Webinar title: Climate Action Funding & Supports - food and Beverage sector

Climate Enterprise Action Fund Webinar Series – Food and Beverage Sector

The transition to a low carbon world has become a defining force for business. For Irish companies, this means opportunities to compete and grow as global investments in a sustainable future accelerates.

The food & beverage sector has the capability to address many of the problems in our society, including the threat from climate change. However, as the world aims for net zero emissions by 2050, the sector faces significant challenges in reducing its own energy consumption.

This webinar includes the following guest speakers who will share their sustainability journey and provide helpful advice to companies of all sizes:

  • Deirdre Ryan – Director of Origin Green, Bord Bia

  • Owen Keogh – Head of Corporate Social Responsibility, Lidl Ireland

  • Louise Brennan – Head of Technical, O’Brien Fine Foods

  • Rosaleen Hyde – Operations Manager, Ballymaloe Foods

  • Padraig Mallon – Sustainability Director, Kerry Group

Watch the Climate Enterprise Action Fund webinar series here.

    CEAF ICT & Services

    Climate Enterprise Action Fund Webinar Series – ICT & Services

    The transition to a low carbon world has become a defining force for business. For Irish companies, this means opportunities to compete and grow as global investments in a sustainable future accelerates.

    ICT has the capability to address many of the problems in our society, including the threat from climate change. However, as the world aims for net zero emissions by 2050, the sector faces significant challenges in reducing its own energy consumption and environmental impacts.

    Similarly, there are many ways in which services can be part of the green economy and drive sustainable development. Business services can contribute to increasing sustainability for processes and products across industries, and speed up the transition towards a green economy.

    Within both sectors, sustainability is now recognised as a priority issue.

    This webinar includes the following guest speakers who will share their sustainability journey and provide helpful advice to companies of all sizes:

    • Yvonne Holmes – Chief Sustainability Officer, AIB

    • Andrea Carroll – Sr. Susutainability Programme Manager EMEA, Amazon Web Services

    • Laura Costello – Strategy Director – Purpose & Planet, Thinkhouse

    • Eanna Glynn – Head of Sustainability, BidX1

    • Brian Minehane – Account Director & Sustainability Programme Lead, Ergo

     

    Watch the Climate Enterprise Action Fund webinar series here.

      Mobile World Congress

      Mobile innovators went worldwide at Mobile World Congress

      Six Irish technology innovators showcased their products and services at Mobile World Congress in Barcelona (MWC22) earlier this year.

      All exhibited on the Ireland Pavilion, the prestigious country stand supported by Enterprise Ireland for the duration of the event, which ran from 28th February to 3rd of March.

      A further cohort of seven companies attended the event as visitors, also with the support of Enterprise Ireland.

      World’s largest

      All had good reason to be there.

      “Mobile World Congress is the largest mobile event in the world, bringing together the latest innovation and cutting-edge technology,” says Gillian Baker, Development Adviser Digital Technologies with Enterprise Ireland.

      “In 2020 it was one of the first major trade events to be shuttered as a result of the pandemic. Last year it held a scaled back version, which is why its return earlier this year, as one of the first major industry events to take place since the advent of Covid, created enormous excitement.”

      Global scale

      With industry leaders from around the world attending MWC22, it was only fitting that Ireland’s strength in this sector should be showcased too.

      “The six Enterprise Ireland-supported companies which exhibited on the Ireland Pavilion stand were already successful in the mobile communications space, highlighting Irish capability on a global scale,” she explains.

      “These Enterprise Ireland-backed companies provide products and services that cover a broad spectrum of the rapidly changing demands of mobile technology and the wider communications sectors. With over 1500 exhibitors at Mobile World Congress, it was an opportunity for them to get in front of their market and showcase their capability, raise brand awareness and gain exposure on a world stage.”

      Facetime

      After the challenges of the past two years, when business relationships had to be maintained or developed remotely, exhibitors were keener than ever to meet in person, says Baker.

      “They were excited to get back out there in front of their business partners, to resume face-to-face business, to network and to gain exposure to potential new partners,” she says.

      Enterprise Ireland supported attendees to ensure they made the most of the commercial potential such major in-person events offer.

      “All scheduled back-to-back meetings over the duration of the exhibition, to ensure they maximised every opportunity the show afforded them,” she explains.

      As well as providing access to its deep network of international contacts, Enterprise Ireland’s sectoral experts were on hand at to support client companies.

      Six of the best

      Among the companies featured at The Ireland Pavilion at MWC22 were established Enterprise Ireland client companies such as Benetel, a provider of leading-edge radio solutions for 5G disaggregated RAN and 4G/LTE Small Cells. It works with leading vendors, partners and open initiatives such as the O-RAN ALLICANCE.

      Cubic Telecom develops IoT connected software solutions to the automotive, agriculture and transport manufacturing industries. Its platform, PACE, is used by leading companies around the world including Audi, Microsoft and CNH Industrial.

      Druid Software, a core cellular network software company and a leader in 5G & 4G Cellular technology will be there too. Its RAEMIS platform is used by internet service providers and enterprises for mission critical environments all over the world.

      Also present was Endeavour Technology, the global leader in IoT and 5G service assurance whose nSpire product is a leading-edge state of the art SaaS platform that ensures continuously reliable connectivity for customers around the globe.

      Exhibiting alongside them were early-stage Enterprise Ireland clients in the mobile technology space, Ringotel and Software Radio Systems.

      Ringotel’s platform turns any VoIP phone system into a cutting-edge unified communication solution without changing existing infrastructure and setup, enabling its clients to add conference communications functionality to their phone system in less than 10 minutes.

      Software Radio Systems develops open software for mobile radio wireless networks. Its high-performance software radio solutions for 4G and 5G, with complete UE and RAN applications, support the creation of new mobile services. 

      Value added visits

      “In addition to the six Enterprise Ireland client companies taking space on the Ireland Pavilion, seven more attended Mobile World Congress as visitors,” says Baker.

      “For these client companies too it was an unrivalled opportunity to meet with both new and existing partners, to showcase their latest offerings and to benchmark against the best available in the global marketplace.”

