[ { "start": 6.46, "end": 9.97, "text": "Maritime Matters – global perspectives through a German lens" }, { "start": 10.21, "end": 11.27, "text": "for the maritime industry." }, { "start": 12.27, "end": 13.59, "text": "We bring the German perspective" }, { "start": 13.69, "end": 15.45, "text": "to the world and global insights" }, { "start": 15.49, "end": 15.99, "text": "into Germany." }, { "start": 17.29, "end": 18.09, "text": "Maritime matters" }, { "start": 18.31, "end": 18.85, "text": "is produced" }, { "start": 18.93, "end": 42.55, "text": "by The German Maritime Centre, My guest today is Julian Kakarot from the Digital Hub Logistics and Commerce in Hamburg." }, { "start": 42.97, "end": 49.81, "text": "And we will talk a little bit about what that hub is, What it means to be innovative In the logistics sphere?" }, { "start": 50.59, "end": 54.81, "text": "Of course We'll also touch upon maritime logistics." }, { "start": 56.01, "end": 59.13, "text": "How can combine them with wider topics?" }, { "start": 65.97, "end": 70.37, "text": "Julian is the CEO of The Digital Hub Logistics and Commerce here in Hamburg." }, { "start": 70.45, "end": 76.19, "text": "He has been in that role since October, twenty-twenty four but he's not new to this place as being there." }, { "start": 76.33, "end": 81.29, "text": "since twenty eighteen an has watched it grow from a very early stage." }, { "start": 81.79, "end": 93.81, "text": "his trained as an industrial engineer and then twenty twenty two you found at a climate tech company called carbon stack which evaluated regional reforestation projects and turned them into climate investments." }, { "start": 93.89, "end": 95.83, "text": "so he's Just running a hub." }, { "start": 95.91, "end": 100.25, "text": "He's also been an entrepreneur himself, which I guess helps a lot." }, { "start": 101.01, "end": 112.55, "text": "under his leadership the hub widened its focus from logistics alone to logistics and commerce And it made retail is second strategic pillar alongside logistics Which i find very interesting." }, { "start": 113.13, "end": 114.35, "text": "The aim Is To support?" }, { "start": 114.85, "end": 126.03, "text": "The transformation of both sectors by connecting startups Scaleups and established companies and getting them to work together on innovation and digital solutions." }, { "start": 126.45, "end": 133.71, "text": "Today, the hub brings together more than eighty five startups twenty six corporate partners at over a thousand community members." }, { "start": 134.33, "end": 135.97, "text": "Julian welcome to Maritime Matters." }, { "start": 136.31, "end": 136.83, "text": "thanks for having me." }, { "start": 137.87, "end": 150.53, "text": "let us start with what this thing actually is a hub because I suspect that a lot of our listeners will hear Digital Hub and maybe picture room full of young people sitting in front of laptops." }, { "start": 151.17, "end": 153.77, "text": "The reality is a bit more industrial than that." }, { "start": 153.99, "end": 169.83, "text": "Your hub sits in the Speicherstadt here in Hamburg, right next to the port with I believe more then three thousand square meters of space and you have a large array of very renowned companies that are signed on auto group Shell Lufthansa industry solutions." }, { "start": 170.37, "end": 177.41, "text": "And your also part of a federal network That spans across Germany includes different hubs in different cities." }, { "start": 177.93, "end": 181.63, "text": "So Julie, maybe let's kick things off with explaining our listeners." }, { "start": 181.83, "end": 183.05, "text": "What is the digital hub?" }, { "start": 183.19, "end": 183.83, "text": "logistics here?" }, { "start": 184.29, "end": 185.09, "text": "Yes thank you very much!" }, { "start": 185.85, "end": 194.83, "text": "The Digital Hub is an innovation ecosystem That basically means that we bring together people from different parts of the industry and we help with innovation process." }, { "start": 195.27, "end": 206.93, "text": "And so, you mentioned it's both true for startup companies in scale-ups or small companies growing very rapidly but also for established corporations which try to be innovative." }, { "start": 207.29, "end": 216.23, "text": "they have a lot problems obviously like every company trying to solve them in their most innovative way possible And we help them and support through the innovation process." }, { "start": 216.35, "end": 225.05, "text": "So, you know, We start very early with identification of problems to generate ideas pilot test them eventually scale their whole solution." }, { "start": 226.23, "end": 230.51, "text": "interesting because can bring together so many companies for value chain as mentioned." }, { "start": 230.93, "end": 239.45, "text": "Because we have business company commerce retail but also e-commerce trying figure out how solve problem across supply chain basically." }, { "start": 242.93, "end": 248.75, "text": "this idea of learning from each other, is that you see how things are being done in a different way." }, { "start": 248.91, "end": 256.93, "text": "What problems other people trying to solve or what it rather than maybe also an economic factor probably cheaper to rent some space." }, { "start": 256.969, "end": 263.45, "text": "so stay at the hub then start by renting out completely individual office space but its more just there." }, { "start": 263.51, "end": 263.869, "text": "I suppose" }, { "start": 264.109, "end": 266.909, "text": "You know, obviously we do have office space like mentioned in the in the SPY hashtag." }, { "start": 267.07, "end": 267.849, "text": "But it's you know?" }, { "start": 267.969, "end": 268.349, "text": "It's not." }, { "start": 268.65, "end": 269.65, "text": "where would say that's not." }, { "start": 269.989, "end": 272.289, "text": "our business case is more like an infrastructure." }, { "start": 272.33, "end": 277.01, "text": "there We have to do the innovative work that we want to do and so what's a value of it?" }, { "start": 277.19, "end": 279.53, "text": "are your mention one part which Is the peer exchange." }, { "start": 279.63, "end": 281.549, "text": "So yes, it's cheaper." }, { "start": 281.71, "end": 296.849, "text": "often too learn from other companies than Do with yourself will often talk about these circle of influence or they basically means That if you can control something new business And you want to expand bad as very expensive You have to hire new people, you will build a new division by company or whatever it is." }, { "start": 297.27, "end": 301.59, "text": "But if we just want influence what's beyond your company and the value chain that much cheaper?" }, { "start": 302.01, "end": 303.59, "text": "And thats basically why do right?" }, { "start": 303.65, "end": 311.549, "text": "because bring together companies then help them collaborate on different problems so they can influence across supply chains." }, { "start": 312.25, "end": 317.809, "text": "how Can they maybe talk to the other companies that helps them with their own problems within a company?" }, { "start": 318.19, "end": 320.45, "text": "And so it's basically an approach, too." }, { "start": 321.01, "end": 323.69, "text": "Make sure you can solve problems in very effective way." }, { "start": 324.21, "end": 328.69, "text": "and I'm sure we could talk about different kinds of innovation projects but this is our main idea" }, { "start": 330.07, "end": 330.369, "text": "Of course!" }, { "start": 330.51, "end": 341.53, "text": "We will do that...I am also particularly interested in hearing your expertise because as i mentioned earlier You were a founder