Research + experience = lift off
For many research startups and spin-offs, collaborating with industry is one of the most important steps toward market validation.
Pilot projects, joint development, or early customer partnerships can accelerate learning and bring valuable insights.
But co-creation only works well when it is approached as a true partnership.
Too often, research founders position themselves as the “junior partner,” grateful for any opportunity to collaborate. In reality, a healthy collaboration should always be mutually beneficial.
Here are a few reflections and practical tips for founders working with industry partners.
1. Think beyond the pilot project
Many collaborations start with a pilot project, sometimes paid, sometimes not.
While pilots can be extremely valuable, it is important to look beyond the immediate test and think about the longer-term perspective.
Here are 6 guiding questions for research founders :
→ Think beyond the pilot.
Ask yourself whether this collaboration is a logical step toward your long-term business model. If your business model is not fully clear yet, take the time to sharpen it
→ Choose pilots that resemble your future customers.
A strong reference partner can open doors to an entire market. Try to define who your future customers could be before co-creating.
→ Avoid random pilots.
Taking projects one by one without a clear strategy can lead to solutions that are too tailored and difficult to scale.
→ Be clear about what you want the collaboration to lead to.
Ideally, a pilot should open the door to a commercial agreement or a deeper partnership.
→ Think about the next step from the start.
If the pilot succeeds, what would a continuation of the collaboration look like?
→ Be honest about the long-term fit.
Not every interested partner is the right partner for the journey ahead.
2. Be mindful of contractual limitations
Research startups often operate under strict contractual frameworks, especially when working with universities, research institutes, or early partners.
Before entering a collaboration, it is important to consider:
· What rights are granted to the partner?
· Are there limitations on future commercial use?
· Could the contract restrict future partnerships or market expansion?
We quite often see that these conversations are only addressed at the last minute or even during the collaboration itself, which can easily lead to misunderstandings or unclear expectations between the parties.
Taking the time to clarify these aspects upfront helps avoid surprises later on.
A short-term collaboration should not unintentionally limit long-term growth
3. Choose partners that align with your own values
Co-creation means working closely together, often over a longer period of time.
It therefore matters who you collaborate with.
Ask yourself:
· Do their values align with ours ?
· Do they respect the role of the startup in the collaboration ?
· Is there mutual trust and openness ?
The culture of a startup often closely reflects the values and mindset of its founders. Choosing a partner whose way of working and thinking resonates with yours can make collaboration much smoother.
When values are misaligned, the relationship can quickly start to feel unbalanced.
But when there is alignment in mindset, respect and expectations, co-creation becomes much easier and far more productive.
4. Build a balanced relationship
In early collaborations, startups often take a very accommodating position. That is understandable: gaining a first industry partner can feel like an important milestone.
But strong collaborations work best when both sides clearly benefit. Building that balance takes intention from the start. A few practical tips can help.
→ Align on goals early
At the beginning of the collaboration, discuss what success looks like for both sides. What does the partner hope to gain? What does the startup need in return (validation, access to users, references, commercial potential)?
→ Define value on both sides
Your startup is not only “testing technology.” You also bring innovation, speed, and new insights. Make sure this contribution is visible and acknowledged in the collaboration.
→ Agree on scope and expectations
Clarify what is included in the partnership : time investment, resources, access to data, or internal support. Clear expectations help avoid frustration later.
→ Communicate frequently
Regular check-ins keep both parties aligned. They also create a moment to adjust the collaboration if things evolve.
→ Revisit the balance when needed
Partnerships evolve. If the collaboration starts to feel one-sided, it is better to discuss this openly and rebalance expectations.
In the best partnerships, both sides feel that they are learning, progressing, and creating value together. That is often the foundation for a long-term relationship.
5. Ensure clarity when teams evolve
In growing startups, roles within the founding team can evolve quickly. In the early days, everyone tends to do a bit of everything.
Once you start collaborating with industry partners, expectations are different. Companies usually want clarity about who they should speak to for what.
We often hear that the person who initially started the conversation is suddenly replaced by someone else without much explanation. In companies, partners generally appreciate being informed when responsibilities shift, especially when teams are still small and roles are evolving.
It therefore helps to make sure your partner understands:
· Who is responsible for what
· Who is the main contact person
· Who takes decisions on specific topics
Communicating these changes clearly shows professionalism and creates transparency for both the partner and the founding team.
It avoids confusion and allows everyone to focus on their strengths while involving the right people in the conversation.
Conclusion
A strong preparation lays the foundation for a professional collaboration, just as it does in research. It is often a journey of exploration and learning, but the better prepared you are, the faster you can find your path toward commercialization.