Maidsfield Blog - Partnering and Business Development

(10 Companies Only)

HPSU Skillnet will host a full day workshop on the Commercial Value of Partnering on Wednesday, 24th March 2010. In order to grow a technology business internationally, corporate partnerships are an essential element. These partnerships help broaden the company’s market access and grow revenues. Business managers/owners need to understand partnering strategies, how to identify partners, the dynamics of successful partner relationships and the varied types of partners that can operate in generating revenues for a business. These are all critical and vital to succeed in selling through corporate partnerships.

This workshop will provide participants with an overview of partnering as well as demonstrating the commercial added value of engaging in a partnering strategy. The workshop will also touch on some of the tools and methodologies to use when considering a partnering strategy.

Profile: Donagh is the founder and Managing Director of Maidsfield Associates, providing business development and partnering consultancy for globally focused technology companies. With almost twenty years in technology development, sales and business management Donagh has been operating his own businesses since 1994. Donagh’s first business, Vistech Software, was featured in Deloitte & Touche Ireland’s Technology FAST 50 for three consecutive years.

Target Participants: The programme is suitable for CEOs and Senior Managers of young or established hardware or software technology product, software-as-a-service and specialist service businesses. It is expected that participating companies are already selling their products or services in the market, whether domestically or internationally.
Programme Summary: The programme consists of a full day workshop and a follow-up 1-to-1 next day meeting (1.5 hours) with each participating company to assist in partnering strategies and implementation plans.

Session 1 Partnerships Fundamentals
Partnering Introduction and Stories, The Partnering Objective, Business Readiness to Partner, Partnering in a SaaS Business, Business Models and Pricing
Session 2 Partnering Strategy – Workshop
Partnering Objective Workshop, Selecting Your Partner Types - The Market Ecosystem Approach, Devising Your Market Ecosystem - Breakout Session, Reviewing the partner types in the Ecosystem
Session 3 Partner Management (a)
The Business Flow - Capabilities and Responsibilities, Partner Recruitment & Partner Fit, Partnering into new Industry Regions, Partnering into new Industry Sectors
Session 4 Partner Management (b)
Multi-Level Relationships, Management & Reporting, Agreements - Heads of Terms – Commercials, Mixing Models - Partner types and Direct Sales, Building your Partner Programme

TO BOOK: Please email Gert O’Rourke - gorourke@hpsuskillnet.com

Based on the interest in our morning event, we have decided to run the event again in the afternoon of Tuesday 29th. 

Internationalisation is the biggest single challenge facing the Irish Tech Sector today. Having ambition in Ireland, means you’re looking international quickly. Irish Tech companies almost immediately face great challenges to make their business successful.

On Tuesday the 29th of September 2009, between 2:30pm to 6:30pm at the Hampton hotel in Donnybrook, Dublin 4, we invite CEO s of Irish Technology Companies to join us - Register Today, limited to 30 attendees.

The event will present talks from leading International and Irish experts, case studies from successful indigenous Irish Technology companies, and an opportunity to discuss the challenges and pitfalls of the International business landscape with your peers.

On the back of their recent partnership announcement Donagh Kiernan of Maidsfield Associates, Niall Devitt of Beyond the Boardroom and David Brock from Los Angeles based Partners In EXCELLENCE, will present and discuss how Irish technology companies can to succeed in international markets.

The Partners In EXCELLENCE, Beyond the Boardroom and Maidsfield Associates Strategic Partnership’s focus is to help Irish Technology companies accelerate the results they achieve through their Internationalisation efforts. The partnership brings together experience and track record in helping companies successfully expand globally. Leveraging the capabilities to access new regions, markets, develop new channels and alliances; this partnership will help Irish Technologies improve the results they achieve in competing in a global market.

Whether your organisation is seeking to go international or already trading abroad the internationalisation partnership can assist you to ensure you achieve the highest levels of performance and the best results possible.

Together, Maidsfield Associates, Beyond the Boardroom and Partners In EXCELLENCE have helped Irish and other organisations achieve tremendous results in Internationalising. Organisations like Qumas, InnerWorkings, Decare Systems Ireland, Helix Health, Dolphin Software, Enterprise Ireland, IBM, HP, Canon, Motorola, Ericsson, Dassault Systemes, NCR, and others.

