Technology startups often succeed in developing innovative solutions but struggle to validate whether there is a sufficiently strong market for those solutions, articulate their commercial proposition and move from incubation into sustainable commercial activity. The challenge was therefore to help technology entrepreneurs bridge the gap between innovation and commercialisation.

IED collaborated with the Botswana Digital & Innovation Hub (BDIH) to support technology startups incubated at BDIH. IED’s assignment focused specifically on market validation and commercialisation. Through practical mentorship and business-development support, IED helped startups examine their target customers and markets, test the commercial potential of their solutions, strengthen their business models and identify pathways towards market entry and revenue generation. The intervention was designed to help founders look beyond the technology itself and answer the critical commercial questions: Who is the customer? What problem is being solved? Is there a market? How will the business generate revenue? And what is required to take the solution to market?

10 startups participated in the exercise, all drawn from the technology and innovation ecosystem at BDIH.

IED worked directly with the participating ventures through practical business mentorship, providing support tailored to the commercialisation challenges faced by each startup. The intervention helped participating startups strengthen the commercial dimensions of their ventures, particularly their understanding of target markets, customers, business models and routes to commercialisation. The work helped innovators assess their businesses from a market and commercial perspective and provided practical guidance for moving from innovation towards sustainable enterprise.

IED’s experience in supporting innovation-driven enterprises provides a platform for continued collaboration with incubation and innovation institutions. IED can continue supporting startups beyond technical development by helping them validate markets, strengthen commercial models, develop business strategies and prepare for sustainable growth.