yourself, created a company." }, { "start": 342.109, "end": 345.469, "text": "So when you came to the hub, uh, You had that experience in mind." }, { "start": 346.39, "end": 348.95, "text": "First of all how is it a change moving from being a founder?" }, { "start": 349.049, "end": 352.09, "text": "To being someone who provides a platform for other founders?" }, { "start": 352.669, "end": 358.989, "text": "what was maybe different and What did you wish you had in terms of a hub When you were creating your first startup." }, { "start": 359.51, "end": 369.13, "text": "Yes In the beginning as wasn't as different As many people think because It's quite funny Because I started was based in the hub, and so basically I was changing seats." }, { "start": 369.51, "end": 371.01, "text": "And so the ecosystem was the same." }, { "start": 371.45, "end": 391.229, "text": "but after a while you realize that as mentioned it is different because your trying to get an ecosystem provided platform have lot of stakeholders because we've got companies or startups are all trying solve issues make business obviously And so we have to make sure that what you would always say, We want to create win-win situations." }, { "start": 391.309, "end": 391.51, "text": "Right?" }, { "start": 391.849, "end": 398.409, "text": "Well, we have different companies coming together and they all have the walk away with something That is worth basically money in the end." }, { "start": 398.53, "end": 404.849, "text": "but there's work experience instead of worth learning this worth solving some kind Of problem and that's a thing that we are doing." }, { "start": 404.95, "end": 412.51, "text": "and In the end You know when I start up you try To build a product trying to sell it and What we're doing Is also having your products." }, { "start": 412.95, "end": 416.45, "text": "And so it's in a way, is also very similar because we do provide the platform." }, { "start": 416.51, "end": 418.869, "text": "But at the end of day were also commercial company." }, { "start": 419.469, "end": 421.369, "text": "You decided to broaden this scope." }, { "start": 421.63, "end": 423.69, "text": "not just logistics include commerce." }, { "start": 424.429, "end": 424.929, "text": "Why was that?" }, { "start": 425.01, "end": 426.969, "text": "why did you decide To Do That?" }, { "start": 427.25, "end": 438.15, "text": "Yeah I think It Was A Natural Evolution and i Think Right From The Start The Hub Tried To Expand Across The Logistics Spectrum And you know, both in terms of what kind of companies can we onboard but also as he mentioned it." }, { "start": 438.19, "end": 439.15, "text": "In terms of space?" }, { "start": 439.21, "end": 458.03, "text": "You know how big do We need to be provide the right infrastructure and at some point It's sometimes tough to solve problems in logistics if you can't reach across the entire supply chain and retailers, e-commerce businesses." }, { "start": 458.07, "end": 458.369, "text": "And so on." }, { "start": 458.409, "end": 459.369, "text": "they are part of this supply chain." }, { "start": 459.869, "end": 462.65, "text": "They're very interconnected with the logistics companies." }, { "start": 462.849, "end": 469.989, "text": "So for us it made total sense to also include them in our value proposition because otherwise we felt a little bit limited." }, { "start": 473.01, "end": 480.19, "text": "If I have the numbers correctly, eighty five startups twenty six corporate partners and a thousand community members plus minus." }, { "start": 480.57, "end": 482.429, "text": "which of those numbers are you most proud off?" }, { "start": 484.27, "end": 484.39, "text": "Good." }, { "start": 485.109, "end": 489.609, "text": "I mean all of them i guess but... ...I think that key is to have an active communities." }, { "start": 489.729, "end": 494.469, "text": "so maybe it's a thousand committee members because.. ..i think alot of ecosystems." }, { "start": 494.549, "end": 499.69, "text": "they say hey we've got so many start-ups with so many co-partners And ya know where there're lot of logos on wall." }, { "start": 500.289, "end": 504.809, "text": "But at end today it matters if the people actually engage with each other." }, { "start": 505.109, "end": 519.209, "text": "And that is the main issue, I think for most ecosystems and If you look into a lot of the existing ecosystem it's often the case That You have a lot Of logos on The wall like i mentioned But you don't Have A Living Ecosystem Where People Are Also Interconnecting." }, { "start": 519.65, "end": 528.47, "text": "If We Don't Do The Matchmaking Right At The End Of Today There Is also One Of The Goals That We Provide The Platform Or One Company Also Goes Directly To The Other Because we Made The Match Previously." }, { "start": 528.73, "end": 537.209, "text": "They Know Each Other as we have it right now that with a very active community and everybody is willing to give something." }, { "start": 537.81, "end": 539.89, "text": "And if I get the tour of the hub, you know what?" }, { "start": 539.93, "end": 550.089, "text": "We also had the wall where for all the corporate partners in order startups an always say when looking for sponsors were not looking for companies who spend money with us because they want to seem innovative." }, { "start": 550.63, "end": 556.63, "text": "You want to have company's actually contribute actually bring your ideas into bringing their problems in anything." }, { "start": 556.689, "end": 562.05, "text": "this openness is very important And in the hub we often, or I think it's one of our biggest use pieces." }, { "start": 562.17, "end": 563.689, "text": "The safe space as we call it." }, { "start": 564.23, "end": 568.11, "text": "so what are for the requirements that we have is to the companies they work with us?" }, { "start": 568.51, "end": 571.77, "text": "Are open to share their problems with other companies." }, { "start": 572.41, "end": 574.29, "text": "and That doesn't come very natural too." }, { "start": 574.67, "end": 580.79, "text": "a lot of companies because you know often You try to keep your problem secret and trying not expose your weakness." }, { "start": 581.189, "end": 589.97, "text": "but We tried to foster that and make sure actually do it Because only if They Do It Also, the other companies can say I have that issue too." }, { "start": 590.829, "end": 595.13, "text": "Maybe we can work together to actually solve it and i think thats why our hub is so unique." }, { "start": 596.01, "end": 602.55, "text": "When you speak about companies what do mean as established corporate partners not start-ups themselves?" }, { "start": 603.15, "end": 608.61, "text": "The household names Lufthansa's and those of the auto group are correct That I mentioned." }, { "start": 609.15, "end": 615.569, "text": "How did they establish a general sense of trustworthiness." }, { "start": 615.97, "end": 620.589, "text": "Do you also limit the number of corporate partners from similar sectors?" }, { "start": 620.67, "end": 626.41, "text": "So would you accept two companies that work in almost identical fields and are very direct competitors?" }, { "start": 626.53, "end": 632.43, "text": "or, uh there's some limitations because of the nature of the conversation that you want to have in the hub." }, { "start": 633.089, "end": 638.53, "text": "We do have direct competitors And we try to manage that like for instance with Jung Hangerchen still who were both." }, { "start": 641.31, "end": 645.85, "text": "We try to manage that because we want them to look at problems across the industry." }, { "start": 646.23, "end": 651.65, "text": "And both can learn from what's