There were just two of us that started Neocol back in 2003. I took care of sales and marketing, and my partner took care of the clever, technical stuff. When we began, we didn’t have that much capital. To boot, we had zero customers and not one member of staff to assist us. We made up for these shortcomings with a whole bunch of enthusiasm, energy, and creative ideas.
We had spotted a niche, and knew our friends over at IBM had some technology to address it. IBM was slow to realise what they had, so we effectively took the proposition to market for them.
After some persistent drum beating and clever marketing, we started to attend joint customer meetings. We had researched heavily, therefore on many occasions we actually ended up knowing more about IBM’s proposition than the IBM sales people accompanying us!