States » SouthPosted at: Nov 13 2026 7:06AM


Startups must demonstrate business viability to secure corporate deals; industry leaders at Huddle Global

Thiruvananthapuram, Nov 13 (UNI) Startups seeking business opportunities with major Indian conglomerates must go beyond innovative ideas and demonstrate the commercial viability, technical feasibility and business relevance of their products, industry leaders said at Huddle Global 2026 here.
Participating in a panel discussion titled ‘Cracking India's Conglomerates: From Proof of Concept to Purchase Order’, the experts highlighted the importance of understanding corporate requirements, developing tangible products and building partnerships with the right teams to convert startup innovations into commercially viable solutions.
The discussion was chaired by Anil Balan, Co-founder and CEO of Kredflow (Splendre), at the three-day annual startup summit organised by the Kerala Startup Mission (KSUM), which began here on Thursday.
C. Balasubramanyan, Business Head, Refractory Business, Saint-Gobain SEFPRO India, said startups should ensure that their proposed solutions matched the technological priorities and operational requirements of potential corporate partners.
Pointing out that companies must have appropriate technical teams to assess new technologies and work with startups, he said corporates were willing to collaborate with emerging enterprises to improve existing products by incorporating new capabilities, technologies and innovations.
However, he emphasised that startups should approach companies with demonstrable products rather than ideas alone, as tangible solutions would help establish their practical applications and potential.
Amey Mashelkar, Head of JioGenNext, explained that large corporate groups offered opportunities to startups at different stages of development, provided their solutions addressed identifiable business requirements.
Citing an example, he recalled how a startup had demonstrated its proposed account-reconciliation software for marketplace and retail operations using a spreadsheet to explain its functionality. The venture subsequently developed into a full-fledged business, with products serving customers in India and overseas.
The example showed that corporates could engage with startups at various stages, from early concepts to established enterprises, he said.
Mashelkar added that the relevance of a solution to the business ecosystem was the key consideration. JioGenNext was open to evaluating proposals addressing specific requirements across Reliance Retail, Jio's telecommunications operations and other businesses within the Reliance group.
Dr Suhaspritipal G, Head, Leading 3DEXPERIENCE Lab India, Dassault Systèmes, stressed the importance of structured corporate engagement and effective product presentations to improve startups' prospects of securing partnerships.
He advised startups to explore corporate engagement programmes, hackathons and online application platforms offered by major companies, while understanding the individual selection criteria of each organisation.
Startups should clearly explain their product objectives, architecture and competitive advantages when approaching corporate partners, he said.
Technologies such as computer-aided design (CAD) and product lifecycle management (PLM) software could help entrepreneurs simulate products and develop virtual models before moving to physical production. These tools would enable startups to assess feasibility and demonstrate the potential of their solutions to prospective partners.
He also pointed out that associations with established corporates could enhance a startup's credibility among investors, as corporate validation would indicate that its technology or product had undergone evaluation by an established organisation.
Urging smaller enterprises to explore markets beyond their geographical boundaries, he called for transparency in communicating their products, objectives, investments and business proposals.
The panel discussion underlined that securing purchase orders from major conglomerates required more than an innovative pitch, with startups needing to establish business relevance, demonstrate technical capabilities and maintain sustained engagement with corporate decision-makers.
Meanwhile, delivering a keynote address, DigiYatra Foundation CEO Suresh Khadakbhavi said trials of international travel services powered by the DigiYatra system had begun at seven major airports across the country.
Speaking about the global opportunities emerging from airports and digital platforms, he said DigiYatra aimed to bring about positive transformation in the aviation sector and improve passenger experiences through technology-driven services.
UNI DS
Tags: #Startups must demonstrate business viability to secure corporate deals; industry leaders at Huddle Global
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