I attended the ITANS CEO Boot Camp in Halifax yesterday. It was geared to small & medium sized businesses in the IT sector. There were a few of us from New Brunswick as well as at least one person from Newfoundland in attendance. I decided to attend because of the great price – $75 and the presentation on e-Health in afternoon.
The morning started with a presentation from Michael O’Neil, Managing Director of IDC Canada. He talked about the various definitions of innovation and commercialisation, stating that commmercialisation should be the focus of any IT firm. I think that this is just quibbling over definitions. Many definitions of innovation include wealth creation. For an excellent, and non-mainstream, read on innovation and its underlying principles, read Dave Pollard’s 30 page – A Prescription for Business Innovation (2004) instead.
What I found the most useful part Michael’s presentation was his description of the typical growth curve of a company and how a company needs different kinds of partners, depending on where it is in its growth. For instance in the initial stage, IT product companies need sales partners, usually hired at great expense, to get those first product sales. In Stage 2, companies need services partners, with existing relationships in vertical markets, who can refer their products. Later, in Stage 3, companies need logistics partners, to smoothly handle customer service. Finally, in Stage 4, companies need to find hyper-efficient channel partners, such as Dell is for the computer hardware industry.
Michael also likened the typical IT company’s perspective toward its customers as wearing your suit jacket inside-out. Only the company can see the nice, finished fabric. He said that vendors have to stop considering themselves as the centre of their solar system, and put their customers at the centre. His presentation was then followed by two IT company representatives who rarely mentioned their customers, and one talked about the need to get the "message to the market" correct. An inside-out approach, I would say.
For small companies, there were a few more nuggets of wisdom during the morning, but you had to dig hard to find them. Many of the models shown would have worked well during the dot com bubble, but I’m not sure how well they will work today for a start-up tech company. For now, I’m sticking with Dave Pollard and his work on Natural Enterprises and Clayton Christensen’s theories on innovation.
