Corporate connections can help startups explore customer opportunities, pilots, distribution or specialist partnerships. However, a general introduction is rarely enough to create a meaningful business conversation.
Research the organisation and identify a relevant team or problem. Explain what the startup does, which customer need it addresses and why the proposed conversation matters to that organisation.
Prepare evidence appropriate to the stage, such as a product demonstration, customer feedback or results from an early pilot. Be honest about limitations and avoid promising capabilities that are not available.
If interest develops, agree on the next step and understand the organisation's decision process. A pilot may require technical, legal, security and procurement review before it can proceed.