The document summarizes a networking event organized by BEN (Bristol & Bath Science Park) on July 12, 2012. The event was held at Bristol & Bath Science Park from 6-9pm and featured several speakers on topics related to exporting and international trade. Upcoming BEN networking events were also listed covering various themes like summer social events, technology updates, and preparing for venture capital events. Contact information was provided for UK Trade & Investment organizations that can help businesses with international trade.
State of the Startup & Venture Capital Landscape in DACH, 2018 Edition (corre...Mathias Ockenfels
Our annual update of the State of the Startup & Venture Capital Landscape in Germany, Austria and Switzerland (DACH) - 2018 Edition by Speedinvest x (www.speedinvest.com/x) and Frontline Ventures (www.frontline.vc) - more on www.ockenrock.com - First correction of previously uploaded version see: https://www.slideshare.net/mathiasockenfels/state-of-the-startup-venture-capital-landscape-in-dach-2018edition - more on this see: https://medium.com/speedinvest/state-of-the-startup-venture-capital-landscape-in-dach-2018-edition-e0193abe26bd
Industrifonden's Swedish Tech Funding Report Q1-Q2 2017 provides an analysis of the venture investment activity in Swedish private tech companies during the first six months of 2017.
The Speedinvest x Marketplace Scorecard - Pirate Summit Cologne 2019Mathias Ockenfels
Sharing the winning marketplace formula for early stage marketplace- & platform-businesses enabled by strong network effects as presented on June 27th 2019 at Pirate Summit in Cologne. For more see: www.marketplace-scorecard.com
State of the Startup & Venture Capital Landscape in DACH, 2018 Edition (corre...Mathias Ockenfels
Our annual update of the State of the Startup & Venture Capital Landscape in Germany, Austria and Switzerland (DACH) - 2018 Edition by Speedinvest x (www.speedinvest.com/x) and Frontline Ventures (www.frontline.vc) - more on www.ockenrock.com - First correction of previously uploaded version see: https://www.slideshare.net/mathiasockenfels/state-of-the-startup-venture-capital-landscape-in-dach-2018edition - more on this see: https://medium.com/speedinvest/state-of-the-startup-venture-capital-landscape-in-dach-2018-edition-e0193abe26bd
Industrifonden's Swedish Tech Funding Report Q1-Q2 2017 provides an analysis of the venture investment activity in Swedish private tech companies during the first six months of 2017.
The Speedinvest x Marketplace Scorecard - Pirate Summit Cologne 2019Mathias Ockenfels
Sharing the winning marketplace formula for early stage marketplace- & platform-businesses enabled by strong network effects as presented on June 27th 2019 at Pirate Summit in Cologne. For more see: www.marketplace-scorecard.com
Based on our direct conversations with stockbrokers, NOMADs, auditors and lawyers, an LSE AIM listed company valued at $100m would need to have (ultra conservatively) $8–10m in revenue and $0–1m in EBITDA.
https://jason.com.ng/a-120-150m-ipo-for-iroko-in-2021/
Inno-Fuel overview of western Switzerland's startup ecosystem (2017)Alexandre Grutman
Dear Reader,
After Dave Brown’s much appreciated ‘Hitchhikers guide to the Swiss French Tech Startup Community’ last updated in Jan 2015, it was time for another update.
Inno-Fuel’s team tried to pull most of the latest relevant info together which we hope you will appreciate.
A special thanks to Eric Maire, Colin Turner and Jérôme Vasamillet for their great contribution !
We hope you appreciate the update and please inform us of any comments or relevant continuous updates you might have regarding the ecosystem !
New Roads, New Directions, New Markets - Gary HayesGary Hayes
New Roads, New Directions, New Markets by Gary Hayes as part of a LAMP orientation seminar series looks at the changing australian media landscape and emerging types of content.
