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Export Journey: Step 4 – Developing your Export Strategy

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The next step is your export plan. You may have ideas but you need to clearly communicate them in writing so that your whole team is clear on their responsibilities. Having a plan laid out makes it easier to spot pitfalls, gaps and even additional opportunities!

The export plan is also key in seeking supports in term of financing or grants.  Don’t overcomplicate it, keep it clear and simple.

The key elements of a successful export plan include:

1. The Vision

  • What you are going to do. How you are going to do it. What your expected outcome is.

2. Human Resources

  • Have you the staff, external support and expertise? Have you skills within your team to manage language and cultural differences?

3. Financial Resources

  • Budget, Sales targets and Pricing – Consider the additional costs involved in selling into the overseas market. Establish a target price for the end user, taking into consideration currency, payment terms, freight and carriage charges, import duties and taxes, commission to partners and competitors’ pricing.

4. Target Market

  • Why you have selected this market; who your buyers are.

5. Your Product

  • Your USP and how it translates internationally. Are there external factors which could impact production or sales?

6. Market Entry

  • Sales channels; marketing plan; regulations, language and local laws.

7. Monitoring and Developing the market

  • Are you meeting sales targets?

8. What’s next?

  • How do you plan to grow and scale?

Access the Market Entry Page

 

 

 

H2020 Gal Weiss

Horizon 2020: Supporting the development of privacy-preserving technologies

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Gal Weiss

“In collaboration 1+1 is more than 2. When you work with other parties you will achieve much more than you planned to.”

Gal Weiss, IBM, Co-ordinator of the MUSKETEER Horizon 2020 project

Overview:

  • IBM Research Europe (Ireland) is leading an international consortium that is conducting research and development on how to use federated machine learning where the confidentiality of data is of primary importance.
  • The project is funded by the European Union’s Horizon 2020 research and innovation programme.
  • Progress on work package integration is significantly ahead of plan, using the cloud-based MUSKETEER platform, and the majority of the outcomes are open-source and already publicly available.

The massive increase in data collected and stored worldwide by business and organisations calls for new ways to preserve privacy while still allowing data sharing among multiple data owners. That’s the challenge the MUSKETEER project is addressing with its aim of providing secure, scalable and privacy-preserving analytics over decentralised datasets using federated machine learning techniques.

Led by IBM Research Europe (Ireland) in collaboration with 10 other partners from across Europe, the project has secured €4.3m in funding from the Horizon 2020 programme, the European Union’s research and innovation instrument. With an €80 billion funding pot over a seven-year period (2014–2020), Horizon 2020 aims to deliver research and innovation breakthroughs, discoveries and world firsts.

 

Horizon 2020’s crucial role

Gal Weiss, IBM’s EU Programs & Partnerships Manager in Ireland, is the project co-ordinator. Instrumental in establishing IBM’s research laboratory in Ireland, he has been involved in numerous Horizon projects over many years and understands how crucial Horizon 2020 support is to large, complex projects.

“Only Horizon 2020 could bring this type of project to life because you need so many stakeholders. Some big companies would find it challenging to collaborate with anyone else because of the need to protect their data, and even between universities and research organisations, just to get agreements in place never mind the funding, this programme removes barriers and makes it happen,” he says.

 

Steps to success

The MUSKETEER idea was forged in EU conferences and workshops where IBM and some other partners merged their initial ideas into one proposal.

“Collaboration proposals are now very much about quality. For that, you need to build your network, be well connected and choose the right partners. Taking part in EU events is essential when you want to join R&D collaboration in Europe,” says Weiss.

“Connecting people can also be done via social networks, however, when it comes to finding unique partners in Ireland, Enterprise Ireland’s National Contact Points are brilliant.”

The NCPs provide information and guidance on all aspects of Horizon 2020 from helping to identify partners to reviewing proposals.

“The application process is challenging and you really need to look at the quality of the writing and get into the details. Even deciding what the right theme is and what call to go after can be difficult,” says Weiss. “Some internal measurements, planning, monitoring and control of the proposal are all essential to be successful.