      All in all, the event provided enormous value to exhibitors and visitors alike.

      “We live in a connected society. Mobile connectivity solutions are already across all industries and all verticals. The advancement and roll-out of 5G will be transformative because, from smart cities to industrial IoT, the possibilities are endless,” adds Baker.

      Eoghan O Connor Enterprise Ireland

      The Nordics: Opportunities abound for ambitious Irish exporters

       

      As an island nation, the export economy is essential for the health and growth of Irish companies. Our reputation for innovation and entrepreneurship has served us well in that regard, with Irish companies finding huge success in every corner of the world. Key markets such as the UK, the US, France and Germany remain hugely important, but ambitious Irish exporters are exploring other countries that are actively looking for the products and solutions produced by Irish entrepreneurs – and finding a whole new world of opportunity. A region that is growing rapidly in importance for Irish business is the Nordics, an area made up of Sweden, Denmark, Norway, Finland, and Iceland.

      Currently, over 450 Enterprise Ireland supported companies export to the Nordics, with exports reaching a remarkable €1.16 billion in 2020. It’s easy to see why this region is so attractive, home to 26 million inhabitants, the Nordic region is the 11th largest economy in the world. 

       

      The Nordic market

      Irish companies have a strong track record and reputation here, says Eoghan O’Connor, Market Executive, ICT & Start Ups, Enterprise Ireland. “The Nordics are known for being progressive, stable, and open to new technology.”

      “As a region that is culturally and geographically close to Ireland, Nordic countries should be considered our home markets and natural partners in terms of trade and business cooperation. English is widely spoken and like Ireland, a huge emphasis is placed on innovation.”

      This innovation can be seen in the number of household names from the Nordics. For instance, within the Nordic ecosystem are global companies like H&MNokiaVolvo, Maersk, and Ericsson. In addition, outside of Silicon Valley, the Nordics have generated the highest number of unicorns per capita globally, including companies like Spotify, Mojang (creators of Minecraft), Oatly, and Klarna

      “The success of these companies is down to the ecosystem, which is a fertile ground for innovation and entrepreneurship,” explains Eoghan. “Their comprehensive welfare state provides citizens with free education, healthcare, and social security and their public sector provides a strong framework for the ecosystem with opportunities for funding and other supports. There is also a dedicated focus on R&D and in general they are a population of early adopters of new technology.”

      “This makes the Nordic region a great starting point for Irish companies looking to establish a foothold in the European markets and scale their businesses internationally from here.”

       

      Success for Irish companies in the Nordics

      Already there are several very successful Irish companies in the region, all of which offer clever solutions in several different areas. “These include WAZP, an Enterprise Ireland High Potential Start-Up (HPSU) that specialises in the production of 3D printing materials, which has forged a partnership with IKEA, one of the most globally recognised brands,” says Eoghan.

      “In addition, iCabbi, a Dublin cloud-based taxi firm, have a contract with Finnish taxi company Meneva, which has grown its fleet from 100 cars to over 1,500 since joining iCabbi over two years ago.”

      A key term in today’s global business world is sustainability, a significant area of growth as we race towards ambitious goals of net zero emissions. The Nordic countries have been long considered leaders in this field, especially in the area of environmentally friendly transport options, such as public scooter schemes.

      “Irish companies are playing their part here also,” says Eoghan. “For instance, Luna Technologies, which develops AI tech for the e-scooter market, has partnered with Swedish scooter giant Voi, while Zeus has rolled out scooters in Oslo, Halmstad, and Karlstad.”

       

      Springboard to success

      These Irish companies have found huge success in the region – but there’s plenty more opportunity for ambitious Irish exporters who will find an open and welcoming market for their innovative products and solutions. To demonstrate the Irish Advantage to the Nordics, Enterprise Ireland showcased Irish innovation at SLUSH, a global-leading event for start-ups and the largest of its kind in the Nordics, which took place in December 2021 in Helsinki.

      The event is considered a hotbed of start-up talent; the sold-out 2021 event attracted 8,000 attendees, over 3,200 start-up founders, and 1,500 investors, all of whom travelled from every part of the world. Irish attendees included seven companies, some already successful in the region along with some newcomers that have compelling offerings for this market

      These included Boundless (B2B SaaS technology), MyPatientSpace (life sciences), Educatly (higher education), PlantQuest (oil & gas and data centres), Zeus (transport and mobility), Social Talent (learning and development), and Tito (events & ticketing).  

      The event acted as a springboard for Irish companies looking to expand their offerings in this prosperous region, keen to avail of the positives of trading in an area that values innovation, flexible working relationships and timely solutions to the issues that really matter in today’s world – everything that Irish enterprise is revered for.

       

      If you’re interested in exporting to the Nordics, contact the Enterprise Ireland Nordics team.

      Net Zero UK – UK Agriculture & the Net Zero Challenge – Webinar

       

      Enterprise Ireland UK hosted a webinar examining the net zero ambition of the UK agricultural sector and the implications for Irish SMEs working in the industry. Michael Haverty, Partner with The Andersons Centre, delivered a comprehensive briefing and Q&A session, which included:

      An overview of the UK’s policy drivers for net zero in agriculture, including, the Agriculture Bill, Environment Bill and the role of the devolved administrations

      • Carbon markets; The scope for direct payments to farmers for sequestration

      • Food industry initiatives; Consumer pressure, Retailer commitments to achieving net zero e.g. Co-op, Tesco, Sainsbury’s

      • Food processors and net zero commitments e.g., Arla, ABP

      • Farm level net zero implications; net zero agritech trends, implications for inputs usage

      • How Irish SMEs can maximise on the opportunites in this space

      Gain key business insights with our on-demand UK webinar series

       

      How digital health companies can navigate and enter the NHS

      This Enterprise Ireland webinar examines how to successfully enter and scale digital health solutions in the UK market, drawing from the experience of our panel.  

