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In Inclusiveness, Interview, Article

SAP Leverages Its Massive Network to Uplift Diverse Startup Founders

Almost 90 percent of global financial and goods flows touch an SAP system. That kind of reach is almost unthinkable — and the tech giant wants to put it to work to empower diverse startup founders. 

While the company doesn’t fund startups directly, its SAP.iO Foundries initiative arguably offers something even better. The program gives startups an opportunity to integrate within SAP’s technology ecosystem and develop relationships with the company’s vast network of customers, partners and employees.

Almost half the companies (44 percent) in SAP.iO’s global portfolio are founded or led by an underrepresented entrepreneur. Since 2017, the 525 companies incubated by SAP globally have raised around $11 billion in venture capital post-graduation from SAP.iO. They’ve also landed sales in the tens of millions thanks to connections made through the program and created around 36,000 jobs.

“The feedback that underrepresented people often get when they go to investors is, ‘You don’t have enough traction,’ whether that’s valid or not,” said Kange Kaneene, vice president of SAP.iO Foundries in North America, Latin America and the Caribbean. “What we can say is: We are going to give you that traction. We’re going to give you big contracts with big customers that are incontrovertibly impactful in whatever region or industry they sit in, and then we’ll help you fundraise by introducing you to people. And that’s something that the numbers show has been extremely successful for us.”

A boost for underrepresented founders…

SAP.iO intentionally seeks out underrepresented founders, who it defines as entrepreneurs from groups whose venture capital funding is disproportionately low for their region. This varies globally but often includes women, people of color, LGTBTQ people and people from countries that tend to be overlooked by VC funders.

SAP.iO formalized its commitment to these founders in 2019 with the launch of SAP.iO No Boundaries, which it bills as “the first comprehensive inclusive entrepreneurship initiative for underrepresented and underestimated entrepreneurs in the business software industry.” It pledged to scale SAP.iO Foundries with a focus on diverse founders, aiming to support at least 200 startups founded or led by underrepresented entrepreneurs by 2023. It met that goal in July, six months ahead of schedule.

But incubating startups led by diverse founders is only the beginning. Creating a landscape in which these startups can succeed also means busting preconceived notions and changing hearts and minds.

“When I talk to external stakeholders about how we’re excited about the focus on underrepresented founders, their feedback is always, ‘Oh, so does that mean you’re compromising on quality?’ That’s always very frustrating, but we’re excited to say that [the startups led by underrepresented entrepreneurs] in the portfolio tie or surpass the rest of the portfolio on all the typical external metrics,” Kaneene said.

The 200 startups founded or led by underrepresented entrepreneurs make up 44 percent of SAP.iO’s global portfolio — and they represent half of the unicorns in the portfolio (meaning their valuation exceeds $1 billion), as well as 42 percent of cumulative VC funding. They also “have a greater likelihood to progress in their partnership with SAP,” according the company.

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In Awards

Ernst & Young Announces Michael Fitzsimmons of Crosschq as an Entrepreneur Of The Year® 2023 Bay Area Award Finalist

Ernst & Young announced Michael “Mike” Fitzsimmons, CEO of Crosschq was named an Entrepreneur Of The Year® 2023 Bay Area Award finalist. Now in its 37th year, Entrepreneur Of The Year is one of the preeminent competitive business awards for transformative entrepreneurs and leaders of high-growth companies who are building a more equitable, sustainable and prosperous world for all.

Entrepreneurs are evaluated based on their demonstration of building long-term value through entrepreneurial spirit, purpose, growth and impact, among other core contributions and attributes. Selected by an independent panel of judges, Fitzsimmons was noted for his history of creating innovative companies that disrupt the status quo. Through his work as co-founder and CEO of Crosschq, he is challenging the $45B hiring market by shifting the industry mindset to quality in hiring decisions using data, analytics and insights.