“Enterprise Ireland helps a lot but it’s really important to start early. I believe there’s a need for organisations to be more connected within Ireland and externally so that they’re ready to collaborate when the opportunities arise.”

With his extensive experience of directing EU-funded projects and a great research team, Weiss has been able to steer MUSKETEER to the point where, at the midpoint of the project, progress on work package integration is significantly ahead of plan and the majority of the outcomes are already publicly available as open-source software.

“Co-ordinating an international project with 11 partners is challenging. It’s essential to choose the right partners in terms of their capabilities and reputation, set your expectations in advance, create a management plan, and be very clear about deadlines and how you want to work,” says Weiss.

Due to Covid-19 restrictions, the partners transitioned from traditional offices to  leverage virtual meetings via video conferences and digital technologies.

“When I asked the team if Covid-19 was having any effect on their collaboration on the project, everyone said no, all on track. So it’s about being connected with them all the time and being transparent, so they know what I need next and what’s going to happen.”

 

A win-win situation

Weiss believes that the benefits of programmes like Horizon 2020 are significant and wide ranging.

“Firstly, in collaboration 1+1 is more than 2. When you work with other parties you will achieve much more than you planned to. And this has happened to us many times,” he says.

“There are great benefits especially for smaller businesses and also academic and research institutions. 

“It’s an opportunity to meet bright people from other organisations across Europe but it’s also a great way to promote your business or institution across Ireland, across Europe and across the world.” says Weiss.

“For example, we gave an online webinar about MUSKETEER recently and there were over 100 people listening virtually, and many of the attendees were from outside Europe. That’s publicity for all the partners. So SMEs will potentially get more business by taking part in Horizon and doing a good job. Everyone in Ireland should be taking part in Horizon 2020 programmes because they will achieve more and they will be known for what they are doing.

“Quite simply, if everyone plays their part it’s a win-win situation.”

For advice or further information about applying for Horizon 2020 support please contact HorizonSupport@enterprise-ireland.com or consult www.horizoneurope.ie

 

Garrett Murray

Horizon 2020 – An unmissable opportunity for ambitious Irish innovators

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Significant levels of grant support and equity investment are up for grabs under the Horizon 2020 European Innovation Council (EIC) Accelerator Pilot, and Ireland’s recent success shows that Irish companies have what it takes to win.

The EIC Accelerator Pilot supports high risk, high potential SMEs and innovators to help them develop and bring to market innovative products, services and business models that could drive economic growth.

In the most recent call, eight Irish companies secured a total of more than €31m placing Ireland second, jointly with France and Denmark, in terms of the number of companies awarded funding.

“The March call results have been particularly good for Irish companies,” says Garrett Murray, National Director for Horizon 2020 at Enterprise Ireland. “The success is a testament to the research and innovation capability of Irish companies and the vibrancy of our high potential start-up and commercialisation eco-system.”

Among the successful Irish companies were five whose innovations related to coronavirus. One of these, Aquila Bioscience, has developed revolutionary decontamination technology that helps protect people from dangerous pathogens and other viral infections.

“We are delighted to receive funding from EIC which allows us to substantially scale up production and deliver this technology more quickly to workers in Ireland and across the globe,” says Lokesh Joshi.

 

Support for applicants

With multiple EIC calls during the year there are ongoing opportunities for companies to pitch for a slice of the lucrative support, but, says Murray, it’s important for companies to realise that it is a very competitive process.

“We recommend that companies considering applying for EIC Accelerator support contact Enterprise Ireland first. Our team of National Contact Points are experts on the programme and work with companies to bring them through the process step by step including reviewing drafts of their application before submission.

“Applicants need to think clearly about how they are going to articulate three things in their application: the excellence of their innovation; how their product or service is going to impact in the market; and how they are going to implement their strategy to scale their business. These are the three major criteria on which the applications are judged,” explains Murray.

If companies are successful at stage 1 they are called to interview in Brussels (currently via digital communications).

“Our team do mock interviews with the companies, putting them through their paces in exactly the same way as they will experience in Brussels, to give them the opportunity to refine their pitch.”

Companies can apply for grant support only, a mix of grant and equity, or initially a grant with the option for later discussion with the Commission in relation to equity.

