Technology start-ups need more sales and project management skills

10 Sep 2008

A business development programme in Cork has demonstrated how technology start-ups can’t be complacent about having a good product, but need to put concerted effort into effective selling and project management.

Seven IT companies have completed the programme run by the South Cork Enterprise Board (SCEB), and part-financed by the European Union under the National Development Plan 2007-2013.

The SCEB has recorded a huge increase in tech start-ups over the past number of years and felt it needed to ensure these businesses were given every chance to succeed – providing focus on the commercialisation aspects and the time it takes to bring products to market.

 “Stereotypical beliefs about the selling process are a major reason why some technology companies fail,” said Tim O’Leary, of Derryshal Sales Consultancy, who was involved in the course.

“Just because you may have a good technical product doesn’t mean that you will win the business. There is much more to selling than just having a good product or service, especially if you are targeting the international markets.”

The programme has already helped one participant to negotiate the full sale of their in-house designed, anti-spam product to a leading internet service provider in Ireland, he added.

By Sorcha Corcoran