Why a lack of commercial capabilities in Scotland ensures continued inability to create indigenous companies of scale

All is not well in Scotland’s emerging technology business sector. Major successes are thin on the ground whilst our technology companies struggle to grow into the ‘businesses of scale’ that our heritage in innovation and engineering excellence merits. Planys has been working with companies in this sector since 2006 and we strongly believe that the reason for our underperformance is a national deficit in marketing and sales capabilities. This discussion paper explains the reasons behind this situation, the damaging effects on our emerging technology businesses and the forces that perpetuate the status quo. The intention is to raise awareness of the issue and stimulate debate by calling it as we see it from the coal face. Please be aware that the intention here is not to be critical of efforts in this sector so far – but it is to stimulate thinking about a more commercially balanced approach. We welcome your thoughts and contributions to the debate.
Download the discussion paper.

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This entry was posted on Sunday, February 21st, 2010 at 9:22 pm by Joe Henry and is filed under Commercial skills, Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.