---
_id: '58413'
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>
author:
- first_name: Lennard
  full_name: Haarmann, Lennard
  last_name: Haarmann
- first_name: Johannes J.
  full_name: Jobelius, Johannes J.
  last_name: Jobelius
- first_name: Fabian
  full_name: Machon, Fabian
  last_name: Machon
- first_name: Martin
  full_name: Rabe, Martin
  last_name: Rabe
- first_name: Arno
  full_name: Kühn, Arno
  last_name: Kühn
- first_name: Roman
  full_name: Dumitrescu, Roman
  id: '16190'
  last_name: Dumitrescu
citation:
  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>'
  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>'
  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} }'
  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>.'
  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>.'
  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>.'
  short: L. Haarmann, J.J. Jobelius, F. Machon, M. Rabe, A. Kühn, R. Dumitrescu, European
    Conference on Innovation and Entrepreneurship 19 (2024) 225–235.
date_created: 2025-01-30T12:38:37Z
date_updated: 2025-01-30T12:39:00Z
department:
- _id: '563'
doi: 10.34190/ecie.19.1.2634
intvolume: '        19'
issue: '1'
language:
- iso: eng
page: 225-235
publication: European Conference on Innovation and Entrepreneurship
publication_identifier:
  issn:
  - 2049-1069
  - 2049-1050
publication_status: published
publisher: Academic Conferences International Ltd
status: public
title: 'Venture Clienting in Corporate Practice: What type of Established Companies
  are Using the Venture Client Model?'
type: journal_article
user_id: '15782'
volume: 19
year: '2024'
...
---
_id: '47809'
abstract:
- lang: eng
  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>
author:
- first_name: Lennard
  full_name: Haarmann, Lennard
  last_name: Haarmann
- first_name: Fabian
  full_name: Machon, Fabian
  last_name: Machon
- first_name: Martin
  full_name: Rabe, Martin
  last_name: Rabe
- first_name: Laban
  full_name: Asmar, Laban
  last_name: Asmar
- first_name: Roman
  full_name: Dumitrescu, Roman
  id: '16190'
  last_name: Dumitrescu
citation:
  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>'
  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>'
  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} }'
  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>.'
  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>.'
  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>.'
  short: L. Haarmann, F. Machon, M. Rabe, L. Asmar, R. Dumitrescu, European Conference
    on Innovation and Entrepreneurship 18 (2023) 345–355.
date_created: 2023-10-06T09:28:14Z
date_updated: 2023-10-06T09:28:48Z
department:
- _id: '563'
doi: 10.34190/ecie.18.1.1790
intvolume: '        18'
issue: '1'
language:
- iso: eng
page: 345-355
publication: European Conference on Innovation and Entrepreneurship
publication_identifier:
  issn:
  - 2049-1069
  - 2049-1050
publication_status: published
publisher: Academic Conferences International Ltd
status: public
title: 'Venture Client Model: A systematic Literature Review'
type: journal_article
user_id: '15782'
volume: 18
year: '2023'
...