This is the next contribution to this blog by Associate Phil Newman, a London-based marketing and commercialization strategist for technology companies. Phil’s post is part of our continuing series about the ecosystem necessary to bring technology to market. We welcome your comments.
By Phil Newman
Yield management involves the strategic control of inventory to sell it to the right customer at the right time for the right price. Book your flight to New York two days before you’re due to fly and you’ll get the idea of purchasing at the top end. Rather than considering late booking as a negative, why not apply airline pricing to your business to create demand among early buyers, or early adopters?
Airline pricing is an art that has helped airlines grow revenues and price their services to align with seasonal shifts, Icelandic volcanoes and the vagaries of economic downturns. Robert Crandall, former chairman and CEO of American Airlines, gave yield management its name and defined it as “the single most important technical development in transportation management since we entered deregulation.”
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This is the seventh article in a continuing series that examines the state of the ecosystem necessary to successfully bring technology to market. Based on dozens of interviews with entrepreneurs, venture capitalists, angel investors, business leaders, academics, tech-transfer experts and policy makers, this series looks at what is working and what can be improved in the go-to-market ecosystem in the United States, Canada and Britain. We invite your feedback.
By Francis Moran and Leo Valiquette
“Nothing disheartens me more than meeting an entrepreneur in B.C. who says his ambition is to one day conquer the Ontario market,” Anthony Lee, general partner at Altos Ventures and co-founder of the C100, told us in an interview a few months back.
While building a globally competitive company may not be the right objective for everyone, Lee makes a key point. For any venture to succeed, its founders must have a vision that will stretch the boundaries of what they know and challenge what they believe is attainable.
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This is the first contribution to this blog by Associate Caroline Kealey, an internationally recognized communications strategist, speaker, trainer, facilitator and author.
By Caroline Kealey
In my experience, decision making executives in a variety of sectors often fail to recognize the value their communications people bring to their organization. Often, this arises because the communicators themselves have not adequately conveyed the value they provide in a way that resonates with management.
As a senior decision maker, regardless of whether your organization is a startup or a mature technology company, you can make a powerful shift in your thinking by framing the communications function as a strategic element of your organization’s business development and revenue generation activities. Effective communicators contribute far more than the typical “stuff” of communications, such as news releases, speeches or events. They can provide unique counsel that will bring insightful and strategic “outside-in” thinking to your organization.
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This is the sixth article in a continuing series that examines the state of the ecosystem necessary to successfully bring technology to market. Based on dozens of interviews with entrepreneurs, venture capitalists, angel investors, business leaders, academics, tech-transfer experts and policy makers, this series looks at what is working and what can be improved in the go-to-market ecosystem in the United States, Canada and Britain. We invite your feedback.
By Francis Moran and Leo Valiquette
“Government doesn’t start companies,” Iain Klugman, CEO of Communitech, told us a little while back. “Individuals do.”
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This is the first contribution to this blog by Associate Andrew Penny, an Ottawa-based business development and market strategist for B2B companies, and president of Kingsford Consulting Ltd. Andrew’s post is part of our continuing series about the ecosystem necessary to bring technology to market. We welcome your comments.
By Andrew Penny
A lot has been said about creating an Innovative Culture. Research labs, government departments and agencies are all trying to figure out just how to make us innovate. The thought being that innovation equals wealth creation. However, to create this wealth someone has to do something with the innovation, someone who is prepared to take the risk that things may not work out quite as planned.
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By Phil Newman