“We always advise ambitious companies to seriously consider applying for equity particularly in the current environment where the availability of venture capital is reduced,” says Murray. “Getting equity from the Commission provides leverage to get more private sector funding.”

 

More than financial support

As well as financial support, successful EIC Accelerator applicants get coaching and mentoring, provided through the Enterprise Ireland team.

“The Commission regards that as a very important part of the process. It’s not just about awarding a grant or investing by way of equity but also helping companies develop their strategy.”

Kite Medical was awarded a grant in the most recent call. The company has developed a system for the detection of kidney reflux.

“This funding from the European Commission will allow Kite Medical to further develop the KITE system to progress into a clinical study. The funding will also support an additional six jobs at the company and establish our market launch strategy. The project outcomes will facilitate fund raising to support our commercialisation plan,” says Joan Fitzpatrick, Kite Medical’s CEO.

 

Future calls

There continues to be many opportunities for Irish enterprises and researchers under the EIC and across the Horizon 2020 Programme, including calls for proposals under the European Green Deal, worth around €1bn that will be issued in the autumn.

The next EIC Accelerator call for applications will be in October and will have a focus on female entrepreneurship where, should the first-round evaluation show that a minimum of 25 per cent of companies selected for the final-stage interviews are not led by women, additional interviews will be planned.

“We are particularly encouraging female-led companies to apply for the call in October. There are a lot of great female entrepreneurs in Ireland and this is a great opportunity for female-led companies to get additional funding,” says Murray.

SMEs of all sizes are eligible to apply for EIC Accelerator funding including start-ups, which tend to form the majority of applicants.

“There’s no disadvantage to being a very small company. The Commission considers how quickly a company is going to scale and whether EIC support will help accelerate that and get the innovation to market faster,” says Murray. 

“The only disadvantage that companies can have is if they’re not ambitious enough.”

 

For advice or further information about applying for Horizon 2020 support please contact HorizonSupport@enterprise-ireland.com or consult www.horizoneurope.ie

 

 

Industry Bulletin – Opportunities and  Risks in the UK Construction Industry

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Download the report here.

The instinct to survive always trumps the need to adapt, at least in the first iteration. This is a primal and ungovernable force, and is as prevalent in corporations as it is in human nature. Notwithstanding, the widespread return to business in June, presents an opportunity for the industry to re-set our ambition; an opportunity to re-build in the image of the businesses we would like to be, ‘future ready’.

This Enterprise Ireland report has set out to identify and analyse key opportunities and risks in the UK Construction Industry as we emerge from the strictest lockdown measures in modern times.

Evolve UK – An Overview of AMP 7, the 2020-2025 Water Sector Investment Cycle in England and Wales

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Ireland’s capabilities in the water sector

Enterprise Ireland coordinates a well-established cluster of over 80 water and wastewater companies which provide products and service solutions to address global water challenges in areas such as water scarcity; climate change and resilience; rising energy costs; increased regulation; increased quality requirements and ageing infrastructure. The launch of the AMP 7 2020 – 2025 water sector investment cycle in the UK and Wales provides opportunities to these companies, which are well positioned to service the English, Welsh, Scottish and Northern Irish municipal and industrial water sectors and their respective capital and growth objectives.

 

UK Opportunities

This report is prepared for businesses which operate or are considering entry into the English and Welsh water sector over the course of a new five-year Asset Management Plan (AMP 7) 2020-2025 which has an estimated value of £51b, with an approximate 50:50 split between capital and operational investment.

From reading this report, you should gain a greater understanding of the structure of the English and Welsh water and wastewater sector including

  • water utilities
  • tier one contractors
  • regulators
  • environmental agencies
  • water alliances
  • relevant industry events
  • AMP 7 contract information

 

Evolve UK: Establishing a UK presence

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The Evolve UK webinar series highlights the opportunities for Irish companies interested in doing business with the UK.

This webinar examines how the establishment of a UK presence demonstrates long-term commitment to the market, providing customers and partners on the ground with the reassurance that your business is accessible at all times.

