Martin Wrobel, Prof. Dr.

Martin Wrobel is Visiting Professor of Marketing at the Berlin School of Economics and Law and a researcher at the Alexander von Humboldt Institute for Internet and Society who has been working in the area of Internet-enabled innovation since 2013.

His areas of research interests include collaboration between startups and corporates as well as customer acquisition, sales and marketing related to startups. At HIIG he was part of the “Mittelstand 4.0” initiative and in charge of the “How to collaborate with startups?” project, a study that was conducted in cooperation with Spielfeld Digital Hub, a joint cooperation between Roland Berger and VISA Europe. As part of the project, Martin has been a visiting scholar at the Massachusetts Institute of Technology (MIT Media Lab) in Cambridge and at the The New School (Parsons’ School of Art, Media, and Technology) in New York City.

His PhD research focused on individual competency requirements for founders in the sales and marketing role of an Internet-enabled startup. He successfully completed his dissertation at Berlin University of the Arts in August 2016. While working on his PhD, he built up the Startup-Clinics, a service offered to startups free of charge. Martin supported more than 100 startups with their challenges in marketing, sales, and HR.

Prior to his time at HIIG Martin studied international management (MA) at the Berlin School of Economics and Law. Before he worked in management positions for German retailer METRO Group and also has been involved in building up B2B Software as a Service startups. He also taught several university classes in CRM and Global Marketing at Business and Information Technology School (BiTS) and Institute for the International Education of Students (Programm an der Humboldt Universität zu Berlin).

Martin Wrobel

Position

Associated Researcher: Innovation & Entrepreneurship

Relevant Publications
Conference contributions and other activities
Relevant Publications

Working Paper:

Dopfer M., Grafenstein, M. v., Richter, N., Schildhauer, T., Tech, R. P. G., Trifonov, S., Wrobel, M. (2015). Fördernde Und Hindernde Faktoren Für Internet-Enabled Startups. (Supporting and Hindering Factors for Internet-Enabled Startups.). HIIG Discussion Paper Series. Publication details

Book contributions and chapters:

Wrobel, M. (2018). Do You HAve What It Takes to Become an Internet Entrepreneur? The Key Competencies of Successful Founders. In P. Jackson, N. Richter, T. Schildhauer (Eds.), Entrepreneurial Innovation and Leadership. Preparing for a Digital Future. Cham, Switzerland: Palgrave McMillan. Publication details

Müller, H. & Wrobel, M. (2014). Spannungsfeld Strategie und Geschäftsmodell – Ein integrierter Lösungsansatz mit Praxisbeispielen. In Schallmo, T. (Ed.), Kompendium Geschäftsmodell-Innovation: Grundlagen, aktuelle Ansätze und Fallbeispiele zur erfolgreichen Geschäftsmodell-Innovation. Wiesbaden: Springer. Publication details

Books:

Wrobel, M. (2016). Ermittlung eines personenspezifischen Kompetenzprofils für Internet-enabled Startups in den Bereichen Marketing und Vertrieb. Berlin: epubli. Publication details

Other publications:

Wrobel, M. (2017). Welche Kompetenzen braucht ein erfolgreicher Entrepreneur in diesen unsicheren Zeiten?, HIIG Blog. Publication details

Wrobel, M. & Springer, L. (2017). “Jetzt ist der Moment für Kooperationen mit dem Mittelstand!”, . HIIG Blog. Publication details

Wrobel, M., Schmechel, L. (2017). Kooperationen zwischen Startups und Mittelstand. Learn. Match. Partner, . HIIG Blog Article. Publication details

Wrobel, M., Schildhauer, T., & Preiß, K. (2017). Kooperationen zwischen Startups und Mittelstand. Learn. Match. Partner, . Eine Studie des Alexander von Humboldt Instituts für Internet und Gesellschaft. Publication details

Wrobel, M. (2017). Mittelstand und Start-ups: Gemeinsam gelingt es!, Focus Money, 50. Publication details

Wrobel, M. & Schmeiss, J. (2016). KMU trifft Startup – und vice versa, . HIIG Blog. Publication details

Wrobel, M. (2016). Eindrücke vom “Global Research Symposium on Marketing and Entrepreneurship” in San Diego, . HIIG Blog. Publication details

Wrobel, M. (2016). Die ersten 100 Kunden: Taktiken zur Kundenakquise, . HIIG Blog. Publication details