going on in the industry and both can try to develop innovative solutions." }, { "start": 652.23, "end": 655.55, "text": "I think, as you mentioned it is about trust." }, { "start": 656.209, "end": 666.31, "text": "Sometimes we compare ourselves with a famous club in Berlin where they say... ...we have kind of like gatekeeper but only want companies who are willing to share or give." }, { "start": 666.829, "end": 671.93, "text": "And if we identify take us, you know then we don't want to have those companies in our ecosystem basically." }, { "start": 672.97, "end": 674.99, "text": "I think that helps a lot with trust." }, { "start": 675.49, "end": 681.47, "text": "and another thing is that We have an open ecosystem but it's very close from the outside." }, { "start": 681.89, "end": 684.51, "text": "So that means that we control the access to the ecosystem." }, { "start": 685.01, "end": 690.29, "text": "so we wanna make sure That the companies on the startups working With Us are as i mentioned they're contributing." }, { "start": 690.829, "end": 697.55, "text": "And we don't want a lot of events where you have public people, who might just go there to learn and then they leave." }, { "start": 697.91, "end": 699.63, "text": "Because that doesn't bring something in." }, { "start": 700.11, "end": 701.41, "text": "I think it creates a lot trust." }, { "start": 702.41, "end": 703.03, "text": "So your picky?" }, { "start": 703.55, "end": 703.689, "text": "Yes!" }, { "start": 704.069, "end": 710.53, "text": "I've never been back home myself but it's famously has very hard doors which are difficult to get into." }, { "start": 710.709, "end": 714.069, "text": "so... You're the bouncer for the logistics?" }, { "start": 715.069, "end": 715.61, "text": "Basically yes" }, { "start": 716.47, "end": 716.689, "text": "Good." }, { "start": 717.089, "end": 719.209, "text": "Let's get into the way innovation works." }, { "start": 719.25, "end": 726.27, "text": "and I would like to tie this also a little bit to The Maritime sector, which is the target audience of course our podcast." }, { "start": 726.31, "end": 734.47, "text": "so if you're Imagine a listener who is from maybe an established Company somewhere in the maritime value chain listening to these and said oh You know?" }, { "start": 735.35, "end": 740.329, "text": "I probably have some problems that i'd like To be solved by need access to innovation." }, { "start": 741.13, "end": 747.13, "text": "let talk them through the process of how the machinery works, maybe with a corporate partner." }, { "start": 747.209, "end": 751.41, "text": "Imagine someone out there is now saying oh wow I would love to be part of that?" }, { "start": 751.51, "end": 756.11, "text": "How will that journey start other than giving you phone call and sending an email?" }, { "start": 756.15, "end": 760.55, "text": "or how do you start conversation with potential corporate partners?" }, { "start": 761.069, "end": 767.829, "text": "Often in first step we ask them actually share problem statements so what kind problems they have at their own companies?" }, { "start": 769.209, "end": 771.209, "text": "And then we try to help them identify." }, { "start": 771.569, "end": 773.569, "text": "how would you approach those problems." }, { "start": 774.11, "end": 781.55, "text": "So if I can take a little journey, so what we tried to identify in the first step is What kind of problem do we actually have because?" }, { "start": 781.689, "end": 784.91, "text": "You know problem is not problem and it's there's no one fit solution." }, { "start": 785.03, "end": 785.81, "text": "basically too bad!" }, { "start": 787.089, "end": 792.55, "text": "One thing that we often look at if you try to imagine a chart, on the one axis." }, { "start": 792.689, "end": 796.089, "text": "You have how simple is it to identify your problem or define that?" }, { "start": 796.709, "end": 805.35, "text": "Is it very simple to define the problem... ...or difficult actually get a grip on it and then in other accesses.. ..how many stakeholders do I need solve it ?" }, { "start": 805.87, "end": 806.85, "text": "Can i solve myself..?" }, { "start": 807.27, "end": 810.53, "text": "Or Do I need five-ten different stakeholders to actually solve it...?" }, { "start": 811.089, "end": 815.37, "text": "And based on this there are different approaches for solving problems." }, { "start": 815.41, "end": 820.67, "text": "so we often say Simple problem, so easy to define and you need a few stakeholders." }, { "start": 821.17, "end": 829.99, "text": "Then it's the topic for venture-clienting which means that we are looking actively for startups who have a solution That you can buy So you can procure It." }, { "start": 830.43, "end": 834.25, "text": "maybe if do modify little bit but You can basically buy it And then you Can implement it." }, { "start": 834.77, "end": 844.65, "text": "But If your problem is not Easy To Define and you Have A Lot Of Stakeholders That Doesn't Work Than We Often Talk About Open Innovation That means that we bring together multiple companies across the value chain." }, { "start": 845.15, "end": 853.37, "text": "We're trying to work on it because everybody is feeling pain and nobody can provide a solution by themselves, I think making their distinction very important." }, { "start": 853.75, "end": 858.49, "text": "so then you start working with your company's approach as well." }, { "start": 858.61, "end": 868.709, "text": "You have thirty different formats in the innovation funnel where they try to move from stage-to-stage problems which are solved this way." }, { "start": 870.31, "end": 874.31, "text": "Something I'm curious about is the, from the side of startups." }, { "start": 874.449, "end": 876.85, "text": "What's their ultimate end goal?" }, { "start": 876.949, "end": 882.91, "text": "Or maybe also what do you want the start-ups to become and... The reason that i am asking this?" }, { "start": 882.99, "end": 898.49, "text": "because as far as I understand it at least when you look at Silicon Valley and these really startup cultures It seems nowadays a lot founders They're not that much interested in really building a successful long-term company, but the interest is always to get enough traction." }, { "start": 898.73, "end": 904.589, "text": "That you got bought up by larger companies for ideally huge amount and then do an exit of some kind?" }, { "start": 905.15, "end": 909.05, "text": "Is there also what your trying achieve or what are your companies trying to achieve?" }, { "start": 909.13, "end": 915.35, "text": "Or it's rather I want build next big thing which will be able survive on its own?" }, { "start": 916.41, "end": 920.25, "text": "Not sure if this is true anymore because there was a bubble with a lot of venture capital." }, { "start": 921.97, "end": 922.689, "text": "make that approach." }, { "start": 923.27, "end": 933.829, "text": "But I think it's much more difficult these days because it has become a little bit simpler to value startups, a lot of investors are a little shyer so It's a little harder and you need a lot more traction actually get capital also." }, { "start": 934.329, "end": 935.93, "text": "maybe That's the hands-y attic approach right?" }, { "start": 936.35, "end": 940.97, "text": "but we want have healthy companies who can live by them own in the long term." }, { "start": 941.03, "end": 953.79, "text": "Right And you'll see that i think We don't Have A very high failure rate In The Hub ,but You Also Don't have the fastest growing Companies actually healthy because we can build companies for the ecosystem." }, { "start": 954.209, "end": 961.55, "text": "And from a handbook