Hosted by Enterprise Ireland’s UK Manager, Deirdre McPartlin with insights from Gerry Collins, ECOVIS.

Opportunities in the German healthcare market

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In 2020, Enterprise Ireland commissioned a research project to map all the players and points of entry to the German healthcare market.

The results highlighted the key role of Group Purchasing Organisations (GPOs) which work across a range of healthcare groups including hospitals, care homes etc. to facilitate combining resources for procurement purposes.

This webinar will examine

  • How to use GPOs when entering the German market

  • How Irish businesses can leverage GPOs to progress business with German hospitals

  • How using GPOs can help to address various target groups

Chaired by Enterprise Ireland Market Advisor Nicol Hoppe with insights from Rudiger Mueller, expert on procurement processes in German hospitals and owner of the Kronach consultancy company.

SmartAgriHubs connecting European agricultural and IT innovation

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“The SmartAgriHubs project has been invaluable not just to Walton but to Ireland, as it’s allowed us to build a network of contacts and strong strategic relations with similar partners across Europe.”

Hazel Peavoy, Walton Institute, SmartAgriHubs Horizon 2020 project

Key Takeouts:

  • Walton Institute, part of the Waterford Institute of Technology, is involved in a major project that is driving the digitisation of the agricultural sector in Europe.
  • The SmartAgriHubs project has received €20m in funding from the European Union’s Horizon 2020 research and innovation programme.
  • With 164 partners, the ambitious project aims to build a network of over 2000 Competence Centres supported by 250 Digital Innovation Hubs and deliver 80 new digital solutions to the market.

H2020 Case Study: SmartAgriHubs

     

    Increasing the competitiveness, resilience and sustainability of Europe’s agri-food sector is a prime focus for the European Union as it looks ahead to the challenges of climate change and feeding a growing population. Central to the future success of the sector will be the widespread adoption of innovation and smart-farming techniques but this will rely heavily on interconnectivity and knowledge-sharing across a multitude of stakeholders.

    This is the focus of the ambitious €20m SmartAgriHubs Horizon 2020 project. Involving a consortium of 164 partners, including start-ups, SMEs, service providers, technology experts and end-users spread over nine Regional Clusters, the project aims to build a network of over 2000 Competence Centres supported by some 250 Digital Innovation Hubs and deliver 80 new digital solutions to the market.

    Walton Institute, a centre for information and communication systems science and part of the Waterford Institute of Technology (WIT), is leading the Ireland & UK Regional Cluster, with Hazel Peavoy at the helm.

    “Part of our role is to identify the Digital Innovation Hubs and Competency Centres across Ireland to build our local network. Digital Innovation Hubs are larger centres that bring together research, funding, business models and services, while the smaller Competency Centres tend to have a single technical service,” she explains.

    “The aim is to create a network that will work together on ground-breaking research and innovation. We want to be able to give farmers a clear view of the technologies that may be coming down the line and to ensure they get assistance to apply whatever technology they need to support their activities.”

    SmartAgriHubs is also funding a number of Flagship Innovation Experiments through which technology solutions are tested with a view to eventually bringing them to market. The experiments are conducted with the help of the Digital Innovation Hubs and Competence Centres.

    The Ireland & UK Regional Cluster is currently running two Flagship Innovation Experiments. The Farm Sustainability Audit is measuring a range of metrics in the dairy industry related to energy and water use, nutrient use efficiency, animal welfare and greenhouse gas emissions, while STREAM is applying digital technologies to simplify the production of farmland habitat reports.

    “These experiments are helping to bring innovation to the fore. Currently there are three more open calls under SmartAgriHubs that are offering funding for experiments that will drive digital innovation,” says Peavoy.

     

    Connecting the dots

    SmartAgriHubs’s full project title is ‘Connecting the dots to unleash the innovation potential for digital transformation of the European agri-food sector’, which highlights the importance of excellent communication and dissemination of information across project partners and stakeholders.

    “The project has been very successful with regards to communication. The Regional Cluster leads attend monthly meetings and then we disseminate the information down to other elements of the project. And there are also monthly meetings with the Flagship Innovation Experiments. So we can quite clearly see what’s happening across Europe with the other partners and with agriculture and we can learn from each other,” says Peavoy.