Wrobel, M. (2015). Wie finde ich den/die passende/n Mitgründer/in?, HIIG Blog. Publication details

Wrobel, M. (2015). Visiting the WEI Harvard Conference and the Harvard Innovation Lab, . HIIG Blog. Publication details

Wrobel, M. (2014). Conference report: “Forum Gründungsforschung 2014” in Oldenburg, . HIIG Blog. Publication details

Wrobel, M. (2014). Entrepreneurship & Sales, . HIIG Blog. Publication details

Wrobel, M. (2014). Do Internet startups need sales?, HIIG Blog. Publication details

Conference contributions and other activities

Lectures and Presentations:

Kooperationen zwischen Start-Ups und Mittelstand - Herausforderungen und Chancen
InnovationsForum: "Startup meets Mittelstand" . BVMW. ZKM, Karlsruhe, Germany: 23.05.2018

Martin Wrobel

Kooperationen zwischen Startups und Mittelständlern. Modelle für die Zukunft
1. VDI-Fachkonferenz: Corporates und StartUps - Neue Geschäftsfelder und Digitale Transformation . VDI. Leonardo Hotel Arabellapark, München, Germany: 06.12.2017

Martin Wrobel

Kooperationen zwischen Startups und Mittelstand. Learn. Match. Partner
Vorstellung der Studie . Spielfeld Digital Hub, Berlin, Germany: 15.11.2017

Martin Wrobel

Are you ready to start-up?
Science Slam Deutschland . SO36, Berlin, Germany: 06.02.2017

Martin Wrobel

The role of applied research in our dynamic startup world of today using the example of the “Startup-Clinics” at the Alexander von Humboldt Institute for Internet & Society
The MENA Innovation Summit on Job Creation and Entrepreneurship . BMWi - Federal Ministry for Economic Affairs and Energy. BMWi - Federal Ministry for Economic Affairs and Energy, Berlin, Germany: 24.10.2016

Martin Wrobel

The Art of Startup Customer Acquisition
Lange Nacht der Startups . IHK Berlin. IHK, Berlin, Germany: 03.09.2016

Martin Wrobel

Innovation and Entrepreneurship at HIIG
Visit of a delegation of MBA students and professors from the IDC Herzliya . Alexander von Humboldt institute for internet and society. Humboldt Institut für Internet und Gesellschaft, Berlin, Germany: 21.07.2016

Martin Wrobel

Introduction to the App Economy in Europe and to the Entrepreneurial Research Lab at HIIG
Startup Clinics Talk: The App Economy in Europe . progressive policy institute & Alexander von Humboldt institute for internet and society. Humboldt Institut für Internet und Gesellschaft, Berlin, Germany: 09.06.2016

Martin Wrobel

How to land your first customers
Startup Camp Berlin (Session: Startup Camp Berlin). Humboldt-Universität. Startup Camp Berlin Humboldt Universität, Berlin, Germany: 08.04.2016

Martin Wrobel

Sales 101: 10 things you should consider when doing sales!
Lange Nacht der Startups . IHK Berlin. IHK Berlin, Berlin, Germany: 05.09.2015

Martin Wrobel

Things every founder should consider when doing sales!
Axel Springer Plug and Play . Axel Springer. Axel Springer, Berlin, Germany: 26.08.2015

Martin Wrobel

Competency Profiles for Internet-enabled Startups in Marketing and Sales: An Explanatory Qualitative Empirical Analysis
The WEI Business and Economics Academic Conference . Harvard University. Harvard University, Cambridge, USA: 08.06.2015

Martin Wrobel

The Importance of Sales for Startups
Startup Institute . Startup Institute Berlin. Startup Institute Berlin, Berlin, Germany: 06.03.2015

Martin Wrobel

The Sales and Marketing Clinic
Magical Startups . Magical Startups. W Hotel, Santiago de Chile, Chile: 06.01.2015

Martin Wrobel

Moderation of Workshops and Panels:

Chancen und Herausforderungen von Kooperationen zwischen Startups und Mittelständlern
TOA Disrupted! The unconventional conference for Mittelstand, Startups and Corporates Tech Open Air Festival 2017. Tech Open Air, Berlin, Germany: 13.07.2017

Martin Wrobel

Organisation of Events:

B2B Sales Roundtable GDPR
14.05.2018. Humboldt Institut für Internet und Gesellschaft, Berlin, Germany (National)

Martin Wrobel, Prof. Dr.