      The webinar will outline the key challenges and opportunities for digital health companies entering the NHS from both a supplier and NHS procurement perspective. With expert insights from:

      –             Sonia Neary, CEO and Founder of Wellola

      –             Niall Rafferty, CEO and Founder Medxnote

      –             Dr Sam Shah – Chief Medical Strategy Officer at Numan & previous        Director of Digital Development for NHSX

      –             Andy Kinnear – Former CIO, NHS

       

      Net Zero UK – Nine key steps towards a net zero construction business – Webinar

      The net zero challenge facing the UK will reform the ways in which business is done. This webinar focuses on the construction sector and examines the nine key steps towards a net zero construction business. Industry leaders from the UK and Ireland gave their insights and participated discussed their decarbonisation experiences.

      Speakers:

      • Isabel McAllister, Responsible Business Director, Mace

      • Dr. Matt Kennedy, Associate Director, Arup

      • Jo-Ann Garbutt, Director Sustainability, Mercury

      • Ché McGann, Sustainability Strategy & ESG Reporting Lead at Clearstream Solutions

      Gain key business insights with our on-demand UK webinar series

        EU initiatives enable Europe to get connected and harness the power of 5G

        Summary

        • NextGenerationEU represents an opportunity for Irish companies to break into new markets or scale their presence in existing markets
        • EU member states as part of their national priorities are supporting the rollout of high-speed 5G networks, which in turn is enabling extraordinary growth in cloud computing and other innovative products and services
        • Click or scroll down for more information about the 5G market in:
        Belgium France Germany Italy Netherlands Spain

        As digitalisation and technological innovation rapidly become both more complex and more widespread, it’s increasingly critical for Europe to have reliable, superfast connectivity. The 5G mobile telecommunications standard not only enables real-time data transmission at scale, but also intelligent real-time networking of products, processes and industrial value creation chains

        And that is where opportunity lies, both around products and services that facilitate the rollout of 5G, but also in the more or less endless universe of products and services made possible by these hyperfast mobile networks.

        “In the end, 5G is only the connection,” says Raul Marigorta, a Senior Market Advisor for Enterprise Ireland in Spain, who specialises in telecoms and digital technologies. “It’s what we do with 5G that will prove most interesting, whether that is eHealth and remote healthcare, VR and AR in education, smart cities, private network, Internet of Things (IoT) or many other innovations.”

        The rapid rollout of 5G across European markets

        Following the auction of relevant spectrum, the rollout of 5G has kicked off in most EU markets. While there are more distinct differences between markets when it comes to other aspects of technological innovation, Marigorta explains that 5G is somewhat different.

        “Europe in general is quite homogeneous in the development of 5G. We don’t see many differences in the 5G rollout across countries like Italy, France, Germany, Spain, Belgium and the Netherlands. That is because most telecom operators in Europe are mature providers such as Deutsche Telekom, Telefónica, Orange and/ or Telecom Italia, who are well in sync when it comes to 5G.”

        How the EU is facilitating digital transformation

        Through the Next Generation funds administered through the Recovery and Resilience Facility, the European Commission is actively enabling EU member states to accelerate their digital transitions, including the rollout of 5G, which is a key area for investment.

        Of the €723.8 billion in loans and grants it is giving, at least 20% must be spent by member states on digitalisation, although in reality the Commission reports that at least 26% of this funding is going to digital transformation projects.

        Much of that funding, in turn, is going to 5G. In April 2022, for example, the European Commission approved €2 billion in funding for Italy’s 5G rollout.

        Driving SME digitalisation through cloud services

        In 2022, the growth of cloud services will outpace the growth of traditional IT solutions, says Gartner. This makes cloud computing one of the most influential changes in the IT market since the early days of digitisation.

        Infrastructure-as-a-service (IaaS) or cloud infrastructure services will grow tremendously in the coming years, as will platform-as-a-service (PaaS) and software-as-a-service (SaaS) cloud computing services. It’s the ongoing rollout of high speed 5G networks that makes this skyrocketing growth possible.

        “Enabling SMEs to benefit from cloud technology is a key focus of the Next Generation funding, and it’s an area where Irish firms have strong capabilities,” says Marigorta.

        “While Amazon Web Services, Microsoft Azure and Google Cloud dominate the cloud market, there is ample opportunity for Irish firms that can offer products and services to customise and facilitate access to the cloud for SMEs who may have thought they couldn’t use cloud technology,” he explains.

        SMEs are not interested in 5G as such, Marigorta points out, but in what this high speed connectivity can enable them to do. “5G is the highway that we need to facilitate cloud adoption by SMEs. If I am an SME owner, I don’t care what the underlying technology is as long as it works. I need to manage my accounting and my clients. I need to develop my operation quickly but in a quality way, and I need to do proper customer service.

        “Technology is a key enabler for these classic SME needs, so there is huge space for agile new start-ups that can come up with smart ideas that make the most of fast connectivity and new technology. Irish companies are fantastic at doing this.”

        Understand the 5G market opportunity for Irish firms

        The strong Irish cluster of cybersecurity firms, for example, has clear opportunities across key European markets as do Irish firms specialising in Open RAN, a technology that facilitates the deployment of 5G. Other thriving areas where Enterprise Ireland has identified significant opportunities for Irish firms include IoT and smart cities.

        Among the Irish firms specialising in 5G and connectivity products and services, and thriving in EU markets, are Open RAN radio infrastructure specialists Benetel or Aspire and core cellular network software company Druid Software.

        Expert advisors in Enterprise Ireland’s network of offices across Europe, together with its Market Research Centre in Dublin, can support your business as it investigates market opportunities, including by making local introductions and helping you to build your network.

        If you are not sure where to start your export journey, get in touch.

        Market snapshots

        Belgium

        While Belgium has lagged in 5G connectivity, that is set to change completely by 2025. Meanwhile, uptake of private cloud and data services is strong.

        Proximus, Orange Belgium and Telenet are the main mobile network operators (MNOs), with local private network provider CityMesh expected to become the fourth, following a recent auction of 5G spectrum band. There is limited 5G availability currently, with Proximus offering some pockets of coverage, but that is set to transform following the auction.

        The Belgian national strategy for broadband kicked off in April 2021 with full coverage planned for 2025. At present, 65% of the market has access to fibre broadband, with Proximus aiming to cover 70% of premises by 2028.