As a result, Crosschq’s customers and partners include Deloitte, WPP, Allegis, Pinterest, HubSpot, Saks Fifth Avenue, Workday, SAP, and Greenhouse, among others. Investors include GGV Capital, Bessemer Venture Partners, Tiger Global, SAP, Okta and Salesforce. Fitzsimmons also helps individuals who’ve faced barriers to employment get back to work through The 941 Project, a partnership with Golden State Warriors All-Star Klay Thompson, The Thompson Family Foundation, CareerCircle and Defy Ventures

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In Portfolio News, Funding Announcement, Supply Chain Management, Foundries

Clarifruit raises $12 million to reduce waste in the fruit and vegetable industry

Clarifruit, a company developing a software platform for automated quality control for fruit and vegetable supply chains, has announced that it has completed a $12 million Series A round led by Champel Capital and Firstime Ventures with participation from Kubota, a provider of agricultural machinery and technologies, and NevaTeam Partners venture capital fund. It brings the company’s total funding to $15 million following a grant of $2.5 million received through Horizon 2020.

The company hopes to reduce waste in the fresh produce supply chain, an industry estimated to be valued at $2 trillion, and secure a sufficient food supply for future generations. Its solution addresses challenges in quality control and decision-making and the lack of standardized and objective quality control processes when assessing fruits and vegetables. It is estimated that this problem leads to a waste of 45% of the agricultural production in the industry, representing approximately $900 billion of loss every year.

“Since we launched our product 20 months ago, we have been able to make a significant impact and onboard tens of leading global players into our circle of clients that are now using Clarifruit’s advanced technology to automate their quality control and provide real-time info to reduce waste and maximize revenue opportunities,” said Elad Mardix, Co-Founder and CEO of Clarifruit.
Its platform has two elements: the first is a mobile app allowing quality inspects to conduct quality control processes in minutes. The second is a cloud-based control system that allows operation managers to monitor the process specific to their company and its goals, results, and insights all in real-time. It uses computer vision technology with Big Data and analytics capabilities to help retailers, wholesalers, marketing companies, and growers make data-driven decisions to reduce waste.
In Uncategorized, Foundries, Interview, Supply Chain Management, Inspiring Innovators

Inspiring Innovators: Leanne Kemp Founder and CEO of Everledger, On Transparency

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In Inspiring Innovators, Uncategorized, Foundries, Featured, Business Technology Platform

Inspiring Innovators: Neha Singh Founder and CEO of Obsess, On Listening to Your Gut

At SAP.iO, we work with innovative people and new technologies that positively impact our world every day, and we think it’s time to share their stories with you! In our series, “Inspiring Innovators,” we get to hear how leaders of cutting-edge startup technologies overcame, thrived, and pursued their goals. SAP.iO’s Alexa Gorman sat down to discuss the road to success and lessons learned with some of our most inspiring startup founders.

Meet Neha Singh

Her unique path to entrepreneurship included combining her experiences with her ability to listen to her instincts and trust herself to know what to do. Neha Singh combined her love of fashion with her knowledge of technology to create something entirely new for the market, finding her right fit as the Founder and CEO of Obsess.

Neha studied computer science during undergrad and then attended MIT for her masters. Her appreciation for computer science gave her a way to build the things she imagined, prizing the logical aspect of how inputting a set of instructions can result in predictable outcomes. Her accomplishments are many; for Google, she was on the team that created the first dashboard for Google Ad Words. She then spent time on Google News which she described as an amazing learning experience. At this point, she realized she liked the product side, specifically figuring out how to build something and defining it based on how users interact with it.

Neha took fashion design classes discovering she would excel on the technology side of fashion. When she joined an eCommerce marketplace startup, she realized that all eCommerce sites look the same and have a grid-of-thumbnails database interface. This was because that’s the template the eCommerce platforms provide brands and retailers to showcase their products.

After that experience, Neha was the Head of Product at Vogue and worked on projects for launching the Vogue digital properties, including Vogue.com and Vogue Runway. She saw how much luxury brands were struggling with their online eCommerce experience and especially their mobile experience.

As more brands move online and look to differentiate their experience to engage consumers, Neha knew things had to change. To spearhead this effort, Neha launched Obsess in 2017, creating the next-generation eCommerce interface for today’s consumers. Obsess is a Metaverse Shopping Platform that enables brands and retailers to create highly interactive, visual, and branded Virtual Stores on their websites and metaverse platforms. The Obsess platform creates HD-quality, beautiful, photorealistic 3D 360 experiences that increase awareness, engagement, and conversion. Her team combines expertise in platform engineering, consumer web, mobile tech, fashion, e-commerce, gaming, and 3D. Obsess customers include Coach, Ralph Lauren, Charlotte Tilbury, Mattel, General Mills, and NBC Universal among others.