    “Having such a large number of partners meant, at an early stage, it took some time to mobilise the consortium but once that was achieved the network has become invaluable to all involved in this sector globally.”

     

    The value to Walton Institute and Ireland

    Peavoy believes that taking part in SmartAgriHubs has positioned Ireland and the UK as key drivers for the agri-tech sector across Europe.

    “This project has been invaluable not just to Walton but to Ireland, as it’s allowed us to build a network of contacts and strong strategic relations with similar partners across Europe.”

    “From a personal perspective, it’s very interesting to see how other countries approach particular problems and to get an insight into what research is required by the sector to meet its future needs,” says Peavoy.

    “Likewise, we can see that our partners in SmartAgriHubs are learning from us. For example, the Competency Centres we’ve identified through SmartAgriHubs are often start-ups and SMEs and through WIT’s Technology Gateway they’ve been able to benefit from Enterprise Ireland funding. Our partners in Germany were very interested in how our Technology Gateways function because they don’t have anything like that.

    “The SmartAgriHubs partners are also looking at how we’ve created a culture of multi-disciplinary collaboration in Ireland. What was once a landscape of competition has become a landscape of collaboration; A perfect example of that is the VistaMilk Research Centre which has brought together a number of RPO’s to develop new technologies for the dairy sector. I believe that in many ways Ireland is leading the charge in this space and is well-positioned to lead on future Horizon Europe projects linked to agriculture” says Peavoy.

    For advice or further information about applying for Horizon 2020 support please contact HorizonSupport@enterprise-ireland.com or consult www.horizoneurope.ie

    H2020 success stories banner link

    Brexit and Intellectual Property – Webinar

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    The UK’s decision to leave the EU will impact many aspects of business including Intellectual Property Rights (IPR).

    Our webinar explained the effects of Brexit on the different types of IPR, and discussed practical answers to questions like:

    • Will my existing IP rights be sufficient after Brexit?

    • What changes might I need to make to my IP portfolio?

    • Do my licence and distributor agreements cover the relevant territories?

    • If I am importing or exporting goods, have the IP rights contained in the goods been exhausted in the relevant territory?

    • Will my custom notifications still apply in the UK and EU?

    Hosted by national broadcaster and journalist – Jonathan Healy with insights from:

    • Peter MacLachlan and Cherrie Stewart of MacLachlan & Donaldson

    • Joe Doyle, Intellectual Property Manager in Enterprise Ireland

    • Emer O’Byrne of Enterprise Ireland’s Brexit Unit.

    Watch here 

    Market Watch UK – Planning for Construction’s recovery webinar

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    This webinar explores the recommendations made by Construction Leadership Council’s Covid-19 Task Force to secure the future of construction businesses nationwide, while setting the industry on a sustainable path towards recovery.

    Enterprise Ireland’s Niamh Kearney, market executive for the UK Construction sector was joined by Simon Rawlinson, member of the Construction Leadership Council and Head of Strategic Research and Insight at Arcadis UK.

    For more UK Construction insights click here.

    Evolve UK UK water

    Evolve UK – The UK Municipal Water webinar

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    This webinar forms part of the Evolve UK Webinar series and examines the UK Municipal Water industry as the UK emerges from lockdown. Key discussion points include:

    • The £50 billion AMP 7 investment cycle

    • Ofwat’s new £200m innovation fund

    • Irish supply chain on the Enterprise Ireland AMP 7 online push database

    Hosted by Enterprise Ireland’s Conor Stone with expert insights from

    • Mark Froggatt, Anglian Water

    • Lee Horrocks, LCH Executive Ltd.

    • Rachel Wright, Ofwat

    Webinars – Brexit Customs Briefing Series

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    As the Brexit transition period comes to an end on 31 December 2020, Irish businesses trading with the UK will need to operate in a new business environment.

    To assist Irish companies with their final preparations, Enterprise Ireland in partnership with the Local Enterprise Offices will host a series of webinar briefings to advise on logistics, freight, customs clearance and the critical steps needed to avoid trading disruption on Jan 1st.

    Register Below: