How to structure your company and secure corporate partnerships to scale successfully

The ONE Platform held the webinar “How to structure your company and secure corporate partnerships to scale successfully” on May 29, 2026, a session focused on providing a practical perspective on how to structure a company during growth phases and how to generate collaboration opportunities with large corporations.

The session featured Sandra Valero Martínez, Scouting & Dealflow Manager at Lanzadera, who contextualized the role of ecosystems in startup growth; Esteban Gallego, Corporate Account Manager at Lanzadera, who delved into building partnerships with large companies; and Miguel Milián, Head of Methodology at Lanzadera, who addressed internal organization during scaling phases alongside Julio Ribera, co-founder of Rating Sky, who contributed an entrepreneurial perspective drawn from experience.

Lanzadera and organizational structure for scaling

Sandra Valero Martínez presented Lanzadera’s mission and its role in supporting startups during growth stages, focusing on how to help teams structure their organization and make strategic decisions to move towards scaling.

Her contribution addressed key elements such as defining organizational structures, prioritizing objectives, and the need to focus efforts on what truly drives growth. In this regard, she conveyed the idea that “a company does not scale simply by growing faster, but by doing so on a solid organizational foundation.”

She also highlighted the importance of adapting the organization to each stage of the project, noting that “there is no single structure, but rather decisions that must evolve as the company’s reality changes.”

Key factors for securing corporate partnerships

The first block, led by Esteban Gallego, Corporate Account Manager at Lanzadera, focused on how to generate collaboration opportunities with large corporations and turn them into tangible agreements.

This segment explored how to identify opportunities within established companies, particularly through their innovation departments, as well as the importance of building value-based relationships with decision-makers. It also emphasized how to prepare startups to approach these processes with clear, business-oriented proposals.

As Esteban Gallego highlighted during the session, “corporations are not looking for generic solutions, but for proposals that align with specific business needs.” In this vein, he stressed that “closing agreements requires a thorough understanding of the other party’s timelines, processes, and expectations, along with the ability to adapt to them.”

He also reinforced the idea that value lies not only in the solution itself, but in how it is communicated and connected with the right stakeholder—something he summarized as the importance of “clearly understanding the problem and how to position the solution.”

He further underscored that progressing towards pilot projects or collaborations is typically the result of prior positioning and trust-building efforts, rather than a single, isolated interaction.

How to organize the company to grow with focus

The second block took the form of a conversation between Miguel Milián, Head of Methodology at Lanzadera, and Julio Ribera, co-founder of Rating Sky, centered on how to structure a company during scaling phases and how to maintain focus on key priorities.

Throughout the discussion, they addressed topics such as the transition from a building phase to a more structured growth stage, the need to align teams, objectives, and metrics, and the most common mistakes made when scaling.

Miguel Milián emphasized the importance of prioritization, noting that “it is essential to focus on what matters most and validate quickly, avoiding getting stuck in prolonged planning phases.” Julio Ribera, for his part, brought an experience-based perspective, highlighting that “growth requires a shift in decision-making and a much greater awareness of where effort is allocated.”

They also stressed the need to balance execution speed with stronger internal organization, avoiding both constant urgency dynamics and poorly defined processes. In this sense, they pointed out that “maintaining agility is not at odds with introducing structure; in many cases, it is precisely what enables sustained growth over time.”

A space to address questions and translate insights into practice

The session concluded with a Q&A segment in which attendees were able to raise questions and delve deeper into the topics discussed. This space helped ground the content in practical scenarios and reinforced the webinar’s applied nature.

Would you like to explore all the details? You can watch the full webinar recording and access a step-by-step overview of the main recommendations shared during the session.

If you don’t want to miss upcoming sessions, check out the ONE Platform’s webinar agenda.