New markets can power business growth, but to win them you need the right toolkit. Drawing on dozens of industry interviews, in-the-trenches personal experience, and extensive research, this book lays out how companies can find, enter, and win in new markets--and organize themselves to tackle the mission successfully.
1. Segmentación
2. Segmentación y sus niveles
3. ¿Qué es segmentar?
4. Características de segmentación de mercado de consumos y sus respectivas divisiones o variables
5. Mercado meta
6. Condiciones para una buena segmentación
Export For Growth guide from Miller Rosenfalck & UKTIStuart Miller
This guide outlines the point you need to consider before venturing into international business. And it tells you where to go for help and guidance. As we are a law firm, it is perhaps no surprise that we urge all exporters to seek proper legal advice. But exporting does not usually start with legal issues – rather, with an opportunity! And then with research such as this.
Slides which accompanied the Q2 2019 Quarterly Investment Briefing on 30th May. The event saw presentations from Shaw and Co. on their new Investment Academy, from Bristol and Bath Regional Capital on the City Funds and from Tom Bridges of ARUP who shared insights into what we can learn from Leeds. Slides 66-68 include information about those 24 companies that are actively raising investment in Q2 2019. Check out the disclaimer - these aren't recommendations, just information.
Scott Strain, UKTI's Trade Director for Australasia was joined by Dianne Tipping, Chairman of Export Council of Australia to give hints and tips to British companies looking to export to Australia.
Based on our direct conversations with stockbrokers, NOMADs, auditors and lawyers, an LSE AIM listed company valued at $100m would need to have (ultra conservatively) $8–10m in revenue and $0–1m in EBITDA.
https://jason.com.ng/a-120-150m-ipo-for-iroko-in-2021/
Inno-Fuel overview of western Switzerland's startup ecosystem (2017)Alexandre Grutman
Dear Reader,
After Dave Brown’s much appreciated ‘Hitchhikers guide to the Swiss French Tech Startup Community’ last updated in Jan 2015, it was time for another update.
Inno-Fuel’s team tried to pull most of the latest relevant info together which we hope you will appreciate.
A special thanks to Eric Maire, Colin Turner and Jérôme Vasamillet for their great contribution !
We hope you appreciate the update and please inform us of any comments or relevant continuous updates you might have regarding the ecosystem !
New Roads, New Directions, New Markets - Gary HayesGary Hayes
New Roads, New Directions, New Markets by Gary Hayes as part of a LAMP orientation seminar series looks at the changing australian media landscape and emerging types of content.
New markets can power business growth, but to win them you need the right toolkit. Drawing on dozens of industry interviews, in-the-trenches personal experience, and extensive research, this book lays out how companies can find, enter, and win in new markets--and organize themselves to tackle the mission successfully.
1. Segmentación
2. Segmentación y sus niveles
3. ¿Qué es segmentar?
4. Características de segmentación de mercado de consumos y sus respectivas divisiones o variables
5. Mercado meta
6. Condiciones para una buena segmentación
Export For Growth guide from Miller Rosenfalck & UKTIStuart Miller
This guide outlines the point you need to consider before venturing into international business. And it tells you where to go for help and guidance. As we are a law firm, it is perhaps no surprise that we urge all exporters to seek proper legal advice. But exporting does not usually start with legal issues – rather, with an opportunity! And then with research such as this.
Slides which accompanied the Q2 2019 Quarterly Investment Briefing on 30th May. The event saw presentations from Shaw and Co. on their new Investment Academy, from Bristol and Bath Regional Capital on the City Funds and from Tom Bridges of ARUP who shared insights into what we can learn from Leeds. Slides 66-68 include information about those 24 companies that are actively raising investment in Q2 2019. Check out the disclaimer - these aren't recommendations, just information.
Scott Strain, UKTI's Trade Director for Australasia was joined by Dianne Tipping, Chairman of Export Council of Australia to give hints and tips to British companies looking to export to Australia.
A slide for exporting companies, strategies, challenges and more.