“When your entire brand gets reduced to four to six thumbnails on a mobile screen, you cannot translate the brand experience you are creating in retail stores, fashion shows, and events, into a digital shopping format. That’s when I understood the need in the market for a better digital shopping experience.”

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In Inspiring Innovators, Berlin, Munich, Interview, Supply Chain Management

Inspiring Innovators: Chicko Sousa Founder of GreenPlat, On No Time for Waste

At SAP.iO, we work with innovative people and new technologies that positively impact our world every day, and we think it’s time to share their stories with you! In our series, “Inspiring Innovators,” we get to hear how leaders of cutting-edge startup technologies overcame, thrived, and pursued their goals. SAP.iO’s Alexa Gorman sat down to discuss the road to success and lessons learned with some of our most inspiring startup founders.

Meet Chicko Sousa

It has been said that Chico Sousa is a Mechanical Engineer by choice, but a specialist in the acceleration of clean production by nature aptly sums up his journey to entrepreneurship. Starting as a mechanical engineer working for Volvo, Chicko was assigned to projects that produced scrap materials needing to be recycled or reimagined. He left Volvo after successfully managing those projects to start a company that built recycling plants in Brazil, creating 13 new plants over 11 years before selling his company in 2013. He then came to Sao Paulo to help the municipality with public projects, generating environmental improvements in the fight against CO2 emissions and plastic use.

From there, Chicko created a YouTube series where he did interviews inside garbage trucks, much like Jerry Seinfeld’s “Comedians in Cars Getting Coffee”, to raise recycling awareness. The wild success of this web series helped increase the municipality’s recycling rates significantly but created new issues. They started to see problems with permits as they began selling the recycled materials. At this time, Chicko realized a need to control and manage information to produce the proper flow of materials for licensed recycling and founded the company GreenPlat in 2016.

Working with recycling technologies for over 20 years and with software for almost ten years, Chicko created GreenPlat, a clean production SaaS, which today has more than 690,000 companies registered on the platform. Since 2018, GreenPlat has been a part of the World Economic Forum in the Pioneering Technology category, as they were the first company to use blockchain technology for waste traceability. So far, 1 million tons of waste have been managed through their software; all disposed of correctly without polluting the environment. This means a cleaner and healthier environment for all and for businesses, increased visibility into recycling, compliance, and traceability.

“I think this is a worldwide situation where people are done talking and ready to act. We can see this movement, and it is encouraging. We are ready for action; there is no time for waste.”

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In Inspiring Innovators, Interview, Supply Chain Management

Inspiring Innovators: Taro Sasaki CEO and Founder of Hacobu, On being a little ‘crazy.’

At SAP.iO, we work with innovative people and new technologies that positively impact our world every day, and we think it’s time to share their stories with you! In our series, “Inspiring Innovators,” we get to hear how founders, CEOs, and presidents of cutting-edge startup technologies overcame, thrived, and pursued their goals. SAP.iO’s Alexa Gorman sat down to discuss the road to success and lessons learned with some of our most inspiring startup founders.

Meet Taro Sasaki

Taro Sasaki has always enjoyed inventing things, even from a very young age. It is no surprise that his path led him to entrepreneurship, where he uses his love of discovery and educational training to create new businesses. With a background in consulting, Taro decided he wanted a more international perspective, so he attended business school in the United States. After spending two years in the States as a consultant, he returned to Japan, where a colleague shared an opportunity for him to be the CEO of a new beauty discovery eCommerce platform. His next steps led him to launch a new company that also provided goods in the food industry. With a taste for entrepreneurship, Taro decided that he wanted to launch a business that would look to solve problems that could make a difference in his community.

With this goal in mind, Taro Sasaki founded Hacobu. Hacobu developed MOVO, a cloud-based integrated logistics solution and operations management system utilizing in-vehicle terminals. It allows users to connect with carriers and shipping companies online. The platform accumulates distribution data from various companies to optimize the physical distribution system. In doing so, saving time, money, and providing data for properly sourcing suppliers to make the process running efficiently for the end users in communities both small and large. Toyota Industries Corporation, Nestle, and Unilever are just a few companies that utilize Hacobu’s innovative technology.

“It is hard to be an entrepreneur because if you think too logically, you might not take the risk and miss something. You must apply some logic, be smart, but also something you need to be a little crazy.”