        Private cloud and data services are readily available in Belgium from providers such as Combell, with the country’s wide broadband coverage, fast download speeds and reliable networks making them possible.

        According to Statista, 64% of Belgian organisations used cloud solutions in 2018, while 43% of the Belgian population used cloud services in 2019. Both figures have likely grown since.

        • The Federal Public Service (FPS) Economy, particularly the new Broadband Unit in the Telecom department, which will implement the national broadband plan
        • The Broadband Competence Office, which oversees all competences in this area and supervises the implementation of the EU Connectivity Toolbox
        • Mobile network operators Proximus, Orange Belgium and Telenet (and CityMesh once it becomes one)

        The EU is providing Belgium with €5.9 billion in recovery and resilience funding, and €480m of that is going towards supporting the digital transition. Quality goes a long way in Belgium and Irish companies have a solid reputation in the telecoms space.

        Both factors contribute to this market offering solid opportunities around 5G and connectivity for Irish firms with innovative or best-in-class solutions, especially around:

        • Open RAN
        • private networks
        • Internet of Things (IoT) services.

        Partnership with local firms or providing infrastructure, network or IoT services to incumbents may prove the best routes forward for many Irish firms. Cloud or data services providers should look to sell to systems integrators, solutions providers or value-added resellers in particular.

        Broadly speaking, Belgium ranks highly in innovation and is a good test market for companies looking to grow into the broader European markets by establishing a local presence or through trade.

        With high levels of English fluency, language is not necessarily a barrier to entry here, although it can be useful to have a local partner who speaks French and Flemish. Belgium is an open economy, but business relationships are based on trust, meaning sales cycles take longer than in the UK or the US.

        Committing to the market and finding the right market entry strategy can be the biggest challenge for Irish firms. Druid Software, for example, has found success in the market through partnering with Belgian MNO Proximus and others on a number of collaborative initiatives, including an AI-powered safety app for motorcyclists.

        Top tip

        Come to the market, attend the relevant trade shows, meet the right partners and establish strong relationships. Belgian partners are willing to engage, but in person works best!

        Back to top

        France

        As France demands a cloud-first approach, 5G sites and antennas are multiplying rapidly there. That represents real opportunity for Irish firms.

        France Relance, the French government’s economic recovery plan, emphasises a cloud-first strategy for the public sector, while the government also announced a €1.8 billion support plan for cloud computing firms in 2021. Many French companies are also embracing the public cloud, despite lingering concerns over data privacy and sovereignty.

        Most people in France support the implementation of 5G, with around half of the population expecting to get a subscription, especially to download and swap large files or to use telehealth devices.

        Since the deployment of 5G in November 2020, sites and antennas have multiplied, and telcos have initiated the transition to the new generation of mobile phone standards. Marseille and Paris lead in terms of antennas, while 5G coverage remains unevenly distributed nationally.

        In March 2022, the French government announced new measures aimed at promoting access to 5G for manufacturers and vertical sectors. The government also wants to simplify access to the 2.6GHz spectrum to stimulate industrial 5G projects, while exploring potential access to the 3.8GHz and 4GHz bands.

        Having already funded 31 research and development (R&D) projects to the tune of €478m under the national 5G acceleration plan (launched in July 2021), the government is set to provide a further €47m to seven new projects under the plan.

        Irish firms can find particular opportunity in France around:

        • Private networks
        • Open RAN
        • IoT
        • Smart cities
        • Autonomous vehicles
        • eHealth

        Likewise, it’s worth targeting businesses engaged in:

        • Industry 4.0 or 5.0
        • 5G use cases
        • Health
        • Data centres.

        There are opportunities for innovative products and services. Irish firm Benetel, for example, is providing French telco Orange with radio units for Open RAN development and testing.

        Flexibility in product development and collaboration is a real advantage for Irish firms, but be aware of the challenge around access to the 2.6GHz spectrum and enabling 5G private networks.

        The French market can be a long sales cycle and requires trust and reliability. It usually helps to have a base in-market, visit regularly, or work with a local partner. No matter what, patience and persistence is key.

        Top tip

        Work with French experts to overcome complexity around tech harmonisation and spectrum access in France. Alternatively, look to work with systems integrators and operators at the forefront of 5G private network deployment.

        Back to top

        Germany

        Leading the way in spectrum allocation, Germany is focusing on the connectivity needs of industry, while also seeking to make 5G available to everyone.

        Germany leads Europe when it comes to 5G readiness, or the proportion of relevant spectrum already allocated. Industry needs are the priority, as Germany seeks to modernise production processes through broadband, wireless real-time communications.

        The Federal Republic has taken on a pioneering role in networks for local 5G applications (or campus networks), representing an important milestone for German industry

        Germany has also pushed to make sure the general population has access to 5G. Telekom says 40m people have been able to benefit from the 5G network since July 2020 and providers are aiming to offer 99% of the population a connection to 5G by 2025.

        Providers such as Telekom and Vodafone have already set up many 5G mobile base stations, meaning 5G is already available in some large German cities.

        To achieve high coverage with 5G, Telekom and Vodafone are also using Dynamic Spectrum Sharing (DSS), which makes use of existing 4G infrastructure for 5G, depending on demand and particularly outside of cities, where the 3.6GHz frequencies used exclusively for 5G are being used first.

        Any innovative or value-adding product or service that helps to enable industrial applications, products and services that harness 5G is likely to be of interest to German customers.

        Particular opportunities for Irish companies include:

        German business culture is usually risk-averse and new entrants need to show strong commitment to the market. As the market is still fragmented, any company seeking to sell in Germany needs to build a clear go-to-market plan and to identify in-market partners.

        This is a competitive market, so it’s vital to articulate a strong USP and be able to show how your offer brings significant commercial benefit.

        Bray-based Druid Software, for example, has brought its 5G Raemis platform to Germany where it is partnering with others on cutting-edge 5G projects, including one relating to smart factory research at the University of Kaiserslautern.

        Top tip

        Be as prepared and committed as you can. Germany isn’t a market for opportunistic sales. If possible, a physical presence there and constant visits to the market for trade shows and direct prospect visits are key for success. This ensures you can take advantage of the long-lasting opportunity the German market offers.

