In emerging markets, the trajectory of the burgeoning digital economy often relies heavily on the initiative and investment of large corporate entities. Unlike developed economies such as the US or Europe, where the ecosystem has established roots, emerging markets frequently require major corporates to step into a more significant role—acting almost as the “godfathers” or “uncles” of the ecosystem, especially when government agencies might be less reactive or lack the necessary resources to drive rapid growth. This reality turns corporate innovation from a strategic advantage into an absolute necessity, as organizations that fail to innovate risk obsolescence.The Corporate Imperative – A Visionary ShiftTelenor Velocity: A Model for Agile AccelerationThe Mutual Benefit – A Win-Win DynamicBeyond Acceleration- Driving Policy and PartnershipsAddressing Systemic Challenges and the Call for Collaboration In our discussion with Cynia Ejaz – Head of Innovation where she shared The experience of Telenor Pakistan, providing a compelling blueprint for how a corporate giant can take ecosystem building to heart, creating a powerful win-win situation that fosters startup growth while simultaneously securing its own position at the edge of innovation. The Corporate Imperative – A Visionary Shift For large organizations like Telenor, innovation is crucial for survival. As vast companies grow, they often face challenges related to slower decision-making processes and the difficulty of initiating change. For Telenor, the trigger for deep engagement with the startup scene was a recognition in 2016 that a “fresh mindset” was needed to anticipate and meet future demands. This visionary approach led to the organization becoming spokespersons for the idea that they needed to collaborate with startups. In emerging markets, the single most critical asset that corporates can offer startups is access to market. In Pakistan, where funding, particularly pre-seed investment, is often lacking, gaining traction is paramount. Telenor manages a vast customer base, totaling 44 million users, including approximately 12 million farmers. Furthermore, its digital platforms, such as the Telenor App, boast around 20 million users. This existing infrastructure represents an unparalleled opportunity for startups to test, validate, and scale their products. Telenor Velocity: A Model for Agile Acceleration Telenor operationalized its commitment to the ecosystem by establishing Telenor Velocity in 2016, the first corporate startup accelerator in Pakistan. The primary goal was to collaborate with external startups to develop new services and solve problems for their enormous customer base. Telenor Velocity operates not as a venture capital (VC) fund, as the company does not provide direct investment. Instead, it offers extensive in-kind support that can be valued at thousands of dollars. This support includes providing access to Telenor’s internal experts in crucial areas such as UI/UX, data analytics, marketing, PR, and technology. The accelerator’s integration criteria are rigorous, typically requiring startups to be operating for three to five years, ensuring they have already validated their product-market fit and are ready to handle the scale provided by Telenor’s market. The resilience and mindset of the founders are also scrutinized, mirroring the evaluation process used by investors. The program is deliberately designed to be highly agile and need-based, acknowledging that founders are busy running their businesses. Instead of mandatory sessions or meetings, Telenor focuses on understanding the startups’ needs, connecting them immediately to the right internal departments, and offering a “handholding” process to ensure effective collaboration. This relationship is often described as a “marriage,” requiring both the agile startup culture and the more structured corporate environment to adapt and understand each other. The Mutual Benefit – A Win-Win Dynamic The corporate-startup engagement generates substantial value for both parties, resulting in robust mutual growth. 1. The Startup Gain: Scale and Credibility For startups, Telenor Velocity provides essential credibility and the traction needed to attract further investment. • Traction and Investment: By achieving impressive customer numbers and scale through Telenor’s network, startups gain crucial metrics to present to investors. For instance, Digi Khata, a ledger book app, was integrated into Telenor’s Apollo system, gaining access to the company’s network of approximately 200,000 retailers, enabling massive scale before they formally raised investment. • Expert Support: Startups receive comprehensive support from various Telenor departments (B2B, tech, marketing, customer engagement), guiding them through the complexities of scaling their business. Sehat Kahani, a health app, is another success story from the acceleration program. 2. The Corpor