Graphical and easy layout, models, pictures and animations included.
By the Danish Trade Council.
Francis Clark is delighted to present our 9th annual Finance in Cornwall event, which has become an integral part of ‘Cornwall Business Week’.
The event looks to bring together people representing the funding and support streams potentially available to SMEs. Therefore, the event is of great relevance to Business Owners and Managers looking to find the best finance options available for their business and the support on offer to help them achieve their aims.
This year's event includes presentations from the big banks as well as the "alternative" finance providers. There will also be a number of organisations contracted to provide business support; including the providers of the Growth Hub and an update on 'European Funding'.
Fashion Comes Full Circle: Redesigning a Sustainable Future Through Internati...KTN
To help UK businesses become truly global enterprises through strategic collaboration, Innovate UK launched its Global Expert Missions (GEMs) in October 2017. Delivered by KTN Global Alliance, the missions provide an expert-led evidence base to strengthen Innovate UK’s global investment strategy: how and where it should invest to create UK business opportunities in partnerships with key economies.
• Presentations from sources of grant, debt and equity funding, as well as business support agencies operating in the region
• The presentations will be short and sharp giving the delegate a basis for an assessment of which funding stream/funder matches their requirements
• To have a targeted session depending on your business needs – with a session focussed on start-up/early stage businesses
• Presentations from sources of grant, debt and equity funding, as well as business support agencies operating in the region
• The presentations will be short and sharp giving the delegate a basis for an assessment of which funding stream/funder matches their requirements
• To have a targeted session depending on your business needs – with a session focussed on start-up/early stage businesses
Slides that would have accompanied the Q1 2020 Quarterly Investment Briefing for West of England on 26th March if it had happened! The slides include a presentation from Steve Holt of the Development Bank of Wales and an update on those companies that have raised investment and those that hope to do so in the next quarter.
Slides 19-20 include information about those 13 companies that are actively raising investment in Q1 2020. Check out the disclaimer - these aren't recommendations, just information.
An Introduction to Eurostars - an Opportunity for SMEs to Collaborate Interna...KTN
This webinar highlighted opportunities within the EUREKA Eurostars programme and how Innovate UK KTN and partners can help your business to innovate and go international.
Similar to BEN Networking - New Markets Abroad July 2012 (20)
GraphRAG is All You need? LLM & Knowledge GraphGuy Korland
Guy Korland, CEO and Co-founder of FalkorDB, will review two articles on the integration of language models with knowledge graphs.
1. Unifying Large Language Models and Knowledge Graphs: A Roadmap.
https://arxiv.org/abs/2306.08302
2. Microsoft Research's GraphRAG paper and a review paper on various uses of knowledge graphs:
https://www.microsoft.com/en-us/research/blog/graphrag-unlocking-llm-discovery-on-narrative-private-data/
The Metaverse and AI: how can decision-makers harness the Metaverse for their...Jen Stirrup
The Metaverse is popularized in science fiction, and now it is becoming closer to being a part of our daily lives through the use of social media and shopping companies. How can businesses survive in a world where Artificial Intelligence is becoming the present as well as the future of technology, and how does the Metaverse fit into business strategy when futurist ideas are developing into reality at accelerated rates? How do we do this when our data isn't up to scratch? How can we move towards success with our data so we are set up for the Metaverse when it arrives?
How can you help your company evolve, adapt, and succeed using Artificial Intelligence and the Metaverse to stay ahead of the competition? What are the potential issues, complications, and benefits that these technologies could bring to us and our organizations? In this session, Jen Stirrup will explain how to start thinking about these technologies as an organisation.
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
Welcome to the first live UiPath Community Day Dubai! Join us for this unique occasion to meet our local and global UiPath Community and leaders. You will get a full view of the MEA region's automation landscape and the AI Powered automation technology capabilities of UiPath. Also, hosted by our local partners Marc Ellis, you will enjoy a half-day packed with industry insights and automation peers networking.
