Banregio and Gentera launched BanregioLABS and Fiinlab respectively, their own open innovation initiatives and commercial pilot programs, where they do their own scouting and invite FinTechs to work on projects with them. The difference between these Labs is that they also promote intrapreneurship in a flexible and independent scheme. Itaú opted for an association to launch a completely open platform, Cubo, which collects information on startups exclusively with B2B value propositions and which anyone, including its competitors, can consult. It works thanks to the incentive that everyone can find information about everyone. “We learn from the relationship between the bank and entrepreneurs. Since this is a non-exclusive open platform, startups may trade with Itaú and any other bank and company of any other segment; we do not apply this restriction, which adds value by not limiting the entrepreneur.” R. P. Saldanha Gama, manager of Cubo Institutional conversation, March 28, 2018 Once they filter and choose the FinTechs with which they want to work, the process of mutual knowledge begins. Some institutions offer an acceleration process with mentors, close support and access to resources; others go directly to create pilots for very specific challenges from within the organization, with the ultimate goal of finding an ideal model in which both the corporate and the startup succeed. “Instead of developing software from the very beginning, what we did was a liaison model with this company that enables us to offer to our clients the app ‘HSCB Control Total’ in a white label model, where the app, name and branding are owned by HSBC through a technology partnership.” J. C. Espinosa, director of Digital Strategy and Innovation of HSBC Mexico Institutional conversation, March 5, 2018 A TWO-WAY PATH 53