perspective, we could build companies which are established here and have employees who pay taxes" }, { "start": 961.99, "end": 962.13, "text": "etc.," }, { "start": 962.55, "end": 964.17, "text": "I think that's maybe their end goal to us." }, { "start": 965.03, "end": 973.79, "text": "So you're more conservative in good sense or positive sense of word than maybe the most Gang Ho Silicon Valley startup scene?" }, { "start": 974.29, "end": 981.03, "text": "Although it has changed with not so much available capital I guess you know interest rates have been rising." }, { "start": 981.67, "end": 997.29, "text": "Yes, i think it is changing in general but also thinking logistics takes sometimes a little bit longer to actually gain the traction and that leads to companies maybe growing organically And at this point its healthy for the ecosystem." }, { "start": 998.01, "end": 999.949, "text": "So not so many unicorns?" }, { "start": 1000.89, "end": 1003.25, "text": "But more stable growth over time." }, { "start": 1006.089, "end": 1008.61, "text": "handbook ecosystem, you have two goals right?" }, { "start": 1008.949, "end": 1014.85, "text": "You want to make sure that you have new companies which become established at some point and they have to make profit." }, { "start": 1014.93, "end": 1015.41, "text": "At some point." }, { "start": 1015.449, "end": 1020.41, "text": "where I do can't grow them indefinitely with venture capital under the fall of a cliff doesn't work." }, { "start": 1020.87, "end": 1025.47, "text": "And then on the other hand you wanna Make sure that your existing company so big companies stay stay competitive." }, { "start": 1025.87, "end": 1025.97, "text": "Yeah," }, { "start": 1026.53, "end": 1027.31, "text": "you need to have both." }, { "start": 1027.61, "end": 1027.85, "text": "yeah i'm" }, { "start": 1027.91, "end": 1031.629, "text": "to happen healthy ecosystem and think That's basically our place." }, { "start": 1031.97, "end": 1033.51, "text": "but we're trying to achieve both." }, { "start": 1034.29, "end": 1039.21, "text": "Although it seems I mean, i find this fascinating and get your point that you say maybe not even in silicon valley." }, { "start": 1039.29, "end": 1041.27, "text": "things are as they used to be a couple of years ago." }, { "start": 1041.47, "end": 1047.99, "text": "But still there's number companies come to mind have made any money over sustained periods time?" }, { "start": 1048.05, "end": 1060.129, "text": "And most of the AI companies we're talking about now at least those who don't other businesses sustain them open AI and thropic make no money at all investing billions." }, { "start": 1061.629, "end": 1066.35, "text": "Other companies, Airbnb Netflix haven't made any profit for I think a long time." }, { "start": 1066.83, "end": 1072.389, "text": "So is that also something that cuts us off this very bit more conservative cautious approach in Europe?" }, { "start": 1072.47, "end": 1083.07, "text": "In general and maybe even more so in Germany That cuts us all from some of those successes because we're not willing to invest enough before eventually the fruits can be harvested." }, { "start": 1083.99, "end": 1084.83, "text": "i think two points." }, { "start": 1084.87, "end": 1092.57, "text": "one point Is we shouldn't confuse profit revenue Because these companies make tremendous amounts of revenue also in the early stages, right?" }, { "start": 1092.99, "end": 1097.87, "text": "And so that is something where you can say hey I definitely have a big business case." }, { "start": 1097.91, "end": 1110.19, "text": "I'm making a lot of revenue and growing very fast and i do need to invest now basically gain a monopoly on my field but think it's different from making no-revenue then having VC money trying sell at some point." }, { "start": 1110.25, "end": 1111.21, "text": "So thats one part." }, { "start": 1111.25, "end": 1116.47, "text": "The other points are European problem in this sense." }, { "start": 1117.33, "end": 1123.93, "text": "yes we do have unified market But it's still more complicated to move from one country to another than in the US." }, { "start": 1124.07, "end": 1130.649, "text": "We have one market and investors look at that, they're looking for scalability And if I invest my money into the" }, { "start": 1130.77, "end": 1131.01, "text": "U.S.," }, { "start": 1131.59, "end": 1144.05, "text": "It is easier to capture the American market then you or maybe not as easy to capture European markets first place And I think the commission is working on that with you, Inc." }, { "start": 1144.19, "end": 1152.27, "text": "So we've basically one company type for the entire EU which will help from a regulatory standpoint but it takes some time." }, { "start": 1162.55, "end": 1163.03, "text": "Nautical Numbers." }, { "start": 1165.629, "end": 1165.67, "text": "We" }, { "start": 1175.21, "end": 1192.21, "text": "talked a lot about, you know different innovation processes before and one of the things I'm always fascinated by is that it's very important that companies innovate quickly because It costs a lot of money to do innovation over long period time And also takes even more money To do innovation then fail at some point." }, { "start": 1192.35, "end": 1195.95, "text": "Failure not bad But if you spend a lot Of time on that That's an issue." }, { "start": 1196.87, "end": 1209.43, "text": "The number i brought Is three-and-a-half which is Three and half days which basically is our shortest innovation format, where we make sure that you get from a problem statement to what we call the pre-to type." }, { "start": 1209.55, "end": 1220.03, "text": "So basically validated idea that already validated with customers who know how much it costs and they call us your need for solving problems in three days or so on." }, { "start": 1220.27, "end": 1221.75, "text": "We always have an open end of." }, { "start": 1221.79, "end": 1227.23, "text": "that means either you can succeed with this or fail." }, { "start": 1227.77, "end": 1231.51, "text": "But you can also then say hey I just need a three and half days to figure out that my idea doesn't work." }, { "start": 1232.11, "end": 1233.61, "text": "It could also take three-and-a-half days." }, { "start": 1233.87, "end": 1248.389, "text": "in the end we always have to pitch in front of the board with company answer than innovation managers had to figure it solution three-an-aft days and then pitch into the board and say Hey, I need this amount money actually fix issue that is but us for maybe years and adjust do." }, { "start": 1248.47, "end": 1249.59, "text": "they're very short time frame." }, { "start": 1249.71, "end": 1251.75, "text": "i think thats fascinating if he has that kind speed." }, { "start": 1252.629, "end": 1257.149, "text": "Okay, three and a half days from the problem statement to you called it a pre-to type right?" }, { "start": 1257.19, "end": 1257.95, "text": "Not a prototype." }, { "start": 1258.01, "end": 1258.91, "text": "A preto type." }, { "start": 1258.97, "end": 1267.25, "text": "so that means there isn't actually something that you can touch which would be a prototype Something that is physically there but its in the idea stage still." }, { "start": 1267.87, "end": 1268.49, "text": "So what we do now?" }, { "start": 1268.59, "end": 1272.93, "text": "three and one of these as we boil down the problem To what's actually the problem?" }, { "start": 1273.43, "end": 1278.81, "text": "We have UI UX designers And also obviously will do better with AI now As well too." }, { "start": 1279.05, "end": 1287.85, "text": "Actually build product on paper if You Will And then we invite customers