Timetable

14:30 Arrive, Coffee and Registration
15:00 Welcome and Introduction - Donagh Kiernan & Niall Devitt
15:10 Corporate Partnering into Markets - Donagh Kiernan
15:50 Hi Tech Globalisation Options - David Brock
16:30 Internationalisation Workshop - facilitated by Niall Devitt
Breaking into roundtables / groups and discussing internationalisation challenges and potential solutions
17:50 Coffee and Networking
18:30 Close

Attendees are limited to 30 - register today

Internationalisation is the biggest single challenge facing the Irish Tech Sector today. Having ambition in Ireland, means you’re looking international quickly. Irish Tech companies almost immediately face great challenges to make their business successful.

On Tuesday the 29th of September 2009, between 10am to 2pm at the Hampton hotel in Donnybrook, Dublin 4, we invite CEO s of Irish Technology Companies to join us - Register Today, limited to 30 attendees.

The event will present talks from leading International and Irish experts, case studies from successful indigenous Irish Technology companies, and an opportunity to discuss the challenges and pitfalls of the International business landscape with your peers.

On the back of their recent partnership announcement Donagh Kiernan of Maidsfield Associates, Niall Devitt of Beyond the Boardroom and David Brock from Los Angeles based Partners In EXCELLENCE along with guest Kevin O’Leary CEO of Qumas, the internationally successful Irish software company, will present and discuss how Irish technology companies can to succeed in international markets.

The Partners In EXCELLENCE, Beyond the Boardroom and Maidsfield Associates Strategic Partnership’s focus is to help Irish Technology companies accelerate the results they achieve through their Internationalisation efforts. The partnership brings together experience and track record in helping companies successfully expand globally. Leveraging the capabilities to access new regions, markets, develop new channels and alliances; this partnership will help Irish Technologies improve the results they achieve in competing in a global market.

Whether your organisation is seeking to go international or already trading abroad the internationalisation partnership can assist you to ensure you achieve the highest levels of performance and the best results possible.

Together, Maidsfield Associates, Beyond the Boardroom and Partners In EXCELLENCE have helped Irish and other organisations achieve tremendous results in Internationalising. Organisations like Qumas, InnerWorkings, Decare Systems Ireland, Helix Health, Dolphin Software, Enterprise Ireland, IBM, HP, Canon, Motorola, Ericsson, Dassault Systemes, NCR, and others.

Timetable

10:00 Arrive, Coffee and Registration
10:30 Welcome and Introduction - Donagh Kiernan & Niall Devitt
10:40 Corporate Partnering into Markets - Donagh Kiernan
Guest: Kevin O’Leary, CEO Qumas
11:20 Hi Tech Globalisation Options - David Brock
11:50 Internationalisation Workshop - facilitated by Niall Devitt
Breaking into roundtables / groups and discussing internationalisation challenges and potential solutions
13:10 Lunch and Networking
14:00 Close

Attendees are limited to 30 - register today

I’ve never been to a BizCamp but heard great things about how it works. Thanks for heads up Fran. I’m registered. http://www.bizcamp.ie

The event is on all day on Saturday, Sept 19th in the Guinness Storehouse, Dublin.

From the adhoc description of what I heard, it sounds like a free-for-all, speakers everywhere and people can go to what they want to hear.

They have a video of what happened last March - RTE News footage.
http://www.bizcamp.ie/2009/07/rte-coverage-of-the-last-bizcamp/

Where the industry can share experiences and help each other, it’s a worthy event for me.

Two events of interest in the coming weeks - interactive lunchtime sessions in the NSC Boardroom: (limited seats available)

1) Tuesday June 9th 11:30 - International Services Success with Pat McGrath of PM Group and Jim Costello of SouthWestern (SWS BPO)
register on the it@Cork website - http://www.itcork.ie/index.cfm?page=events&eventId=156

2) Tuesday June 23rd 11:30 International Product Success with Denis Kennelly of Tivoli at IBM and Richard Cooke of Lincor
register on the it@Cork website - http://www.itcork.ie/index.cfm?page=events&eventId=157

Register here https://www.eventelephant.com/SalesLeadershipIreland

The Changing World in Sales - “Buyers Are Not Buying”

This is a meet event organised by the Sales Leadership Ireland LinkedIn Group. This is a not-for-profit initiative.

A practical look at how companies and sales people might respond to the current challenges and opportunities in the market.

SECTION 1: Interactive sessions with Speakers (45 minutes)
1) Introduction to Sales Leadership Ireland- Niall Devitt, B2B Training

2) “Removing the New Bottlenecks in today’s Sales Processes” – 10 minutes
Niall Devitt of B2BTraining will lead a discussion on how sales challenges are always changing with changing markets, how to identify these changes and how to respond.

3) “Partnering into New Markets” – 10 minutes
Donagh Kiernan of Maidsfield Associates will present a case study of how corporate partnering is an effective method of entering new sectoral or regional markets.

4) “Engaging with Customers through New Media” – 20 minutes
Damien Mulley of Mulley Communications will discuss how new media can be used to communicate with your market and gain new business.

Register here https://www.eventelephant.com/SalesLeadershipIreland

SECTION 2: Key Challenges Roundtables (1 hour)
Maximum attendees 30 – 3 round tables of 10

A number of identified Key Challenges in the industry today will be discussed and debated to share insights on how challenges can and are be met by members. The key challenges will be collected from the Sales Leadership Ireland - Linked-In Discussion Group.

Structure:
a) Introduce identified “Key Challenges” – (5 Minutes)
b) One “Key Challenge” will be assigned to each roundtable. Each table will select a spokesperson to chair a discussion and collect suggested actions to meet these challenges, taking notes on a flipchart page (30 Minutes)
c) Each table’s spokesperson will present their findings to the whole group (30 Minutes)
d) Session Summary and Close

COFFEE & NETWORKING

A session report will be submitted to the Sales Leadership Ireland LinkedIn Group Discussion

Register here https://www.eventelephant.com/SalesLeadershipIreland

Richenda, my wife, remembers when U2 played at Waterford Regional Technical College, now WIT, at a price of 50 pence per student. She didnt go, she was a bit young. Who was U2 then anyway? But no doubt they were great. Many people missed their opportunity to see this U2 greatness in the making.

How do you become great? It’s not by one great deed nor one great goal nor one great success. Many people rest on one thing of greatness and it fades.

I’m so lucky to regularly meet so many great people today in business in Ireland and further afield. I am always keen for these people to share their knowledge and experience with the industry, within an industry organisation such as it@cork for example.

The it@Cork annual conference is coming up and many great people are speaking and attending. do see www.itcork.ie for more information.

I am really looking forward to hear Jim Mountjoy speak. A great person indeed, both for his achievements and his contribution to the technology sector in Ireland. Jim doesnt speak in public very often and maybe curses the thought of it. No doubt his to-the-point approach will come across from the podium as much as it does across the table. If you dont know of Jim, just do a google and you’ll see.

Other great people speaking at the conference include Charles Handy, Robert Scoble, Joe Gantly and many more.

Great People will gather in the 100’s in Rochestown Park Hotel, Cork - November 30th - Book at www.itcork.ie

In your mind, Who are the great people in the Irish Technology Sector? Do we do enough to reward them for their leadership and contribution?

RSS has been described as “arguably the most important new technology of the 21st century”.

Although a reasonably new technology, RSS is extremely rapidly becoming mainstream - especially with Microsoft’s recent announcement that it is building RSS into Internet Explorer, Microsoft Office and Windows Vista.

RSS allows you to subscribe to websites and even search engine results, so that you can be notified of updates.

Tom Raftery, an RSS expert, will showcase how best to leverage this potent new technology and how to be constantly fed market intelligence on your areas of interest.

Event Title: RSS for Non Techies

Date: Tuesday, October 25th, 6pm at the National Software Center, Mahon. Registration from 5.30pm.

Registration: Register online on www.itcork.ie or email nelly@itcork.ie

Fee: FREE to all members. √¬¢‚Äö?Ñ??¬¨¬®20 per person for non members.