        Back to top

        Italy

        Italy is vigorously pursuing digitalisation and cloud adoption, with significant funding for extensive infrastructure and service development.

        Italy was a front runner in the EU for the commercial launch of 5G services. All four MNOs (TIM, Vodafone Italia, Wind3 and Iliad) launched 5G networks between June 2019 and December 2020 and have since expanded their 5G services, offering aggressive pricing to capture share in this competitive market.

        This high-speed connectivity is vital to Italy’s efforts to accelerate:

        • digital skill-building across its population and workforce
        • the digitalisation of businesses
        • the offering of digital public services
        • the implementation of key e-government processes.

        In fact, migrating public administration to the cloud is one of the key drivers of the Italian recovery and resilience plan. Italy is now fourth in Europe in cloud adoption after the Nordics (Eurostat), with the market there worth €3.84 billion market in 2021, €2.89 billion of which related to public and hybrid cloud and €891m to virtual and hosted private cloud.

        Italy’s national recovery plan supports the digital transition with a €6.7 billion investment for the deployment of a 5G/fibre high capacity network. That should bring 5G to populated areas, schools and healthcare facilities, with widespread 1 Gbps connectivity by 2026.

        The EU Commission has also approved a €2 billion in Recovery and Resilience Facility (RRF) funding for Italy to roll out a high-performing 5G mobile network.

        To gain a foothold in the market, Irish companies with relevant offers should look to target:

        • Local telecom operators
        • Large system integrators
        • Local distributors or value-added resellers (VARs) for partnerships in the market.

        It’s also worth noting that growth in cloud adoption is being particularly driven by skyrocketing use of platform-as-a-service (PaaS), which was up 31% in 2021. Meanwhile, data centre automation is also a fast-growing area.

        Take your time and be prepared. Invest in validating the market opportunity and building the right market entry strategy. Italian customers value strong relationships so it is worth spending time investing in building your network.

        Irish firms typically find it useful to have a strong local partner in this competitive market, as this can help shorten the sales cycle, deal with the language barrier and navigate local bureaucracy.

        Top tip

        Direct relationships matter. Invest time in coming to the market and meeting your counterparts in person.

        Back to top

        Netherlands

        While opportunity abounds in this tech-savvy market, regulatory processes may slow down the growth of 5G.

        The Dutch rank second in the world for online connectivity, with 98% of households having broadband connection and the country enjoying 95% 4G coverage. About 60% of the country is expected to have 5G services by 2030, with leading MNOs KPN and T-Mobile having launched commercial 5G services in July 2020.

        The regulator, the Netherlands Authority for Consumers and Markets (ACM) has been reluctant to set out a comprehensive 5G roadmap while the shape of the future consumer and industrial Internet of Things (IoT) solutions landscape, including security and value chain implications,  is still only sketchily defined. Progress will therefore be slow.

        ACM is also studying how well the cloud market is working for people and businesses in the Netherlands, where Amazon Web Services, Microsoft Azure and Google Cloud all operate, with Azure having 73% of the cloud computing marketing in 2020.

        The Netherlands is also home to the Amsterdam Internet Exchange (AMS-IX), one of the world’s leading digital data distributors.

        While the Netherlands did not submit a recovery and resilience plan to the EU and, therefore, is not accessing any related funding, there are still plenty of opportunities in this vibrant, tech-savvy market. There is a keen appetite for cloud services, for example – the  Netherlands ranks fourth globally when it comes to public cloud expenditure.

        Opportunities for Irish companies include:

        • Selling into MNOs, such as T-mobile, Vodafone Ziggo and KPN, which are all open to putting in place contracts relating to innovation, Internet of Things and partnerships
        • Finding opportunities around Open RAN, which is being trialled by network operators since October 2020 and will be key in future
        • Providing cloud and data services through a system integrator/VAR.

        It’s vital to show commitment to the market and boots on the ground give a strong advantage. Take the time to develop a tailored market entry strategy, bearing in mind the market is competitive and being the cheapest won’t guarantee success. A quality service and the right network connections should do the trick.

        Top tip

        Come to the market, attend the relevant trade shows, meet the right partners and establish strong relationships. Dutch partners are willing to engage, but in person works best!

        Back to top

        Spain

        As Spain seeks to bring ultrafast connectivity to everyone in the country, there is keen take-up of cloud services in business and industry.

        The Spain Digital 2025 Agenda supports EU connectivity objectives. It aims to extend ultrafast network coverage to the entire population (under the Plan for Connectivity and Digital Infrastructures) and prepare 100% of the radio spectrum for 5G by 2025 (following the Strategy to Promote 5G Technology).

        Spain is improving on digitalisation, but there is room to improve the uptake and use of  digital technologies, and information and communication (ICT) skills.

        The adoption rate of digital technologies by firms is close to the OECD average, but is below the best performing countries in Europe. There is keen and growing interest in cloud services, where Amazon Web Services, Microsoft Azure and Google Cloud are the main actors in the market.

        The private cloud remains the preferred option for security services (41%), communications (41%) and storage (40%). For its part, the public cloud is consolidated in areas such as the implementation and deployment of workstation services (52%).

        Under the EU Next Generation funding programme, Spain is receiving €4 billion to support fixed and 5G connectivity, data infrastructure and the related ecosystem. It is also getting €4.6 billion for the digitalisation of industry, SMEs and tourism and culture systems, along with investments in AI.

        Particular growth areas worth addressing include:

        • 5G
        • cybersecurity
        • AI
        • big data
        • open RAN
        • cloud security.

        While public sector bodies such as the central government, the regional governments and local councils are potential customers, the private sector (MNOs, system integrators and so on) are more dynamic and more accessible customers. Companies to target include Telefónica, Vodafone Spain, Orange, Más Móvil and Cellnex.

        The most important factor when it comes to the market around 5G and connectivity in Spain is being committed to it, which includes dedicating people to this opportunity. Furthermore, the sales cycle tends to be long so you need adequate financing in place.

        Local competition is the main barrier to entry here, but there are openings for innovative offerings. Make sure you have local support in the market, so you overcome any language barrier and be mindful of cultural considerations. Bear in mind too that sales are heavily based on reputation and relationships.