of that companies within the three and a half days, so they get immediate feedback." }, { "start": 1287.93, "end": 1291.07, "text": "I say hey is there something that would actually solve my problem?" }, { "start": 1291.629, "end": 1295.49, "text": "That could be from external companies but it can also be form with in the cooperation." }, { "start": 1296.29, "end": 1299.05, "text": "Then basically boil all this down into business case." }, { "start": 1300.03, "end": 1304.03, "text": "like i said you can pitch to the board doing that on three-and-a-half day very quickly." }, { "start": 1304.73, "end": 1312.21, "text": "Can you give us an example about what went through these process and then eventually got implemented." }, { "start": 1312.99, "end": 1316.43, "text": "We do have some success stories on the website so I can link to that, basically give a hook." }, { "start": 1316.53, "end": 1317.57, "text": "you can check those out." }, { "start": 1318.01, "end": 1320.29, "text": "The kind of problems we get are very broad." }, { "start": 1320.79, "end": 1329.19, "text": "So sometimes like i said it's something where startup sees potential in customer And they bring their customers together when working with them." }, { "start": 1329.27, "end": 1335.35, "text": "Like i said there is also problem which don't turn into problems or solution doesn't work With corporates." }, { "start": 1335.53, "end": 1337.57, "text": "its often internal issues." }, { "start": 1337.629, "end": 1344.57, "text": "for instance A lot of AI cases recently with maybe AI chatbots that have been implemented." }, { "start": 1344.87, "end": 1354.389, "text": "We also had a success story now where we changed innovation process within the company, so it's very different kind problems and is very fascinating because they are very broad." }, { "start": 1357.75, "end": 1362.35, "text": "There's another idea that I want to talk about, because it is very fascinating." }, { "start": 1362.91, "end": 1370.45, "text": "It has a bit of clumsy name and didn't know much or nothing at all but you mentioned it earlier as well called venture-clienting." }, { "start": 1371.17, "end": 1377.57, "text": "This idea instead buying shares in the company or building solutions You become first customer?" }, { "start": 1378.29, "end": 1380.01, "text": "Is this kind of an idea behind it?" }, { "start": 1380.149, "end": 1381.77, "text": "Doesn't have to be the first customer But yes" }, { "start": 1382.21, "end": 1382.75, "text": "Kind of one of them." }, { "start": 1383.41, "end": 1383.53, "text": "Yes." }, { "start": 1385.09, "end": 1396.29, "text": "So the idea is that sometimes it's cheaper for a corporation to actively look for solution from start-up and implement them, then go through an entire innovation process itself." }, { "start": 1396.99, "end": 1397.129, "text": "Right?" }, { "start": 1397.31, "end": 1401.93, "text": "Sometimes you have problems like I mentioned earlier... You can identify very clearly what your problem was." }, { "start": 1402.27, "end": 1405.629, "text": "You only had maybe one or two stakeholders who were involved in this." }, { "start": 1406.29, "end": 1416.27, "text": "And they are basically in a dilemma because we need to figure out if buy something, do I build something myself or even invest in a company that does." }, { "start": 1417.889, "end": 1424.649, "text": "Venture Clienting basically means you go through the by-path and we identify at the beginning of problem stage." }, { "start": 1424.91, "end": 1425.91, "text": "what kind of problem is it?" }, { "start": 1426.27, "end": 1432.129, "text": "And if its our point of view a venture client thing problem then we look out to start up ecosystem." }, { "start": 1432.83, "end": 1445.23, "text": "see okay this startup potentially can solve their problems connect them too help with process because With startups is a little bit more complicated than the center procurement process, especially if it's small startup." }, { "start": 1445.629, "end": 1448.75, "text": "Because then you have to figure out does your team actually know how?" }, { "start": 1448.889, "end": 1457.149, "text": "Does this solution work or test first and so on... It's sometimes a little more complicated but in the end might end up with much more innovative solutions." }, { "start": 1457.75, "end": 1459.19, "text": "And that's basically our goal." }, { "start": 1460.87, "end": 1463.93, "text": "The hub also separates startups from scale-ups." }, { "start": 1464.43, "end": 1468.51, "text": "So we say scale ups are companies which already have a solution, which works." }, { "start": 1468.79, "end": 1469.59, "text": "It has traction." }, { "start": 1469.97, "end": 1471.31, "text": "you know they how well funded." }, { "start": 1471.49, "end": 1484.71, "text": "I have customer support You can rely on and so one but also buying the solution that is built for A lot of companies And with startups They're still looking For their market maybe trying to figure out what does my Solution fit?" }, { "start": 1485.17, "end": 1494.57, "text": "So you might Have to invest more as a company in sense Of your employees who Spend some time With startup actually make the solution fit." }, { "start": 1495.11, "end": 1496.69, "text": "But then maybe it's a better fit, right?" }, { "start": 1496.77, "end": 1500.83, "text": "Because there is more tailor to you and You have to decide which path you want to go." }, { "start": 1501.29, "end": 1502.11, "text": "but we support that." }, { "start": 1502.889, "end": 1518.17, "text": "I see because depending on the company That your working with how cautious or traditional they are this idea might take some convincing I suppose because often companies look for an established solution They wanna see a list of references They wanted proofs." }, { "start": 1518.35, "end": 1518.87, "text": "This works." }, { "start": 1519.51, "end": 1526.03, "text": "And this idea...I may be the guinea pig Customer number one or customer number two, three whatever it is." }, { "start": 1526.09, "end": 1531.25, "text": "But the product is not really where should be and It will be sort of tested on me." }, { "start": 1531.99, "end": 1536.25, "text": "that may cause some anxiety I guess in some procurement departments?" }, { "start": 1537.09, "end": 1538.47, "text": "It depends i would say so." }, { "start": 1538.61, "end": 1543.53, "text": "In general in recent years companies have become more risk averse That's true." }, { "start": 1544.129, "end": 1558.51, "text": "So that's why we also do the differentiation You know between scallops startups because with scale up We can say hey this is proven solution you can buy And like I said, you can also rely on the scale up to give your support if maintenance and so on with startups." }, { "start": 1558.69, "end": 1563.97, "text": "Like I said it's a little bit more...I want us say complicated but i would say You have to invest more right?" }, { "start": 1564.03, "end": 1564.93, "text": "But maybe its better fit!" }, { "start": 1566.57, "end": 1584.99, "text": "What I see is that It really depends On the corporate Maybe even on The segment of the corporate Which way they wanna go Because sometimes Also there in fields where They are quite new And they also want to see, you know what are maybe the most innovative solutions which can give me an edge over my competition." }, { "start": 1585.47, "end": 1589.83, "text": "You know and if I just buy in a establish solution then am i better off than my competition?" }, { "start": 1590.87, "end": 1592.61, "text": "So it's always a trade-off!" }, { "start": 1593.47, "end": 1601.649, "text": "Yeah...I see but of course I could