2017 WAS OUT FIRST FULL YEAR AS TECHNOLOGY PARTNER TO ENTREPRENEURIAL SPARK. WE HAVE HAD SOME GREAT SUCCESSES ALONG THE WAY AND LIKE ALL GREAT START-UPS WE EVEN HAVE “PIVOTED” OUR OFFERING TO LEVERAGE OUR WIDER CAPABILITIES FOR THE BENEFIT OF ESPARK BUSINESSES.
School of Code epitomizes the breadth and depth of what are able to offer. In the words of Chris Meah CEO “The help we’ve received from Dell EMC has been immense, from the invaluable connections and Pivotal coding mentors, to advice on approaching B2B sales, to purchasing laptops… they’ve been a great asset to help us achieve quicker and more effectively than on our own.”
50% of Dell Technologies staff worldwide are involved sales, marketing and customer service. It took us a while to realise that this capability is a value source of support for early stage tech businesses looking to scale their B2B sales operations. We offer much more than just “tech advice”. It seems obvious now but we had to first really understand the customer in order to come to this conclusion.
One business comes to mind, a natural resources software solutions business was struggling with international sales. We were able to bring global rigor and process to the sales management function and can happily report over $500k new orders for the business in 2017 alone.
I attended the London Entrepreneurial Spark opening and went on camera to state that engagement from Dell Technologies mentor staff had increased during 2017. For London we were oversubscribed with mentor applications. Feedback on the mentoring experience continues to be positive – enabling colleagues to develop their mentoring skills whilst leveraging their experience to benefit businesses.
Interest in Internet of Things (IOT) related advice and guidance is growing and will be major feature in 2018. Dell Technologies is going full tilt into the Internet of Things market, setting up a new division and promising to invest $1bn in IoT R&D over three years to build the business. We have a number of promising IOT businesses in Espark who we are already developing close partnerships with.
Talking of partnering! In October 2017 we also partnered with Royal Bank of Scotland and Entrepreneurial Spark on the launch of our Digital Disruptors Report. Kevin Hanley, RBS Head of Innovation joined us on a panel to discuss with implications of the report with selected press.
What of 2018? We aim to further offer our global sales, marketing and partnering capability for selected priority technology scale up businesses whilst at the same time identifying new opportunities to support all businesses in Entrepreneurial Spark.
Finally a big thankyou to all Dell Technologies mentors and colleagues who have assisted business in 2017. In many cases it’s the regular small & consistent interventions that help most.
I’ll leave the final word to another Entrepreneurial Spark business who we started work with in 2016 and keep in touch with on a regular basis. “Dell EMC have helped our business by being a really good sounding board. Whether it’s managing our developers or action on enterprise sales, the team have been great at helping shape our action plans.” Jonny Clarke, CEO, Locate a Locum.