporate innovation-ecosystem. Focusing on the process additional research is needed on a venture client reference process and its integration into the corporate’s core processes. Referring to the organizational structure a reference architecture for a venture client unit as well as its positioning within the organization (e.g., innovation management or corporate strategy) should be further investigated.</jats:p>","lang":"eng"}],"issue":"1","publication":"European Conference on Innovation and Entrepreneurship","type":"journal_article","department":[{"_id":"563"}],"date_created":"2023-10-06T09:28:14Z"}]