Building a service to help tech SMEs internationalise: progress update

Building a service to help tech SMEs internationalise: an update on progress ---------------------------------------------------------------------------------------------------------------------------- Friday, 27 November 2009

Need ---------------------------------------------------------------------------------------------------------------------------- SMEs don’t have the internal infrastructure or ready external support layer to optimise their efforts to internationalise This is diminishing the opportunities available for UK Technology to grow Friday, 27 November 2009

Need ---------------------------------------------------------------------------------------------------------------------------- 50,000 SMEs in UK technology sector Friday, 27 November 2009

Need ---------------------------------------------------------------------------------------------------------------------------- 50,000 SMEs in UK technology sector 17,000 internationalising at any one time Friday, 27 November 2009

Need ---------------------------------------------------------------------------------------------------------------------------- 50,000 SMEs in UK technology sector 17,000 internationalising at any one time seeking growth, profits, reduced dependence on a single market Friday, 27 November 2009

Need ---------------------------------------------------------------------------------------------------------------------------- Lack of managerial time, skills and knowledge* Inability to contact potential overseas customers* Limited information to locate and analyse markets *Crick, 2007: SMEs' Barriers Towards Internationalisation and Assistance Requirements in the UK Friday, 27 November 2009

Need ---------------------------------------------------------------------------------------------------------------------------- “Limited firm resources and international contacts as well as lack of requisite managerial knowledge about internationalisation have remained critical constraints to SME internationalisation. These resource limitations… seem particularly prevalent among smaller, newly internationalising.” p.5 OECD (2009), “Top Barriers and Drivers to SME Internationalisation” Report by the OECD Working Party on SMEs and Entrepreneurship, OECD Friday, 27 November 2009

The opportunity ---------------------------------------------------------------------------------------------------------------------------- UKTI's traditional activities alone cannot bridge the gap The web offers the opportunity to facilitate collaboration by SMEs - inserting a layer of mutual support and sharing intelligence UKTI and the UK Technology brand are contributors to that support layer, as are service suppliers and consulting companies Friday, 27 November 2009

Friday, 27 November 2009

Media UKTI industry UK Technology Global Markets LinkedIn Group Membership proportionate view showing members with completed proﬁles Tech SMEs Service providers Friday, 27 November 2009

Which Tech SMEs are represented? Exendex International Financial Systems Chootta Vecta Consulting Managed Networks Smarkets Kineo 21st Century Network Ainstainer Group LCCS London Network/Server Admin/Support UK Technology Global Markets ONLINET ExactTrak Codeplay Software LinkedIn Group Membership instaCommerce SME involvement by company name, location and title Blue Journey Enforce-IT SysEnvir Deep Visuals Cerulean Visions AutoGlobal Business Network Great Northern Design Nine Tiles Networks Where are they based? Geo.me Solutions Reading Research Optical Films Swansea Cambridge Sensotec Ltd Coventry Newzdog Ltd London Business Catalyst Brighton Time Is Ltd Newcastle What are their roles? Mayﬁeld Solutions: CRM, Software, Marketing Data Solutions Liverpool MD Smartly Green Limited Bristol Partner W3 Digital Ltd Cambridge Business Development Manager Info Stor Oxford Social Business Advisor Wishpot Leeds Consultant Smart-ISOtm Derby Director The Planet Group Harrow Owner Focus Innovation Hemel Hempstead Founder GreyRidge Software Bath Co-Founder F2IT Portsmouth CEO Starﬁsh Technologies Southampton COO Head of Operations inCode Wireless Twickenham Technical Marketing Manager RFIP Ltd: provider of RFID services & support Independent Technology Transfer Specialist Aetheric Engineering Ltd Principal Consultant icomplete.com Strategic Development Manager murphx Technology Evangelist Director Ionsquare VP, Design & Innovation BookingBug embeddable, hosted booking and reservation Director of Business Development, Europe system Friday, 27 November 2009

UK Technology Global Markets LinkedIn Group Membership service provider involvement by service and market served Which services are oﬀered? Events Network Partner, Fitzgerald and Law LLP, Chartered Accountants and Global Expansion Specialists Global marketing and branding Marketing manager at Mango d.o.o Owner, City House Consulting Executive Coach, Mentor, Revitalizer Co-Founder and Managing Director of OPEN Owner, The European Marketing Agency US market entry specialist Social Media for Sustainability Consultant Solicitors PR Which markets do they serve? Technology Commercialisation Catalyst, UK Technology Transfer Executive at BBC US Kukutana Japan Digital Grape Business Services Europe Global Go-To-Market Expert Canada Accountants -- UK, US and global China Solicitors -- UK, US and global Australia UK-based Translation Industry Consulting, Training and Software Pan-Asia Business Link Japan & Electronics Link Japan Africa Friday, 27 November 2009