        Top tip

        To succeed in Spain, you need to pursue a strategy of continuous and thorough follow up.

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        The Level Project: Promoting gender balance in leadership teams

        The Level Project: Promoting gender balance in leadership roles

         

        Gender balance, diversity and inclusion is something we strive to promote as much as possible as a society, but in the world of business, having gender balance in a leadership team has been proved to have a very real and positive impact on a company.

        As a result, gender balance in management is something that Enterprise Ireland is widely advocating and supporting through a major new initiative, The Level Project.

         

        What is The Level Project?

        Sheelagh Daly, Enterprise IrelandThe Level Project has its origins in Enterprise Ireland’s Action Plan for Women in Business, which recognised that increasing the number of women in middle and senior management, as well as on boards, leads to more successful, sustainable and profitable businesses. “The Plan saw that there are considerable economic benefits that lie, untapped, in women in their roles both as customers and as talent,” says Sheelagh Daly, Entrepreneurship Manager at Enterprise Ireland. “In essence, by achieving gender balance, a company is tapping into 100% of the talent pool and 100% of the market.”

        The findings of the report is reflected in numerous studies that show that gender-balanced leadership teams can help businesses grow on a global scale. But despite all these studies and their clear conclusions, Irish companies are a long way from achieving gender balance in senior teams.

        There are numerous reasons why, but in the interests of helping companies progress and work towards their own individual gender-balance goals, The Level Project is a practical initiative that includes an online Action Planning Toolkit. Free to all companies, this toolkit helps companies assess their current situation and put in place real actions to enhance gender balance in senior teams.

        “Achieving gender balance is certainly harder in some industries than others, but simply taking some steps to enhance the gender balance of your leadership team can have tangible benefits for your business,” explains Sheelagh.

        “For example, visibly championing gender balance can have a positive effect on attracting and retaining talent. Gender balance in leadership also leads to increased creativity and innovation, thanks to diversity in thought and mindset, as well as a greater understanding of your customer base.”

         

        Striving for better

        These advantages are already being experienced by four early champions of The Level Project.

        VRAI is a fast-growing tech firm in the field of data-driven VR simulation training, and believes that a diversity of mindset is essential to help mitigate the complexity of what they are trying to achieve.

        Similarly, Spearline, a leader in telecommunication technology, credits a better understanding of their diverse customer base to diversity within their senior teams.

        For CLS, Ireland’s largest contract laboratory, having gender balance throughout the company, especially in leadership teams, creates harmony in the workplace, which can only lead to success.

        Vivian Farrell, CEO Modular AutomationHowever, achieving gender balance is very much a long-term plan for a lot of companies, especially those in industries that are traditionally male dominated. For example, Shannon-based Modular Automation has recognised that gender balance is hard to reach if girls are not seeing engineering as a viable career choice in school – a key part of their strategy is therefore demonstrating the advantages of studying engineering to girls at Junior Cert stage and lower.

        “All four of these companies have implemented very real strategies to enhance gender balance in senior leadership,” says Sheelagh. “While they recognise that this is a long-term project, the advantages of such strategies are already being experienced.”

         

        Introducing the Toolkit

        A key part of The Level Project is the Action Planning Toolkit, which is suitable for all companies, big and small, whether they are just starting out on their gender balance journey or want to improve and target their efforts even further. The Toolkit consists of six themes (Strategy, Attract, Retain, Develop, Engage, Measure), each of which is divided into two levels according to how advanced a company is. “We recommend that every company should start with the Strategy theme,” explains Sheelagh.

        A series of questions is included within each theme; answering ‘No’ to a question presents the user with suggested actions to include in their plan. Each theme also includes links to helpful resources such as guides, templates and expert insights. Once finished, an editable Action Plan for the company can be downloaded, which includes all the actions chosen  as well as space for notes.

        The online toolkit can be used free of charge by ALL companies.

        Enterprise Ireland client companies can also apply for several supports to help develop and implement their gender balance plan. Details of these supports can be found here or by talking to your Development Advisor.

         

        More information on The Level Project, including access to the Action Planning Toolkit and details of financial aids available, can be found here

        Cubic Telecom - MRC case study title

        Market research vital for success in the German automotive industry

        Cubic Telecom - MRC case study - Gerry McQuaid CCO

        With businesses facing more and more challenges by the day, the need to find growth areas within your chosen sectors has become even more important.

        For life sciences, pharmaceuticals, automotive and e-commerce, the DACH region, consisting of Germany, Austria and Switzerland, is a growing market actively looking for innovative solutions to push the sectors forward. In fact, in 2020 companies supported by Enterprise Ireland had exports from Ireland to DACH totalling over €1.8 billion.

        One Irish company that has seen the opportunity within the DACH region is Cubic Telecom, a business that produces an innovative platform called PACE to bring 24/7 connected software in cars to a new level. The opportunities for such a platform are huge – in 2019, the global connected car market was valued at $63.03 billion, and it’s projected to reach $225.16 billion by 2027. Not surprisingly, as the centre of the automotive industry in Europe and home to many world-leading car makers, the German market has a significant share in this growth.

        But when entering such a huge market as the German automotive industry, research is vital to ensure that any partnerships formed are strategic and sustainable – as Cubic understood from the very start. This is where Enterprise Ireland, and specifically its Market Research Centre and the Enterprise Ireland team in Dusseldorf, were able to help.

        “We did not simply select Germany as a generic target market,” Cubic Telecom CCO Gerry McQuaid says. “We looked at the world’s biggest automotive manufacturers and decided which companies we wished to build a partnership with. This naturally led us to Germany, the home of some of the world’s top auto manufacturers.”

        “We were very careful to take the time to understand what is required to do business successfully with large prestigious German companies and we had excellent support from the Enterprise Ireland team in Germany.” Cubic Telecom CCO Gerry McQuaid

        Platform for success

        Cubic Telecom’s solutions are indispensable for the whole range of services used by Original Equipment Manufacturers (OEMs) through the connectivity of cars, including entertainment, safety, driver assistance and vehicle management. Specifically, Cubic’s PACE platform enables cars and other devices to automatically connect to high-speed local mobile networks around the world securely and compliantly, while the PLXOR solution offers a single view of how content services are consumed across global fleets. And, its newest product, INSIGHTS, provides the business intelligence needed to see exactly how a fleet is performing, with real-time monitoring and alerting capabilities.