📕 Curious on our agenda? Wait no more!
10:00 Welcome note - UiPath Community in Dubai
Lovely Sinha, UiPath Community Chapter Leader, UiPath MVPx3, Hyper-automation Consultant, First Abu Dhabi Bank
10:20 A UiPath cross-region MEA overview
Ashraf El Zarka, VP and Managing Director MEA, UiPath
10:35: Customer Success Journey
Deepthi Deepak, Head of Intelligent Automation CoE, First Abu Dhabi Bank
11:15 The UiPath approach to GenAI with our three principles: improve accuracy, supercharge productivity, and automate more
Boris Krumrey, Global VP, Automation Innovation, UiPath
12:15 To discover how Marc Ellis leverages tech-driven solutions in recruitment and managed services.
Brendan Lingam, Director of Sales and Business Development, Marc Ellis
Dev Dives: Train smarter, not harder – active learning and UiPath LLMs for do...UiPathCommunity
💥 Speed, accuracy, and scaling – discover the superpowers of GenAI in action with UiPath Document Understanding and Communications Mining™:
See how to accelerate model training and optimize model performance with active learning
Learn about the latest enhancements to out-of-the-box document processing – with little to no training required
Get an exclusive demo of the new family of UiPath LLMs – GenAI models specialized for processing different types of documents and messages
This is a hands-on session specifically designed for automation developers and AI enthusiasts seeking to enhance their knowledge in leveraging the latest intelligent document processing capabilities offered by UiPath.
Speakers:
👨🏫 Andras Palfi, Senior Product Manager, UiPath
👩🏫 Lenka Dulovicova, Product Program Manager, UiPath
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
Generative AI Deep Dive: Advancing from Proof of Concept to ProductionAggregage
Join Maher Hanafi, VP of Engineering at Betterworks, in this new session where he'll share a practical framework to transform Gen AI prototypes into impactful products! He'll delve into the complexities of data collection and management, model selection and optimization, and ensuring security, scalability, and responsible use.
SAP Sapphire 2024 - ASUG301 building better apps with SAP Fiori.pdfPeter Spielvogel
Building better applications for business users with SAP Fiori.
• What is SAP Fiori and why it matters to you
• How a better user experience drives measurable business benefits
• How to get started with SAP Fiori today
• How SAP Fiori elements accelerates application development
• How SAP Build Code includes SAP Fiori tools and other generative artificial intelligence capabilities
• How SAP Fiori paves the way for using AI in SAP apps
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
5. Upcoming BEN Networking Events
Theme When Where What
Summer BEN 16th August River Cruise to • Cruise Bristol Harbour
2012 Beeses • Head out into countryside
Social Event 6.30 – • BBQ at Beeses Tea Rooms
9.30pm • Bring friends and family
Technology 6th Bristol & Bath • Leading edge technologies
September Science Park • Measurement – LIMA
Update – 2012 • Simulation and composites
Future 6-9pm
Manufacturing
Making the 11th October Bristol & Bath • Tips and pitfalls
2012 Science Park • What investors are looking for
Perfect Pitch 6-9pm • Get the tone and body language
right
• Preparation for Venturefest
Venturefest Wednesday UWE • Keynote speakers
7th November Conference • Workshops
Bristol 2012 Centre • Innovation showcase
2012 All day • Pitching panel
6. Venturefest
Bristol 2012
1-day event on 7th November
at UWE Conference Centre
Registration opens on 18th July
‘bringing together innovators, entrepreneurs
and investors to make things happen’
– Keynote presentations + workshops
– Innovation Showcase + support exhibitors
– The Pitch
– IP Clinics + Funding Clinics
7. This Evening’s Programme
6:45-8.30 Speakers
Introduction Alastair Watson BEN
Key Note Paul O’Collins UKTI
Views from Tom Jarman Biocentre
the coal face Technology
Mark Ellis Mervarde Ltd
Chris Swingler Propath Continental
Q&A
8:15-9:00 Networking
8.
9. Exporting – Is it for me?
Suggestions on how to become an effective exporter
Paul O’Collins
Project Manager – Public Sector Contracts
Business West
Exporting 12th July 2012 9
10. Protect and Grow
Exporting can help you survive and grow.
There are real opportunities and real support activities to help you
trade internationally.
The UK offers exporters a market with few barriers to entry.
UK Trade & Investment | Exporting for Growth 10
11. Top 10 products and services
What we sell overseas
Top 10 Products (up /down)
• Pharmaceuticals (£16.9bn) 6. Aerospace (£7.6bn)
• Petroleum related (£12.4bn) 7. Telecoms (£7.6bn)
• Automotive (£11.8bn) 8. Organo compounds (£5.3bn)
• Other oil related (£9.9bn) 9. Measuring/Analytical (£4.8bn)
• Engines/motors (£9.6bn) 10. Alcohol/beverages (£4.6bn)
UK Trade & Investment | Exporting for Growth 11
12. Changing world ?
The world is converging
Rapid growth in internet access Example
Demographics • 1.3bn population in China
• Western World • 314m middle class in next 5 yrs
Long lives, small families • Shenzhen 12m population
• Developing World • 100m urban residents since 2006
Short lives, large families • 100’s of millions getting out of
poverty in Asia
‘The Asian Tilt’ - The move from West to East
Emerging markets are driving recovery
UK Trade & Investment | Exporting for Growth 12
13. Export in the South West
The facts…
• 196,605 VAT registered companies (9.4% of
UK)
• 5,700 companies export from the South West
50/50 split goods / services
• South West lags behind the rest of the UK in
terms of export
4.3% Challenge is to
• National Challenge is to increase number of
GDP boost exports
and increase
companies exporting from 20% to 25% number of
companies
exporting
Source: HMRC and UK Trade & Investment
UK Trade & Investment | Exporting for Growth 13
14. Helping South West exporters
Across sectors, markets and across the world
UK Trade & Investment | Exporting for Growth 14
15. The world awaits
Economic growth forecast
UK Trade & Investment | Exporting for Growth Source: Price Waterhouse Cooper 15
16. The Export Journey
• If you don’t know where you are going, you
don’t need a map.
UK Trade & Investment | Exporting for Growth 16
17. What type of exporter are you?
Strategic – based upon research
and analysis
Adaptive – “How about selling
this in xxxxland ?”
Reactive – “You want it for
where?”
Passive – “How did that
happen?”
Source: UK Trade & Investment
UK Trade & Investment | Exporting for Growth 17
18. What gets people into export?
Some examples of how companies become exporters
• Unsolicited enquiry
• Over selling
• Enquiry from a prospective sales channel
• “Cunning plan” suggested by colleagues,
suppliers or friends
Evidence shows
• Attended an international trade event that new exporters
are likely to
• Relatives live there improve their
productivity by a
Or....it forms part of a strategic third in their first
year
plan for growth
33%
Source: British Chambers of Commerce
UK Trade & Investment | Exporting for Growth 18
19. Rising to the challenge
Lots of reasons why not to do business internationally
Resource, availability and cost
Legal, regulatory and IP issues
Insufficient margin in product
Finance and cashflow implications
Selecting channels to market
Managing risk and getting paid
Language and cultural barriers
Logistics
Loss of focus on domestic market
Loss of control
UK Trade & Investment | Exporting for Growth 19
20. Why exporting is good for business
Become more dynamic, innovative and successful
Companies that export:
• More productive and innovative
than non-exporters
• More resilient to an economic
downturn
• Improve their financial performance 60%
• Better international profile and UK companies that
brand recognition / value export are
responsible for 60%
of national
• Are more likely to stay in business productivity growth
Source: Nottingham University / UK Trade & Investment
UK Trade & Investment | Exporting for Growth 20
21. The Export Formula
• For those who like neat formulae:
Pr + S((T + M + R )F
* (I))Pl/Rk = E
UK Trade & Investment | Exporting for Growth 21
22. The Export Formula
or:
Products and Services*((Time + Money +
Resource )*Fear * (Information))*
Planning/Risk = Export
UK Trade & Investment | Exporting for Growth 22
23. 5 Steps to Export
UK Trade & Investment | Exporting for Growth 23
24. Create an export culture - share the dream
UK Trade & Investment | Exporting for Growth 24
25. Creating an export culture
UK Trade & Investment | Exporting for Growth 25
26. Mine your resources, your clients and your network.
Employees, Associates, Suppliers
What do your customers do with
your products?
Who knows
who or what?
UK Trade & Investment | Exporting for Growth 26
27. International Trade Solutions - South West England
3 Support Agencies – 1 point of access
International Trade Adviser
UK Trade & Investment | Exporting for Growth 27
28. How UKTI support can help you
Working with European Partners
Enterprise Europe Network
Project funded jointly by the EU and by UKTI
Support for SME’s wishing to operate in Europe with help to implement
competitiveness and innovation initiatives
Providing information and advice on trade in Europe
Foster international business cooperation
Stimulate innovation particularly in joint R&D and
technology transfer projects
Type your title and date here 00/00/0000 28
29. How UKTI support can help you
Working with European Partners
Enterprise Europe Network EEN Capability
600 host organisations
51 countries
4000+ staff
EEN operates across the European
Trade area covering > 21m businesses
and a population of over 700m
Also includes non EU countries Russia,
Israel, USA, Japan S.Korea and Chile
Type your title and date here 00/00/0000 29
30. How UKTI support can help you
Working with European Partners
EEN Core services include
Access information through Partner Network
IP Support and advice
European R&D funding guidance
Access to over 15,000 business collaboration opportunities
Information and advice on EU Regulation and Legislation
Partner search for commercial, technical and R&D collaboration
Trade Show and Brokerage (B2B) support
Type your title and date here 00/00/0000 30
31. ERDF
Expertise in every aspect of international trade
ERDF Internationalisation Programme for South West
eligible companies
- Enhanced support to help grow your business through export
- Grant funding (£1,000 up to £25,000) 2:1 match
- Additional support in the form of:-
International Trade Advisory support, Research, Events, Clinics and
Business Development Programmes
UK Trade & Investment | Exporting for Growth 31
32. UK Trade & Investment
Opportunities for British firms around the world
UK Trade & Investment
helps UK-based
companies succeed
globally and assists
overseas companies to
bring high quality
investment to the UK.
UK Trade & Investment | Exporting for Growth 32
33. Global reach
There are opportunities for UK exporters in all areas of the world
British Embassies and Diplomatic offices based in 96 markets, with
2,400 UKTI staff that offer local, in-market knowledge and expertise.
UK Trade & Investment | Exporting for Growth 33
34. Delivering the difference
UKTI core offer provides well defined incremental support to SMEs
Trade Market Business Export Export Overseas Develop Intense
Show Visit Language Market Training Market Export Support
Access Support & Culture Research (P2E) Introduction Strategy for Export
(ECR) (EMRS) (OMIS) (G3) Growth
Value Add
Strategic
Tactical
With intense support from International Trade Advisers to provide
customised export solutions to SMEs
UK Trade & Investment | Exporting for Growth
35. How UKTI has helped
Some key figures on UKTI activity
• Every £1 UKTI spends, £22 is generated for the
Over 3,000
UK economy. companies
increased R&D
• UKTI’s financial benefit to businesses across all activity as a
trade services £6 billion in 2011 (up from £5bn) result of UKTI
24,400 support
• Helped create more than 126,000 jobs in UK Companies
Benefited
• Over 3,000 companies increased R&D activity in
the UK as a result of UKTI support.
