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

The Internationalisation Partnership - Partners In EXCELLENCE, B2BTraining and Maidsfield Associates

Cork, Ireland – August 7th 2009 – Maidsfield Associates, a business development and sales-side partnering consulting company for the Irish technology sector has entered into a three-way partnership with Beyond the Boardroom, an Ireland based Sales Leaderships, Consulting and Training company and Partners In EXCELLENCE, a US based sales, partnering and globalisation consulting and service business.

The focus of the partnership 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, Beyond the Boardroom and Partners In EXCELLENCE have helped Irish and other organizations achieve tremendous results in Internationalising. Organizations like Qumas, InnerWorkings, Decare Systems Ireland, Helix Health, Dolphin Software, IBM, HP, Canon, Motorola, Ericsson, Dassault Systemes, NCR, and others.

“I’m very excited about the impact this partnership can have on helping Irish Technology companies Internationalise. A key growth strategy for these companies, is globalisation. Together, we bring both a track record, experiences, and resources that can accelerate the results companies achieve, while significantly reducing risk in these programs.“- David A Brock, President of Partners In EXCELLENCE

“The future of Irish business lies in our ability to deliver internationally. This unique initiative is about giving Irish Tech companies the tools to overcome the challenges and pitfalls of the International business landscape. Our aim will be to deliver results, quicker and more effectively than has previously been seen.”, - Niall Devitt, Managing Partner of Beyond the Boardroom

“I’ve experienced first hand the challenges of internationalising Irish Technology companies. In expanding the capabilities and international reach of working with such good people as in David’s and Niall’s organisations, is about delivering faster and more effective results for the international success of Irish Technology Companies. ”, - Donagh Kiernan, Managing Partner of Maidsfield Associates

About Maidsfield Associates
Maidsfield Associates is a business development consulting company providing services to established internationally focussed technology companies. Maidsfield helps its clients meet their growth aspirations through delivering consulting services in Sales-side Corporate Partnerships and Strategic Business Development. Maidsfield clients include with internationally focussed technology companies in Dublin, Limerick and Cork.

Maidsfield’s founder, Donagh Kiernan has 20 years experience in working in, owning, driving and delivering results with international focussed Irish technology companies. In 2007/2008 Donagh was selected by Enterprise Ireland as one of 32 Irish business leaders to participate in a year long “Leadership for Growth Programme” for globally focussed business leaders delivered by the prestigious Stanford University in California. He is an active contributor to Irish Technology industry development organisations through it@cork, NSC Campus, Irish Software Association, CIT Alumni and on Enterprise Ireland initiatives.

About Beyond the Boardroom
Beyond the Boardroom is a leading Irish business development consultancy, working in the areas of sales leadership, sales management consulting and sales excellence programs.

Niall Devitt is the founder. He is a member of Top Sales Experts International team and the founder of Sales Leadership Ireland. His blog on sales know how is one of the mostly widely read sales resources on the net.

About Partners In EXCELLENCE:
Partners In EXCELLENCE is a global consulting company, focused on helping its clients achieve the highest level of results and performance in Sales, Marketing, New Product Introduction, and Globalisation. The firm is known for its pragmatic approach to driving significant growth and profitability for its clients.

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

On Monday December 1st 2008, Cork City, South Cork and West Cork Enterprise Boards, and FÁS together with the Plato Small Business Network will present a four hour workshop/seminar around the four core pillars essential to business survival, “Managing Business in an Uncertain Environment”

Maintaining Equilibrium - Managing Cash - Retaining your Customers - Internal Cost Competitiveness

I am presenting on “Internal Cost Competitiveness”. I have been asked to speak on how technology can help reduce the operating costs in today’s businesses. My focus will be on both technology in the business and real opportunities the Internet is presenting for businesses.

Things are changing all the time, I suggest you question everything in your business:
1) Energy Usage - IT, Lights and Heating - drawing from lessons at this week’s it@cork conference
2) Phone Costs - Landline and Mobile - VoIP / Skype
3) Broadband/Internet costs
4) Travel - Can Video Conferencing help?
5) Software - Google Apps and others
6) Services - What can you outsource (anywhere in the world?)

Donagh Kiernan
Maidsfield Associates
Partnering and Strategic Business Development

September 2008

After two years being CEO with Campbell Informatics, I’m back to pick up Maidsfield Associates. It’s been a great intensive two years with Campbell Informatics with many successes and many more to come. I spent much time building relationships and selling into the US Pharmaceutical market with Campbell Informatics and met many great people. I am continuing to support Cliff Campbell and the Campbell Informatics team as a Director on the Board and an advisor.

