(This is a guest post by Sean Murphy, who coaches early stage technology firms. You can find Sean on Twitter, LinkedIn or on his blog.)
Startups have to take care to extract as much as they can of a larger firm’s understanding of a problem. Without this a startup can have "missing pieces" in their solution. Even when the larger company lays out the full problem and what's needed to solve it, a startup may mistakenly decide to address a subset of the problem. If the larger company supplies the residual pieces without complaint, the startup is lulled into a false sense of security until they have tried to sell their solution to other companies and have been turned down several times. I have personally experienced this several times from both sides of the table, here are a couple examples of what this looked like for startups.