        Already, Cubic has enjoyed much success, connecting over 7 million devices and vehicles in 103 markets across Europe, North America, Latin America, the Middle East, Russia, Africa and Asia-Pacific. The company’s major opportunity in the automotive market is in its current partnership with the Volkswagen Group; already the company has established roll outs with OEMs like Skoda or Porsche, with more models to be added.

        “We were delighted to partner with the leading automotive brands within Volkswagen Group and this partnership has been an intrinsic part of developing our business success in Germany,” says McQuaid

        This strategic partnership was carefully planned and researched by the Cubic team. From their initial introduction into Germany, the Enterprise Ireland office in Germany supported Cubic’s progress within the automotive industry. With important connections across the German automotive and future mobility ecosystem, and a comprehensive overview of the economic landscape, the German office can advise companies not only in the early phases with finding the right approach and direction, but also with advanced business development when pivoting new sub-sectors or intensify current activities.

        Guidance from the German office proved very supportive for Cubic when it was entering the market in the early days. It now provides German brands such as Audi, Volkswagen, Porsche with a fully digital experience for their drivers.

        Enterprise Ireland’s Market Research Centre also played a key role. Client companies can use the centre to gain access to company, sector, market and country information needed to explore opportunities and compete in international markets. This allows companies like Cubic to assess and validate a market before developing an export strategy with support from the local office.

        In fact, the approach proved so successful that Gerry recommends it to any company seeking to enter new markets. “Start by considering the needs of the customer you are selling to, what solution you are selling, who you need to sell it to and what markets those target customers are in. Then leverage the Enterprise Ireland regional offices to get introductions to the people in that market who you need to meet.”

        Learn how Enterprise Ireland’s Market Research Centre can support your company’s export ambitions.

        Designing the workplace of the future – A new guide for all employers

          The world of work was shaken to its core in March 2020 when the Covid-19 pandemic hit Ireland and hundreds of thousands of Irish workers had to suddenly work from home.

          The slow and steady drive towards digitalisation accelerated sharply, and virtual meeting programmes such as Zoom and Microsoft Teams became commonplace. Now, 15 months on, and with the vaccination programme well underway, employers can begin to think about a return to the workplace – hopefully permanently. But the many lessons learned during the pandemic has had both employers and employees thinking about the future workplace – will we ever go back to the way it was? And do we want to?

          Enterprise Ireland has produced a new guide, ‘Emerging Through Covid-19 – The future of work, which aims to help business owners think about the positives and negatives from the last 15 months and to use these to build a sustainable business model for the future. With many employees welcoming the idea of remote working into the future, either full-time or for part of the week, is it time for employers to recognise the positives of remote working and tie it into their company policy on a permanent basis? And if so, how can they make it sustainable?

          “This is a follow-on from last year’s Covid-19 employer guide; last year we looked at the health and safety aspects of returning to work, while the theme of this year’s guide is around the future of work,” explains Karen Hernández, Senior Executive, Client Management Development at Enterprise Ireland. “During Covid, the workplace has changed, the nature of work has changed for a lot of people, and what employees expect from their employers has changed. Our aim is for all companies to be prepared to put in place the right structures and practices that suit their business needs and also the needs of their employees.

          “A large portion of our client base experienced the need to rush into remote working when Covid-19 hit Ireland in 2020. There have been some advantages and opportunities associated with this; some businesses found they’re as productive, if not more productive when working remotely. This guide aims to help companies take what’s worked well over the last 15 months and create some sustainable practices and processes that work for everybody.”

          The guide was developed in partnership with Fredericka Sheppard and Joyce Rigby-Jones of Voltedge, a highly regarded HR consultancy based in Dublin. “The objective with the guide is that it gives you a framework to start developing your own plan for the return to the office,” explains Fredericka. “All organisations are going to have their own dynamic, their own set of circumstances, so there is no one-size-fits-all solution to this. Our aim was to identify key pillars for organisations to use to develop structure and a suitable framework for their business.”

           

          The importance of asking questions

          A huge emphasis is placed on the need for communication with employees when making these decisions. “Employers need to engage with and actively listen to their employees, while also driving their business forward,” says Joyce. “This is intended as a broad guide, where employers can pick and choose the relevant pieces to them.”

          “It’s very important that employees feel that they’re being heard,” adds Fredericka. “However, decisions need to be made based on a number of factors, and employee input is just one of those factors. Obviously it’s really important to manage expectations and sometimes it’s just down to how you ask the questions. Give them some context from a business point of view. It’s not just about the employees’ wish-list, it’s also about creating a sustainable workplace for the future.”

           

          Managing remote workers

          Many employers are looking at keeping some sort of remote or flexible working practices in place – and offering this flexibility can be very positive when it comes to attracting talent. “Almost two-thirds of our client base are saying they find it hard to attract, engage and retain talent,” says Karen. “Companies need to consult and stay close to their employees and ask them what they want – and include aspects like flexibility as part of a value proposition to attract candidates.

          “Many companies that we are working with are looking at some sort of hybrid model, where employees combine time working in the office and time spent working remotely, at home or in co-working spaces. There are huge upsides, such as accessing skills from different parts of the country that they never would have before – offering remote, flexible or hybrid working is attractive to employees.

          However, this can be difficult to manage, and companies need to consider what works for the team as a whole as well as what’s right for individuals within those teams.”

          “There’s a big need for management support and training, especially for middle and line managers and supervisors who are dealing with a remote workforce,” explains Joyce. “It’s difficult for them, but it’s important that they get it right. Ensuring your managers are confident in what they do, and in their engagement with their teams. We are hearing that companies are looking to bring their employees into the office more, but it’s about getting that blend right between remote working and the office. One aspect that we emphasised in the guide is the need to make sure you are not discriminating against employees who are not in the office environment.”