• UKTI assisted 24,400 companies to exploit
opportunities in overseas markets over a 12
month period.
UK Trade & Investment | Exporting for Growth 35
36. Access all Markets
Package of support to help companies grow exports
Our goal is to help companies to export more
Intense programme of support to help overcome
barriers and manage risk
Help to grow export in new markets
Diverse, flexible and customised support
Support based on readiness, competence,
capability and desire to grow export sales
UK Trade & Investment | Exporting for Growth 36
37. Getting it right
Use the assistance available to:
1. Research your market and 1. Establish the effect on cashflow
choose well and profit
2. Create an export strategy in 2. Sort out logistics
line with your current /planned
3. Protect your Intellectual Property
capabilities and ambitions
4. Make sure you get paid
3. Understand tax and duty
5. Resource up and stay the distance
4. Choose and develop a
distribution model
5. Sort out contracts
UK Trade & Investment | Exporting for Growth 37
38. THE UK HAS THE MOST OPEN AND BUSINESS-
ORIENTATED ECONOMY OF EUROPE, WITH THE
MOST FLEXIBLE LABOUR MARKETS, AND THE
LEAST RESTRICTIVE SYSTEMS
38
39. How to contact UK Trade & Investment
For help, advice, access to International support programmes
Local help from the International Trade
Centre
• Access to International Trade Advisers and
support programmes
International Trade Centre:
Call
0845 6060969 0845 6060969
info@enterpriseeuropesw.org.uk
Enquiries@uktisouthwest.org
UK Trade & Investment | Exporting for Growth 39
72. Introduction and Context
72
My background
Real-time Software Engineering background
Bag carrying sales guy
Sales Manager, Sales SVP
Managing Director
Experiences
3 * UK VC backed organisation (3i, Questor)
1 * Finnish backed (Connor, Ferd)
1 * PE (HG Capital)
Verticals
Document Management in Life Sciences
Outsourcing and Hosting in Accountancy and Legal SME
Fuel saving / Green energy Maratime.
So I have a few badges
73. My Metaphor
73
Mountains & climbing expeditions
Inspiration
SheffieldClimbers
Rebecca Stephens
My mountains…
74. Experiences of accessing new markets
74
UK based
targeting W. Europe, Middle East & Japan
(B)leading Edge
Software Technology, B2B
76. Establishing base camps
76
Sales, pre-sales and consulting
Local corporate entity
Hiring
Hiring is difficult, a local, a native
Training and Indoctrination
Training them at your HQ, continue to train them
Technical and business
Belief
Socialise with them
Make sure that you are hiring skills and experience, not strong bilingual speakers
Work with Partners
Get references
Localise Marketing
Have a country & market plan
Use it as an “aide memoire” and corporate memory
Don’t be afraid to change it
Give it time 4-6 months
77. Cultural Issues
77
Diversity of issues
Italian Contracting processes
Japanese entertaining
UAE partnership promises
Business ethics – gifts, bribes and entertaining
Effort Required
Pacing your self
Quarter ends, Year ends
Marathons and sprints
Success and Failure
Have a medium term view
You need pockets
Expect the first foray into a market to fail
Failure will help you learn and focus
Manage the joining and leaving of staff professionally
78. And Finally…
78
You only have 2 real problems:-
Expectation setting
Internal & External
Communication
79. Reaching the summit…
79
So you make it to the peak…
Result?
Trade Sale?
Acquisition by larger organisation
Losing control
Cultural and Organisational issues
Loyalties change
Staff departures
Professional, humane and respectful
Fast exits
What about you?
Should I or stay or should I go ?