say just playing devil's advocate here these ideas..i will get a better solution that my competitors." }, { "start": 1601.75, "end": 1604.33, "text": "yes i think thats very attractive too for most companies." }, { "start": 1604.41, "end": 1615.57, "text": "however with this client venturing process I don't have a guarantee because the startup will test product and if it works, they would very happily also sell to my five most immediate competitors naturally." }, { "start": 1615.85, "end": 1619.03, "text": "Because i dont' have exclusive rights for whatever outcome is." }, { "start": 1620.05, "end": 1621.129, "text": "That's true obviously." }, { "start": 1621.35, "end": 1623.27, "text": "And this may be where the investment part comes in right?" }, { "start": 1623.43, "end": 1628.889, "text": "We do see that regularly that actually corporations also invest in startups." }, { "start": 1629.129, "end": 1633.95, "text": "Sometimes a little bit later stage, but they get very early feeling for how does the product work?" }, { "start": 1634.129, "end": 1635.49, "text": "Does it solve problem?" }, { "start": 1635.99, "end": 1637.03, "text": "Is it scalable enough?" }, { "start": 1637.129, "end": 1637.31, "text": "maybe?" }, { "start": 1637.73, "end": 1646.33, "text": "or other companies and to be honest I've experienced corporate partners who are fair to start-ups sometimes say hey we can have a very tailored solution." }, { "start": 1646.389, "end": 1646.87, "text": "may be too us." }, { "start": 1647.45, "end": 1649.07, "text": "you won't sell this anyone else then?" }, { "start": 1649.95, "end": 1650.71, "text": "What's the value for me?" }, { "start": 1650.889, "end": 1652.09, "text": "because then you don't make any money." }, { "start": 1652.21, "end": 1654.95, "text": "You go bankrupt at some point and I don't have a solution anymore, okay?" }, { "start": 1655.07, "end": 1657.71, "text": "So like i said there are a lot of trade-offs involved." }, { "start": 1657.77, "end": 1671.45, "text": "but At the end of day ,I think companies who want to be innovative And who wants basically cutting edge technology in their corporation is cheaper To do that through startup than doing it themselves." }, { "start": 1671.649, "end": 1673.71, "text": "often times In the" }, { "start": 1676.35, "end": 1681.07, "text": "maritime sector which is very diverse lots of different kinds of companies." }, { "start": 1681.149, "end": 1692.31, "text": "We have large shipping lines, the household names that are globally operating organizations but we also when it comes to shipbuilding and other sub-sectors a lot medium sized companies." }, { "start": 1692.53, "end": 1693.61, "text": "often they're family run." }, { "start": 1694.43, "end": 1703.41, "text": "is there an ideal size or structure of company that's particularly suitable for working with a hub like yours?" }, { "start": 1707.55, "end": 1710.11, "text": "Companies can be too big or to small, I would say." }, { "start": 1710.21, "end": 1712.03, "text": "So there is definitely a spot in the middle?" }, { "start": 1712.55, "end": 1719.55, "text": "Why Is that companies which are two small and sometimes difficult for them to like you mentioned basically take the risk?" }, { "start": 1719.71, "end": 1724.83, "text": "also with startups right because we have to have certain leverage actually get value out of it." }, { "start": 1725.29, "end": 1728.05, "text": "That's all true for lot of innovation formats." }, { "start": 1728.55, "end": 1732.31, "text": "If you're too big on the other hand, your own innovation hub." }, { "start": 1732.73, "end": 1738.33, "text": "You might have your own startup ecosystem and so if you are a very big global corporation." }, { "start": 1738.51, "end": 1740.649, "text": "So I think the sweet spot is somewhere in the middle." }, { "start": 1741.27, "end": 1751.37, "text": "And what i can say Is that... ...if there's value with cooperating With other companies In your supply chain?" }, { "start": 1752.07, "end": 1758.75, "text": "If you get better through cooperation Then it's good fit to work with us because we can provide that." }, { "start": 1759.29, "end": 1765.31, "text": "Basically, the way I see innovation and we've mentioned that implicitly before is two ways." }, { "start": 1765.57, "end": 1771.17, "text": "there can be a technology or solution looking for customer Or they could have been problem but it's looking first." }, { "start": 1771.21, "end": 1778.51, "text": "solution i guess you both in your hub if understand correctly Is their one that he would say inherently better sense." }, { "start": 1778.57, "end": 1780.57, "text": "that has higher chance of success?" }, { "start": 1784.93, "end": 1788.07, "text": "work and doesn't really matter from which angle you approach an issue." }, { "start": 1788.87, "end": 1789.81, "text": "With both, that's right." }, { "start": 1790.09, "end": 1793.67, "text": "we talk about the customer demand We call it a market pull." }, { "start": 1794.23, "end": 1797.77, "text": "So what is some market actually pulling out of innovative companies?" }, { "start": 1798.35, "end": 1802.25, "text": "And then on the other hand with like I said new technologies we call them tech push." }, { "start": 1802.75, "end": 1805.41, "text": "so What kind of technology pushing into the market?" }, { "start": 1806.41, "end": 1817.99, "text": "Both are entry points to innovation process And I think the question is that in a market pool, obviously there's a problem." }, { "start": 1818.35, "end": 1819.21, "text": "That needs to be solved." }, { "start": 1819.29, "end": 1823.889, "text": "so automatically they're some kind of market for corporations or startups or scale ups." }, { "start": 1823.93, "end": 1824.95, "text": "doesn't really matter about this." }, { "start": 1825.11, "end": 1826.97, "text": "Somekindofmarketforthatsolution." }, { "start": 1827.57, "end": 1828.81, "text": "So thatsa good starting point right?" }, { "start": 1829.19, "end": 1841.17, "text": "and if you can start with it its always easier because theres already willingnessto pay for something Becauseyouhavetheproblem IfYouStartWithTheTechPushThatAlsoWorksButYouHaveToAskTheQuestionWhatIsItChanging?" }, { "start": 1841.77, "end": 1843.55, "text": "So is it changing a business model?" }, { "start": 1844.05, "end": 1849.889, "text": "Is it changing your supply chain, how you collaborate with other companies." }, { "start": 1849.93, "end": 1850.149, "text": "I don't know." }, { "start": 1850.21, "end": 1853.11, "text": "there has to change something for the technology to have value." }, { "start": 1853.21, "end": 1856.83, "text": "so if we look at AI for instance what does that changes right?" }, { "start": 1857.03, "end": 1862.79, "text": "It may be decreasing costs in some sectors and maybe accelerating processes etc." }, { "start": 1865.47, "end": 1868.389, "text": "And then you can figure out okay doesn't actually make sense too." }, { "start": 1868.75, "end": 1873.07, "text": "change existing processes because of the new technology or is it just a new technology?" }, { "start": 1873.19, "end": 1876.73, "text": "And you can do the fancy stuff with that, but you don't have any business case." }, { "start": 1877.61, "end": 1890.17, "text": "The maritime world is an area where A lot of things are affected by regulation national regulation But more often also international regulation which even more cumbersome and slow to change." }, { "start": 1891.17, "end": 1892.33, "text": "Also a lot of decisions." }, { "start": 1892.41, "end": 1896.389, "text": "our long term Seagull vessels have an average lifespan of thirty five years." }, { "start": 1896.49, "end": 1898.43, "text": "So these are a long-term solutions." }, { "start": 1899.41, "end": 1902.51, "text": "Are those obstacles things that some of the startups?" }, { "start": 1903.37, "end": 1915.71, "text": "Overlook when they move into market, but they underestimate the complexity or this kind of Conditioning factors that I may be not necessarily part of solution But ultimately part of whether it will be successful or not." }, { "start": 1916.649, "end": 1918.21, "text": "I mean obviously we shouldn't overlook It." }, { "start": 1918.629, "end": 1924.55, "text": "also don't think they do in most cases profiting from regulation sometimes, right?" }, { "start": 1924.97, "end": 1927.81, "text": "So if you look at emissions for instance in our event." }, { "start": 1927.889, "end": 1940.31, "text": "If we're looking at your trading system I think there are a lot of startups which are building solutions which decrease the pain that shipping companies have with that kind of regulations like if you Look at scale ups Like Ocean score for instance." }, { "start": 1940.37, "end": 1942.03, "text": "Right they are building great solutions." }, { "start": 1942.45, "end": 1946.149, "text": "They easing the paying for the company's Which has to deal With those regulations." }, { "start": 1946.21, "end": 1948.889, "text": "so Sometimes they an opportunity and not an obstacle." }, { "start": 1948.95, "end": 1949.29, "text": "i would say." }, { "start": 1953.99, "end": 1956.59, "text": "navigators table." }, { "start": 1960.53, "end": 1969.649, "text": "Another very important part of our podcast is the navigator's table, where we ask our guests to give us a recommendation for a restaurant or bar." }, { "start": 1970.29, "end": 1976.31, "text": "Some kind of gastronomical venue that is somehow related to The Maritime World to see the ports." }, { "start": 1976.83, "end": 1978.95, "text": "Julian what would you recommend our listeners?" }, { "start": 1979.27, "end": 1980.03, "text": "go and check out?" }, { "start": 1981.23, "end": 1990.649, "text": "I will recommend the Speicherstadt Café Rosterei Very difficult name, I think for English speaking people but you can Google it and its actually right around the corner from the digital hub." }, { "start": 1991.19, "end": 1995.59, "text": "And so if we want to take a coffee walk talk about some stuff that will often go there?" }, { "start": 1996.61, "end": 2001.27, "text": "You might meet us there or come into the hub where we could have our coffee ourselves!" }, { "start": 2001.47, "end": 2002.35, "text": "That's an offer i would give." }, { "start": 2003.37, "end": 2007.73, "text": "Excellent ,i think ive been here once So i can definitely echo this recommendation." }, { "start": 2007.87, "end": 2014.37, "text": "It is very nice place also the Speicherstadt itself of course tourist highlights, I would say of Hamburg." }, { "start": 2014.57, "end": 2019.07, "text": "So we will put a link to that venue in the show notes so people don't even have to Google it." }, { "start": 2019.129, "end": 2028.59, "text": "they can look at up there and when you go their make sure that you give Julian a call or send him a message so that you could also visit The Digital Hub Logistics & Commerce!" }, { "start": 2029.97, "end": 2043.59, "text": "Now i'd like talk about something that is important for us but also connect our session more with Maritime World in Singapore, which is a partner I guess." }, { "start": 2043.81, "end": 2045.91, "text": "In many ways it's similar institution to yours." }, { "start": 2046.05, "end": 2054.07, "text": "maybe you can explain what the similarities and what differences are that deals more narrowly with innovation of the maritime sector?" }, { "start": 2054.81, "end": 2055.29, "text": "You've been there." }, { "start": 2055.53, "end": 2058.01, "text": "we went together joined us for Singapore Maritime Week." }, { "start": 2058.59, "end": 2067.93, "text": "he met with P-S-Eventy one as lot exchange going on between U and that institution In general between Hamburg and Singapore, I would say on different levels." }, { "start": 2068.03, "end": 2070.27, "text": "So tell us a little bit what is peer seventy one?" }, { "start": 2070.35, "end": 2071.69, "text": "What makes it unique in?" }, { "start": 2071.95, "end": 2073.07, "text": "why are you partnering with them?" }, { "start": 2074.21, "end": 2078.11, "text": "i think so piece of anyone was basically also an innovation ecosystem in singapore." }, { "start": 2078.51, "end": 2092.29, "text": "they're very focused on startups in the maritime sector And like mentioned there's this special relationship between hamburg and singapore when it comes to the maritime industry in general twice together, I believe at the maritime week." }, { "start": 2092.61, "end": 2093.09, "text": "You're right yeah" }, { "start": 2093.93, "end": 2100.25, "text": "you've also seen what they do with their startups that have a smart port challenge which is very attractive for a lot of startups in the maritime industry." }, { "start": 2100.89, "end": 2102.71, "text": "and why do we collaborate?" }, { "start": 2102.77, "end": 2103.23, "text": "What's the goal?" }, { "start": 2103.31, "end": 2114.45, "text": "The goals basically to have an international collaboration between Hamburg and Singapore from start-up and form a scale up perspective because as mentioned by the maritime ministry it was very international." }, { "start": 2114.95, "end": 2117.77, "text": "Basically automatically having become an international company." }, { "start": 2118.45, "end": 2127.53, "text": "And so what we're trying to achieve is that startups from Hamburg, they have the opportunity to get some traction in Asia through peer-seventy one." }, { "start": 2127.63, "end": 2132.95, "text": "I think Singapore has a good starting point for them because it's very innovative space." }, { "start": 2133.17, "end": 2138.61, "text": "It's a hub for Azure and makes a lot of sense to start there if you want to tackle that market." }, { "start": 2139.25, "end": 2143.15, "text": "On the other hand, startups from Singapore are looking for access to Europe." }, { "start": 2143.73, "end": 2145.19, "text": "They want to figure out how to start here?" }, { "start": 2145.71, "end": 2150.61, "text": "Obviously their different cultures different markets, different demands for the startups." }, { "start": 2150.99, "end": 2155.09, "text": "Also a different paces maybe from start up side to corporate site and so on." }, { "start": 2155.13, "end": 2159.43, "text": "it's very different expectations sometimes And we try to manage that." }, { "start": 2159.61, "end": 2160.73, "text": "I think its good." }, { "start": 2160.93, "end": 2162.93, "text": "have them as maritime partners there." }, { "start": 2163.27, "end": 2170.21, "text": "We also work with ACE in Singapore or more logistic because they are also startup ecosystem." }, { "start": 2171.07, "end": 2172.57, "text": "So were trying make their connection." }, { "start": 2173.25, "end": 2175.87, "text": "For us what was seen is especially scaleups." }, { "start": 2176.21, "end": 2184.09, "text": "They're looking new markets they're trying to figure out how to grow across Europe and then Asia is one of the fastest growing places." }, { "start": 2184.21, "end": 2186.19, "text": "so we need to have an entry gate." }, { "start": 2186.43, "end": 2191.57, "text": "And I would be tough somebody there who can tell them hey this is all you find a company here with us or your business." }, { "start": 2191.95, "end": 2194.09, "text": "these are maybe first connections, and so on." }, { "start": 2194.21, "end": 2196.33, "text": "i