Landing a large corporate as a customer can make or break an early-stage startup. This workshop session is a frank conversation about how to do it right and avoid the mistakes that sink most pilots. Hosted by Kamay Ventures, a multi-corporate VC backed by Coca-Cola, Grupo Bimbo, Grupo Arcor, the IDB and the DFC. We invest in and work with startups across the entire CPG value chain, from agtech and production processes (manufacturing, energy, logistics, robotics) to point of sale (fintech, commercial intelligence, retail tech) and all the way to the consumer's table (sustainability, waste management). We’ll tell the story of Solfium, a flagship startup in Kamay Ventures’ portfolio, and its journey with one of Coca-Cola’s most important bottlers in Mexico, Grupo Rica. Solfium went through Kamay Code, developed a POC, the POC succeeded, we invested, and it scaled. Today it has a commercial contract and more than 100 solar-powered stores in operation, with energy savings of up to 99% per store. We'll cover what we see from both sides of the table: Why a paid POC should come before a commercial contract How to design and negotiate a POC that can actually scale Finding and keeping your internal champion Corporate timelines and how to survive them Pricing when your customer is a giant Come with your toughest questions, the ones you've been afraid to ask. Format: workshop.