          Identifying and managing issues such as burn-out and isolation is essential if companies are to offer some sort of remote working policy. “Companies that have regular check-ins and meetings with staff and use different methods of communication, such as video calls, emails and direct messaging are more likely to keep employees engaged when working remotely.  It’s also important for employees to have individual focus time, where they are able to detach from colleagues and concentrate on getting their work done without interruption”, says Karen.  “Long term, we don’t know enough about hybrid working for a definite ‘best practice’ but instead companies should pilot different ways of working – for instance, we have some companies who are trialling a ‘team days’ concept – having the whole team in for certain days of the week, then for the rest of the week, they’re working from home.”

           

          Piloting the new workplace

          The aim of the guide is to pose those broad questions that will help employers in every sector decide on the right workplace for the future of their business – but there is no need to rush into a decision. “The biggest challenge for employers is making the decision as to how you’re going to handle this working environment,” says Joyce. “Are you going to fully return, are you going for a hybrid, can you facilitate a full return in the workspace that you have? Employers need to make very big decisions, and very strategic, long-term decisions, so we’re suggesting that they talk to their employees about what they want and then piloting whatever they plan to do before they make any strategic decisions that will impact on the business going forward.”

          Covid-19 has had a huge effect on how we work – but now is the time to use what we have learned since March 2020 to create a more inclusive, sustainable business model, one that pushes the business forward while creating a culture that values employees and their health and wellbeing more than ever before. This can only be a positive thing.

           

          To download Enterprise Ireland’s new guide, ‘Emerging Through Covid-19 – The future of work’, click here.

          fintech

          Mexican market ripe for Irish fintech firms seeking to expand

          With an underbanked population and skyrocketing use of mobile tech, Mexico offers an open door to growth for Irish financial technology firms seeking new opportunities in the global market. This is a market with a real need for innovative financial services.

          “Mexico is in the early stages of a financial technology (or fintech) revolution, with start-ups focusing particularly on flexible, low-cost, accessible services,” says Sara Hill, SVP Southern US and Mexico at Enterprise Ireland. “It is the Latin American hub for the sector and local start-ups flourishing in the wake of local pioneers such as Kubo, Financiero and Conekta, all peer-to-peer payments firms which first emerged in 2011.”

          Partly driven by the same social distancing regulations and decrease in the use of cash seen everywhere because of the pandemic, use of mobile banking is soaring in Mexico, up 113 per cent between 2018 and 2020.

           

          Lending and payments lead the way

          Across the board, the financial services market in the country remains underserved, but local consumers and businesses are keen to see new services in this area and new financial companies don’t have to compete with legacy institutions as much as they might have to elsewhere.

          “Only 47% of the population in Mexico has a bank account,” explains Sara. “That’s why we’re seeing lending and payments as the top two areas in which fintech start-ups are operating. There continues to be huge demand and extensive room for growth in this area.”

          Start-ups are also active in Mexico in categories such as blockchain, crowdfunding, cryptocurrencies, digital banking, enterprise financial management, personal financial management, remittances and foreign exchange, scoring, identity and fraud, and wealth management.

          “In the Austin, Texas office of Enterprise Ireland, we not only support Irish businesses seeking to break into nine southern states of the US, but also those who want to enter the Mexican market,” says Sara. “We help them evaluate the opportunity there for their business and also offer in-market support such as introductions to buyers, partners and decision-makers.”

           

          Irish businesses soaring in Mexico

          Fintech businesses in Ireland considering this step will be in good company, with Irish tech firms already thriving in Mexico including Workhuman, Adaptive Mobile and Daon.

          Other Irish businesses also active in Mexico include Ornua (Kerrygold’s parent company), mobile recharge provider Ding, forklift firm Combilift, food packaging manufacturer Fispak, GM Steel Fabricators, and pharmaceutical engineering firm Prodieco. Overall in 2019, Irish exports to Mexico were worth €83m, up 36 per cent on the previous year.

           

          A growing market for fintech

          When it comes to fintech, Mexico is currently ranked 30th in the Global Fintech Ranking, with Brazil ranking 19. Mexico has over twice as many adults that use digital banking, however, compared with Brazil, Colombia and Argentina.

          The Mexican fintech is worth 68.4 billion pesos (around €2.8 billion), with about 4.7 million users out of a total population of 127.6 million. For context, the global fintech market was valued at US$127.66 billion (€105.9 billion) in 2018, with expected growth of 24.8% by the end of 2022.

           

          Understanding market challenges

          Rapidly developing markets like this one undoubtedly present challenges to potential new entrants. With a troubled history of corruption in the past, some lingering distrust of financial institutions remains, but the introduction of a stringent fintech law in 2018 has helped.

           

          “This law regulates which financial entities are legally allowed to operate and offer financial services in Mexico,” explains Sara. “So you have to make sure that your business is going to meet the criteria. The law was introduced to protect users and consumers, to prevent money laundering and to help foster an environment of trust.”

          Geography can also be a challenge for companies expanding in Mexico, with many rural areas having no banks or ATMs, meaning people are less likely to have bank accounts. While this presents a great opportunity for digital payments, internet and mobile service can be poor in some locations. As a result, fintech firms tend to be based in urban areas, with more than half of the 700 or so start-ups in the sector based in Mexico City.

          Other factors inhibiting financial inclusion in Mexico include income, education and even gender. That gender gap should close quickly, however, as men and women are equally likely to use mobile tech and social media.

           

          Building lasting relationships

          When it comes to exporting, understanding the nuance of any new market is vital. Firms must remember to localise products and messaging properly, for example, as Mexican Spanish is different to that spoken in Spain.

          On-the-ground agents or partners are also crucial when it comes to navigating the local business environment and building customer relationships.

          “People in Mexico want to do business with those they know and trust,” says Sara. “You’ll need to make multiple visits to build relationships or to have a strong partner on the ground who can represent your business.”

          For Irish fintech firms seeking to expand overseas, Mexico undoubtedly presents a real opportunity to build a user base quickly in a rapidly developing and dynamic market.

          Get advice and insight into local market conditions and practices in Enterprise Ireland’s Exporting to Mexico guide.