think that's where he has anyone as a good partner." }, { "start": 2196.89, "end": 2201.21, "text": "Singapore as a city-state is often said to be run as business." }, { "start": 2201.29, "end": 2206.57, "text": "The whole country's run like a corporation in certain way, what can we learn here?" }, { "start": 2206.61, "end": 2211.51, "text": "In Germany or Europe but more specifically also the ecosystem providers such you?" }, { "start": 2211.93, "end": 2215.59, "text": "What could we learn from things that are being done in Singapore?" }, { "start": 2217.15, "end": 2229.63, "text": "That's very good question and I think it was difficult one because its just so different for the whole setup Because of this city state Unique because they can move much faster than bigger countries as Germany, for instance." }, { "start": 2230.37, "end": 2241.85, "text": "But I think if you look at them what Singapore is a very young country and i think They always feel bad And the fear that they have to be innovative The have to move forward To stay successful in the future?" }, { "start": 2242.27, "end": 2249.97, "text": "And i think That is maybe perspective that we can learn As well that We have to Be innovative and then we Have to move fast and we have to do stuff too." }, { "start": 2250.13, "end": 2255.29, "text": "basically say relevant In the future would say, you know what can you learn from Singapore?" }, { "start": 2255.35, "end": 2256.45, "text": "I think that's maybe one thing." }, { "start": 2256.55, "end": 2262.29, "text": "That your ask yourself how to stay relevant in the future and do don't take that as granted." }, { "start": 2262.45, "end": 2264.71, "text": "I think there is a very important point" }, { "start": 2265.27, "end": 2268.31, "text": "when things like this often said about Germany particularist at." }, { "start": 2268.43, "end": 2269.49, "text": "The fundamentals are very good." }, { "start": 2269.57, "end": 2286.41, "text": "we have top notch universities A lot of especially basic research but it being done us really well classed But were not very good at implementing it putting into practice so this gap between theoretical research and a business product that is missing." }, { "start": 2286.61, "end": 2288.61, "text": "Is there something you observe as well?" }, { "start": 2289.09, "end": 2293.33, "text": "Do also work with universities by the way, or are they looking at" }, { "start": 2294.81, "end": 2294.93, "text": "it too?" }, { "start": 2295.03, "end": 2299.49, "text": "So first question I think not only German problem but European problem." }, { "start": 2299.65, "end": 2303.71, "text": "to be honest we Europeans were very good in finding solutions." }, { "start": 2304.61, "end": 2314.85, "text": "We're bad at scaling them And on contrast US Maybe also good at finding solutions, maybe not just as good but they are excellent in scaling them." }, { "start": 2315.49, "end": 2322.71, "text": "And I think that's may be the difference and we have to figure out how actually scale this solution than what you mentioned before." }, { "start": 2322.75, "end": 2332.03, "text": "or one of our ideas is bring European market closer together and do more for a big market with regulation in EU so on." }, { "start": 2332.13, "end": 2335.79, "text": "So start up right from get go lot more customers." }, { "start": 2336.29, "end": 2340.91, "text": "i think thats very important To actually get that speed to scale solutions." }, { "start": 2341.39, "end": 2354.73, "text": "That is really something we have to learn from the university perspective, We work less with universities I have to say because our focus was more on the corporate side would do Have you know obviously a few collaborations but our focus More on the other corporate site." }, { "start": 2355.05, "end": 2355.39, "text": "good" }, { "start": 2356.33, "end": 2359.49, "text": "if there's someone out There and i'm sure there Is who either?" }, { "start": 2359.93, "end": 2367.49, "text": "It's From a company that has some problem that could benefit from an innovative solution Or someone who has an idea was that we know?" }, { "start": 2367.81, "end": 2369.93, "text": "I always wanted to put this into practice and i just." }, { "start": 2370.75, "end": 2380.63, "text": "I like the appropriate space framework support, I guess you still have a few desks left for both startups joining you but also corporates." }, { "start": 2380.77, "end": 2381.25, "text": "what should they do?" }, { "start": 2381.89, "end": 2383.71, "text": "They can reach out to us with start-ups." }, { "start": 2383.87, "end": 2389.71, "text": "We have excellent community management which means That we meet them or send us their pitch deck." }, { "start": 2390.07, "end": 2394.01, "text": "they pitch in front of Us we talk through What is your business case how does team look like?" }, { "start": 2394.05, "end": 2394.35, "text": "And so on." }, { "start": 2394.41, "end": 2400.49, "text": "So some kind of diligence and then they can become part of our ecosystem with corporate partners as I mentioned." }, { "start": 2400.87, "end": 2408.69, "text": "The starting point is to share a problem, we start at the deep dive and figure out how do you approach that problem?" }, { "start": 2409.41, "end": 2413.45, "text": "Obviously if they are interested in solving it ,they will be able to partner with us ." }, { "start": 2413.69, "end": 2414.33, "text": "We help them!" }, { "start": 2414.91, "end": 2417.39, "text": "They don't necessarily have to come from Hamburg ?" }, { "start": 2417.63, "end": 2418.21, "text": "That's right !" }, { "start": 2418.25, "end": 2420.59, "text": "Do they need German companies or German startups?" }, { "start": 2421.15, "end": 2425.33, "text": "We mostly work with German speaking companies and not just German, but German speaking company." }, { "start": 2425.93, "end": 2428.37, "text": "But obviously shipping is a very international business right?" }, { "start": 2428.81, "end": 2431.57, "text": "And so if you want to approach us You can do that." }, { "start": 2431.75, "end": 2438.71, "text": "it's easier I would say If we have some kind of German-speaking location or department... ...but It also possible for joiners regardless." }, { "start": 2439.23, "end": 2441.99, "text": "Excellent, so now that is our call to action." }, { "start": 2442.19, "end": 2442.93, "text": "To everyone out there." }, { "start": 2443.01, "end": 2448.57, "text": "in the maritime sector of course we want to strengthen the maritime component or digital hub logistics and commerce?" }, { "start": 2448.75, "end": 2450.01, "text": "That thing would be fantastic!" }, { "start": 2450.11, "end": 2454.25, "text": "So if you have either ideas or problems... ...that might be solved." }, { "start": 2454.31, "end": 2454.53, "text": "they're." }, { "start": 2455.21, "end": 2459.19, "text": "make sure you check up a website then reach-out to Julian and his team." }, { "start": 2459.57, "end": 2461.91, "text": "Julian thanks for being here as our guest." }, { "start": 2462.03, "end": 2463.65, "text": "it was very interesting conversation." }, { "start": 2463.89, "end": 2464.37, "text": "Thanks for having me." }, { "start": 2472.19, "end": 2473.97, "text": "Thank You for listening this episode." }, { "start": 2474.63, "end": 2475.77, "text": "I hope you learned something new." }, { "start": 2476.43, "end": 2481.39, "text": "If you like the show, please leave us a review and rating on your favorite podcasting platform!" }, { "start": 2482.25, "end": 2491.33, "text": "And don't forget to check out the show notes and more information about The German Maritime Center at maritimemeters.de." } ]