Maidsfield Blog - Partnering and Business Development

I had an interesting discussion with a long-time fellow traveller in the Irish tech scene yesterday. When my first business was 4 years old, we were his first customer to get him started. This business competes in a commodity service space against very large competitors. The reason I bought from him then is still the same reason when the company is selling its offerings today; that is ‘trust’ in the level of service and reliability.

So how does a small company internationalise commodity service and beat the big boys?

Two areas to think about:

1) Sectors Specialists
In a small geographical market, specialising on specific industry sectors may not provide enough market to sustain and grow your business, so you provide your services to many sectors within your region. When going international, unless you’re a big brand with deep pockets you need to focus on specific sectors and understand the key business issues in those sectors and how this relates to the service you provide. Being able to provide some specific features and knowledge that shows your specialist focus will make you stand out and beat generalist players.

2) Partner for Market Access and In-market Capability
Seek the type of partner that makes sense for your business. In reviewing the customer journey of what you sell from Gaining Awareness to Customer Support, what elements are imperative that you should keep and what elements can a partner provide with in-market credibility?

In my friend’s example, we discussed him seeking partnerships that bring proven relationships with his target customer base that can bring his business qualified leads and even assist in the delivery and support. The prime supplier-customer relationship will need to be retained.

In a bizarre mix of partner roles Referral and Support Partner responsibilities were discussed. Of course a referral partner network could be established with a separate support partner network could be progressed also.

Bottom line, partner according to what you need across your entire customer journey.

talk soon, Donagh Kiernan, www.maidsfield.com

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

Donagh Kiernan Appointed CEO of Campbell Informatics.

As a result of my move, Maidsfield Business Development is being transition to Whitehorsepoint Business and Marketing Consultants.

Whitehorsepoint is a privately held Irish company providing International Marketing, Business and IT professional services to a wide range of Irish and international clients. Whitehorsepoint and its founders have a proven track record in the software and telecommunications industries and an impressive list of client relationships.

Irene McGoey is one of the principles of Whitehorsepoint. Irene did great things at Euristix in assisting with market definition and general marketing activities. I first heard about Irene at the time around Euristix winning the Irish Software Association Marketing Company of the year. Vistech was a supplier to Euristix at that time. I also worked with Irene in more recent months as fellow Enterprise Ireland Mentors. Irene is also helping us out in Campbell Informatics on the Marketing side.

Vistech was a big part of my life. It was my first business, where I cut my teeth as a business person.

I have many fond memories of successes, great times, great people, great team spirit and great technologies developed.

Of course the latter years provided many tough business decisions and situations when I tried to recover the business to its former times after the damage done at the 2001 turn in the market. The last three years provided me with much more business experience that the previous six.

Am I happy how it all went at the end of the day? No, but I am happy that I dealt with all issues at hand in a responsible manner. I’m happy that when it mattered I had the support of many good people in the team to work through the tough times. Thanks.

Would I do it again?
- Yes I would, but better of course

In my previous existing in Vistech, at it’s peak, I employed 43 staff. With the decline in the market at the end of 2001 and true experiences that followed we truly endured many hard lessons.

In Maidsfield and the Business Development of Technology companies I operated by oursourcing an element of what I do.

Monday next, January 30th, sees the start of Mary Meehan as Maidsfield’s first employee. I didn’t enter into the decision lightly, memories of the past come back to me…..

Mary posseses much experience in Marketing and Sales and I’m really looking forward to working with Mary.