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As an early stage technology company, the early deals done with big companies can set the course for the business for some time into the future. Getting them done is rarely simple, but the first step is to make sure you have the right champion.

I was recently interviewed as part of a research project into corporate innovation by a group seeking to establish how large corporates could create new service and product lines.  It was early in the morning, so I was at my most blunt.

Successful commercialisation requires a great technology with differentiated IP, a sound strategy with clear execution, and a little bit of unexpected foresight.

“Fifteen thousand pounds” That’s the point I knew the client had lost the deal.  And with the deal, the long term viability of the company.

The lean approach to software creation has brought market testing much earlier in the life cycle of a product.  Its aim is to try to find market acceptance as soon as possible so that companies minimise the risk of building products that turn out to be not sufficiently compelling.