80. Climbing Kit
80
Preparation And Homework
“Crossing the Chasm” - Geoffrey Moore
“Good to Great” - Jim Collins
“Angels, Dragons and Vultures” (How to tame your
investors… and not lose your company) – Simon Acland
“Strategic Selling” - Miller Heiman
“SPIN”, Simon Rackham, Huthwaite International
Rent or buy some experience…
…going up and coming down…
Energy drinks and sleeping aids
81. 81
Mark Ellis
+44 7788 871052
markmellis@blueyonder.co.uk
“Sales, Management and GotoMarket Consultancy
services to accelerate growth within dynamic
entrepreneurial businesses”
83. Exporting:
Relationships and
Showing an interest in the local
language pays dividends
Chris Swingler
PROPATH CONTINENTAL
+44(0)7980.915290
www.propathconsultingservices.co.uk
New Markets Abroad - Exploring the Opportunities for Exporting
BEN event at Science City Bristol – Thursday 12th July 2012
84. My background
University of Sheffield
Degree in Accounting, Finance and Computer Science
27 years in IT in many technical roles (worked in Paris 1989 -
1996)
16 years running own software consulting business
Over the past 3 years have moved from technical focus to sales
focus
(a very long transition...)
Partnership with IAP (German software tools company) since
2009
- have successfully sold to customers in France, Italy and Turkey
85. France - Experiences prior to selling German software tools
Progress Software (NASDAQ: PRGS)
Paris office
Delivering training in French
- Worked for 5 years as a technical was mandatory for all
consultant delivering technical customers
training in French across France
and twice in Africa
CNAF - French National Child &
Family Benefits – Clermont-Ferrand
Working in French
- Project work all in French was essential
Phoenix Engineering and Specsavers
Optical Group – Lyon & Eastleigh
Providing the language
- Translation and Interpretation for bridge between French and
Document Imaging system now English was key to the pilot
integrated and used in Specsavers project success
stores for storing prescriptions.
86. France - Paris
The seminar I ran on the
“Volcano day” in Paris was
all in French.
French businesses expect
to be spoken to in French
perhaps more than other
nationalities do (although
April 2010: Seminar in Paris the level of English of
younger French people
Nov 2010: Deal with Atuana is getting better and better).
to use german software tools
(OF-1) to build a SaaS/Cloud I am fortunate to be fluent in
Payroll application for French. Fluency in a language
accountants in France means that customers can
“Atuana in the Cloud” forget that the supplier is
Atuana.com not local.
87. ITALY - near Bologna
June 2010:
I sent my introductory email to
Aptiva in Italian.This increased
Dr. Donato Battistini MD Aptiva srl the confidence and seriousness
of my propostition.
Application Orientated Platform
(AOP)
December 2011: Deal to June 2011:
When visiting Aptiva I spoke as
integrate AOP with IAP Skin- much Italian as I could in the
Client evenings but still spoke English
in the meetings.
Creating very warm relationships.
Jan 2012: AOP Seminar in Bristol
88. Turkey - Istanbul
Used a few Turkish words
in emails, Skype exchanges
2009: Initial contact
and calls. This helped to create
warmth in the relationship.
May 2012:
We had only met once before at
After 3 year sales cycle,
a conference in 2005.
signed deal with Turkey's
2nd largest logistics
software company:
35 employees
600 customers
Chosen to represent
Turkey for a pan-
european logistics
integration project
Part financed by the
Istanbul Development
Agency
Chris Swingler Propath and Ilker Pakten CEO Ulukom
Istanbul 9th May 2012
89. Recommendation
Take a little time to learn the local language. Even just a
few words of well intentioned effort can go a long way.
Shows recognition that the potential customer is
not the only one making the effort to be bilingual.
Increases the feeling that a potential supplier is
making an effort and taking an interest in the
culture of the country.
Learning Languages - at least a few words - is within the
reach of most of us
90. Experience in
France - Italy - Turkey
Chris Swingler
PROPATH CONTINENTAL
+44(0)7980.915290
www.propathconsultingservices.co.uk
Editor's Notes
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