Maidsfield’s focus is on assisting globally focussed technology companies with Sales Generating Partnerships and Strategic Business Development support to the CEO.

Thankfully, things have taken a good start with reviving old client relationships and some new ones. I enjoy the constant learning experience and I revel in progressing and developing further and bringing this experience to my clients. In that vein, I was deeply honoured to have been one of the 32 Irish technology entrepreneurs to have been selected to participate in the Enterprise Ireland / Stanford University Leadership 4 Growth Programme over the past year. I learned so much and met so many great people.

In continuing with Maidsfield, I chose the focus of Partnering as it’s an area I had good successes in the past and when finding the right-fit can deliver great value to growing technology companies.

I chose Strategic Business Development supporting the CEO, as I enjoy it and can quickly understand the CEO’s visions and plans in developing their business and assist in their projects

Looking forward to it

Donagh Kiernan
Maidsfield Associates
info@maidsfield.com

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.

This is a fulltime position which means that I am transitioning out of Maidsfield. Maidsfield clients are being introduced to Whitehorsepoint Business and Marketing Consultants

Campbell Informatics (formerly Cliff Campbell & Associates) is a great company with fantastic potential, great people involved in the business and happy clients with tangible successes.

Campbell Informatics’ Avenio sofwtare is a very innovative Data Modelling and Engineering Data Management engine for the Life Science Manufacturing sector.

I’ve been consulting to Campbell Informatics for the past year assisting with business strategy and plannning and helping find a CEO….

It’s now my job, working with Cliff Campbell, the founder and now president, and the rest of the team, to grow the opportunities and the company’s capacity to deliver on them. I’m really looking forward to it…

Read more on Campbell Informatics website

“I feel like I just got home”…

it’s been stirring for the past months on whether it was happening or not. Now it’s official…Amazon are establishing their European Service Centre in Cork.

see RTE’s article

This further copper fastens Ireland’s strength in securing the new economy multinationals.

Also with the recent announcement of Cork company DSI’s partnership with Amazon, Ireland is really showing it’s world class capabilities in the new economy in attracting such commitments.

Congratulations to the IDA, Minister Michael Martin and his team..

December’05, Youghal, Co Cork, Ireland

The first event of the new Enterprise Youghal industry organisation took place in the Walter Raleigh Hotel on Tuesday, December 6th, with a strong attendance of over 50 local business representatives.

The organisations purpose is to drive Enterprise Development within the Youghal region. The greater Youghal area has a population of over 50,000 people with many small businesses. Through enabling proactive business networking and structured support from the South Cork Enterprise Board, Enterprise Ireland and The Youghal Chamber of Commerce, Enterprise Youghal aims to encourage and drive business development in the region.

South Cork Enterprise Board secured Maidsfield Associates to assist in the establishment of the Enterprise Youghal working with Youghal Town Council and Youghal Chamber of Commerce.

University College Cork operates a successful and highly appreciated Executive MBA Programme. In order to ensure the product continues to meet market needs, Donagh Kiernan of Maidsfield was engaged to facilitate a review.

The review involved facilitating a number of Focus Groups and reviewing the target candidate student (Ideal Client).

The Focus Groups consisted of Industry Leaders, Human Resource Directors, UCC MBA Graduates, UCC MBA Board, UCC Administration and Lecturing Staff took place over two month period in August/September ?¢‚ǨÀú05.

The review report was produced and presented to the MBA Management Board for discussion and review.

January’06, Cork, Ireland

Decare Systems Ireland (DSI), a leading provider of software and Internet solutions, based in the University Technology Centre in Cork have secured a partnership agreement with Amazon, the world’s largest online retailer.

Amazon’s online retail business involves selling product from their own warehouses but also acts as a channel for other merchants to sell their product on Amazon. The size of the merchant companies vary from 1 person selling used DVD movies to established wholesale/distributors/resellers selling a wide range of products.

DSI’s successes already include Avon.com and Figis in the development of their ecommerce platforms but also integration into the Amazon US platform. DSI are also the leading developer of Health Insurance Administration Systems within the US market.

In creating, recognising and realising opportunities Maidsfield have been a tremendous assistance. Working closely with the DSI management team over the past year in development our partnership with Amazon, Donagh has demonstrated the real value of what Maidsfield have to offer, getting things started and producing results. DSI and Amazon have a real sales-generation partnership bringing real value and immediate increased revenue to Merchants, Amazon and DSI.

- John Murphy, General Manager, Decare Systems Ireland

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.