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In Press, Press Coverage

How to Build an Entrepreneurial University

“In particular, aligning on expectations from each stakeholder – academia, start-ups, and corporations – is a key to establishing trust and long-term success,” said Ram Jambunathan, Managing Director, SAP.iO.

Universities and industry have a lot to learn from one another – and partnerships between the two can be mutually beneficial while especially serving the university’s entrepreneurial students.

It can be difficult to get these partnerships right, but with a structured collaborative framework on the part of the university, an eye to common values, flexibility and smart programmes for budding start-ups, these partnerships can benefit all involved.

Here’s how universities can better partner with industry and become more entrepreneurial.

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In Fund, Foundries, Blog

Cracking the code: From startup to scale up in enterprise software

Panel of speakers at Tech Crunch

By Ram Jambunathan

The startup journey is hard. An estimated 75% of venture-backed companies never return cash to investors; only 1% go on to become unicorns. Startup success requires brutally efficient execution and a bit of luck. My own experience as a startup founder attests to this. When we started T-Networks (now a part of Broadcom), we had to build our own semiconductor fab and packaging facility, while at the same time competing with deep-pocketed, well-established multinationals. A “pivot” in those days, should we decide we needed to change in tack (e.g., different product in different segment), was going to be a fairly difficult (if not impossible) road to travel. So, I have to say I’m excited (and perhaps even a little envious) when I see the opportunities entrepreneurs have today — to build, test, refine, and even pivot — now that the need to construct the infrastructure required to develop the actual product is removed.

Of course, there are still challenges. In enterprise software, it also requires industry expertise, access to strong networks, and an ability to reach customers — all of which pose significant barriers to many entrepreneurs who aspire to transform industries. This is where a strategic partner like SAP can help early-stage startups scale the barriers to success.

The SAP.iO Fund and SAP.iO Foundries invest in and accelerate early-stage startups at the leading edge of B2B software innovation, who leverage a combination of emerging technologies like AI or IoT, business process expertise, and new business models. We realize that agile, early-stage startups complementary to SAP can expand and enhance the SAP ecosystem and solutions, giving our customers access to relevant, cutting-edge solutions. While SAP can help startups target customer needs, connect to SAP systems, and access SAPs broad customer base.

A key challenge many startups have after finding product-market fit is scaling. This can require significant investment, especially on the customer acquisition side — from marketing to sales to customer success. But what if the right partner could help to identify and prioritize high-value prospects, make those introductions, and then even help to drive the sales process? This is the type of startup partner SAP and SAP.iO strives to be — even for early-stage startups.

Startups that SAP.iO supports receive strong and unprecedented exposure to our field and customers. We have dedicated resources on the SAP.iO team that ensure SAP.iO startups get visibility and interest from internal account teams, customers, and partners. For example, during the first half of 2019 alone, at least 150 major customers visited SAP.iO Foundries in NA and Europe to meet with the startups SAP.iO is supporting.

In particular, on the go-to-market side, startups ask about the tactical ways that SAP typically partners with startups, where the field is provided incentives to position and / or sell a startup partner’s solution. In my session today at Techcrunch Enterprise 2019, I shared the stage with 3 SAP.iO Fund startups — BigID, Medal, and Plum — who discussed the various ways they work with SAP to scale sales and deliver value to customers:

  1. CO-SELL — in this model, startups get exposure to the SAP customer base via the SAP AppCenter. SAP customers can discover, try, and buy startup solutions. Customers transact through the SAP AppCenter, on the startup partners’ contract paper. Select partners may have special pipeline generation activities supported by an SAP Business Unit.
  2. RE-SELL — in this model, startup partner solutions can be sold via the SAP Solution Extension program, where the solution is sold by the field on SAP contract paper and is also supported by dedicated partner management. This is generally reserved for more mature startups.
  3. OEM (INBOUND) — in this model, the startup solution is embedded into an SAP solution. SAP then sells the combined offering on SAP paper, with the startup receiving a license fee from SAP for using their IP.

By leveraging these types of partnerships, startups can dramatically expand their reach, pipeline, and ability to deliver value to SAP customers. It’s important to note that startups dramatically increase success working with a channel partner if they already have a successful, scalable, repeatable sales formula (or process) that they can teach to the partner. Contrary to popular startup mythology, early-stage startups can have success cracking the code with large enterprise partners — SAP.iO is proof of this.