The Office of the City of Yokohama Representative to the Americas recently hosted a webinar titled “Learning from Authentic North American Startup Pitches: Dialogue Tips for Collaboration — Second Seminar on Promoting Open Innovation with Overseas Partners” aimed at helping Japanese companies better understand the intricacies of western-style startup pitches. Held in December 2024, the event provided the Japanese audience an in-depth look at how startups in North America communicate their innovative services and business goals, offering valuable insights to foster future collaborations between Japanese companies and international startups.

There are many major Japanese companies interested in the innovation that comes out of major startup hubs around the world and that would look favorably upon partnering to access those cutting-edge technologies and services, but differences in culture and communication styles can complicate these efforts. Similarly, international startups entering new markets face significant hurdles, including navigating unfamiliar business cultures, aligning expectations, and building trust with potential partners. This webinar addressed these challenges, offering practical advice to Japanese companies on how North American startup culture has catalyzed around the art of the business pitch, in the hopes of spurring successful open innovation in the future.

The event featured expert speakers, including Kevin Ninomiya, Co-Founder of ShibuLA Ventures, who shared insights on the goals and structure of startup pitches, and Naoko Sobue, Senior Manager of Japan Post Co., Ltd. and Business Development Manager of Toll Group, who shared the perspective of a Japanese company which has experience engaging with international startups. Participants also had the opportunity to watch live pitches from North American startups GearChain and Runopt, both of which showcased their transformative technologies. These sessions prepared the audience by highlighting how western startup founders prioritize transparency, expediency, and zeal, and then backing up the lesson with real examples from companies actually interested in international partnerships to spur successful connections.

In addition to the pitches, a panel discussion delved into common miscommunications between Japanese companies and U.S. startups, as well as strategies to overcome them. Panelists discussed the strengths and weaknesses of Japanese companies from the perspective of international startups, offering actionable advice on building trust and aligning goals. Topics also discussed include the differences exhibited in startup culture across North American hubs, and the importance for Japanese companies to understand the needs of their potential business partner startups during discussions.

This webinar initiative is part of Yokohama’s ongoing efforts to promote open innovation and create an ecosystem in Japan that welcomes international startups. By facilitating these opportunities, Yokohama aims to lower the barriers that can arise when startups and established companies from different countries collaborate. Yokohama City’s dedication to fostering partnerships and bridging cultural gaps marks it as an ideal location for growth and mutual success.

Watch the full webinar recording:

(In Japanese language, with machine-translated subtitles available)