The idea ---------------------------------------------------------------------------------------------------------------------------- Friday, 27 November 2009

The idea ---------------------------------------------------------------------------------------------------------------------------- At the heart of the service is a set of collaborative tools for use by SMEs, the service companies supporting them - here and overseas - and by government and non- government agencies The tools are designed to help SMEs ask the right questions, find useful answers and connect with the right partners Friday, 27 November 2009

The idea ---------------------------------------------------------------------------------------------------------------------------- Reputation Goal api network Context Accreditation Proﬁle History related Latest Popularity Market guide Industry dashboard Country dashboard Friday, 27 November 2009

The idea ---------------------------------------------------------------------------------------------------------------------------- Reputation Goal request for api information network Context Accreditation Proﬁle History related Latest Popularity Market guide Industry dashboard Country dashboard Friday, 27 November 2009

Service definition ---------------------------------------------------------------------------------------------------------------------------- At the heart of the system is a framework for identifying expert content (and expert responses) relevant to a particular situation or opportunity according to geography, company profile and company goal or task. The system enables participants to create or aggregate and add to useful content from across the web. Friday, 27 November 2009

Service definition ---------------------------------------------------------------------------------------------------------------------------- Content objects (Q & As, articles, PDFs, urls, videos, events, lists) are contextualised, persistent, dynamic and portable; this means they incorporate attributes such as related topics or goals, related content, metadata, ratings, comments, provenance, topicality and popularity with different participants (And it means that content objects can be enhanced and accredited by the community and shared around the web across an open API) Friday, 27 November 2009

time passes Friday, 27 November 2009

Service definition ---------------------------------------------------------------------------------------------------------------------------- So content is graded and filtered by the audience and aggregated around objectives Content is not created or managed by the service. Content is aggregated by or created by and managed by the participants. The body of content grows over time. Valued content becomes the most visible content, accredited for accuracy and value-in- context by experts and by the community, according to their reputation Friday, 27 November 2009

Service definition ---------------------------------------------------------------------------------------------------------------------------- Reputation (of participants) is a critical component of the service mechanism. The reputation of participants will derive from the quantity (how much, how often) and quality (how useful) of their contributions Accreditation (of content) is provided by experts and by the community. Recent, relevant content regarded highly by participants with a good reputation becomes the most visible Friday, 27 November 2009

The USP ---------------------------------------------------------------------------------------------------------------------------- “I like this for three reasons: the fact that you prompt people on what to think about; the fact that information is contextual and categorised; the fact that it’s all in one place. I would use this, absolutely.” -- Laurent Duchateau, in-person interview Friday, 27 November 2009

The USP ---------------------------------------------------------------------------------------------------------------------------- And, there’s nowhere else on the web with this combination of features and focus, backed up by 600 UKTI staff on the ground Friday, 27 November 2009

What people said... ---------------------------------------------------------------------------------------------------------------------------- “I’ve had a lot of pain internationalising. I figured it out the hard way and I spent a lot of money doing it. This service would have made all the difference. It’s too late for me, but these newer, smaller businesses? They need it.” Friday, 27 November 2009

What people said... ---------------------------------------------------------------------------------------------------------------------------- “This would be a huge value-add for my customers.” Friday, 27 November 2009

What people said... ---------------------------------------------------------------------------------------------------------------------------- “I like the competitive aspect. The country view or market view that shows market competitors and the effort required to get there -- that would really be helpful.” Friday, 27 November 2009

What people said... ---------------------------------------------------------------------------------------------------------------------------- “This is the kind of thing my customers have been looking for.” Friday, 27 November 2009

What people said... ---------------------------------------------------------------------------------------------------------------------------- “I’m looking for a well-coordinated and connected peer group of people who want to export to similar countries. I’d like to be part of an eco-system of exporters who can collaborate and share knowledge and experience, ideally at different stages of maturity, so the starters can learn from the veterans and avoid common mistakes.” Friday, 27 November 2009

Building a service to help tech SMEs internationalise: progress update

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