Paula Carroll

New Frontiers: The first step for ambitious entrepreneurs

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IPaula Carroll - New Frontiers National Programme Manager

Ireland has a fine reputation around the world for being a country of innovators – indeed, it’s hard to find someone who doesn’t have an idea for a new product or service, or a vision to make an existing solution even better. But translating that idea into a viable business is a massive jump – which is where the New Frontiers programme comes in.

Delivered on behalf of Enterprise Ireland in 18 Institutes of Technology and Technological Universities across Ireland, New Frontiers is Ireland’s national entrepreneurial development programme, as Paula Carroll, New Frontiers National Programme Manager, explains:

“It’s a programme designed to support early-stage entrepreneurs, from when they have that business idea in their head right through to when they bring that product to market. It offers a structured and supportive environment and runs across three stages.” 

Delivered in three phases, the New Frontiers programme is designed to be as user-friendly as possible, allowing you to explore and develop your idea over a number of phases

“In Phase 1, someone may come in with a sketchy idea and want to explore and validate it,” explains Paula. “Within six to eight weeks, they work on the idea and find out if it can become a valid business that’s worth progressing. It’s part-time so requires no commitment; the participant can complete the phase in the evenings or at the weekend without it affecting their job. It consists mostly of interactive workshops.

“After Phase 1, participants can apply for Phase 2, which is an intensive six-month immersive programme.

“In Phase 2, participants work on their business idea full-time; the programme includes interactive workshops, five one-to-one mentoring sessions and a €15,000 stipend.” 

They also get a lot of support within the colleges or universities in which the programme is being run, and have the opportunity to immerse themselves in the entrepreneurial ecosystem. During this phase they get milestone reviews, to ensure they stay on track as six months can pass very quickly indeed.

“At the end of the six months, sometimes participants can look for additional support either from the Local Enterprise Office or from the High Potential Start Up team in Enterprise Ireland. They could also stay on for Phase 3, which is another three months of support.”

 

Creating success stories

Enterprise Ireland has been managing the programme since 2012, and since then, approximately 4,900 individuals have participated in New Frontiers, with 1,500 going on to the immersive Phase 2 of the programme.

“We also did an evaluation at the end of 2019,” says Paula, “and out of the people we surveyed who had completed the programme, over 83% were still in business. Plus the turnover of those people surveyed was over €300 million.”

Some of those still in business are genuine Irish success stories. For instance, a 2019 participant is Uccello Designs, a design and manufacturing company providing stylish assisted-living devices such as an innovative no-pour kettle; Uccello Designs now employs 11 people in Ireland, Australia and the UK. Another success story is 2017 participant Kianda Technologies, which has developed a no-code business process automation platform that allows business users address core business process management needs without the need for outside help. Now supported by Enterprise Ireland’s High Potential Start-Up unit, Kianda recently experienced a 40% increase in their customer base and is aiming to triple the size of their team by the end of the year. And, Immersive VR Education in Waterford, one of the 2016 participants, raised €6.75 million following a successful IPO in 2018.

 

Supporting every corner of the country

The regional aspect of the programme plays an important role in Enterprise Ireland’s commitment to developing sustainable businesses all over Ireland. “It’s offered in 18 institutions throughout Ireland,” says Paula. “With Covid, obviously, it all went online but post-Covid, Phase 1 will remain online – which makes it accessible to everyone, regardless of where you live – but Phase 2 will have face-to-face meetings, interaction and networking, as well as some online.

“Having that interaction is so important when building a business as other people can challenge an idea within a safe environment, and give participants the opportunity to practise their pitch in front of mentors and peers. 

“New Frontiers encourages people to pitch from day one; we get them to deliver an elevated pitch at the very start, and by the end of even Stage 1, that pitch has been refined and developed through practice.”

The New Frontiers programme is open to early-stage entrepreneurs based in Ireland over the age of 18 with an idea that has employment and export potential. Start dates vary according to your chosen location, but the application process is quick and easy. Simply fill in the online form available on www.newfrontiers.ie and a programme manager will get in touch to discuss your project and send you an application form

Visit www.newfrontiers.ie for details on how to apply.

Digitalisation: a key strategy in ensuring export success

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Start your digital journey

During this period of recovery, Irish companies are looking at every way possible to grow and increase their business. While finding new markets for your offerings is an important strategy, the role that digital transformation can play in business growth cannot be underestimated. According to the World Economic Forum, over $3.1 trillion in productivity gains could be added to the global economy by digital initiatives by 2025.

To ensure they share in these gains, Irish businesses are primed to drive their digital transformation strategies but it’s important that they take a holistic approach so their digital plan can evolve as the business grows.

“Most Irish companies are somewhere along the digital maturity curve,” says Conor O’Donovan, Head of Marketing Communications and the Client Digitalisation Unit at Enterprise Ireland. “Some are at the very early stage, which means they have only begun to look at ways to optimise their business through moving to the cloud for example, or implementing a CRM to improve how they engage and record customer data and interactions. Other companies are further along the journey, and are embedding automation to streamline manual repetitive tasks, while others are adopting data analytics and AI into to improve data analysis and predicting trends that impact their businesses and providing real time customer or supplier information upon which they can make informed decisions.”

 

Challenges and developing a digital mindset

While the advantages of adopting a robust a robust digital plan are clear and plentiful, there are challenges facing SMEs. “Knowledge and awareness are key issues,” explains Conor.

“Many businesses don’t know where to begin or who to speak with about their digital roadmap, and therefore find it challenging to select the right partner and vendor. Another key challenge is access to skills, both strategic and technical. says O’Donovan

“Ensuring that these skills are available to the business either internally or externally are key success factors, as is developing a digital mindset across the business. Finally, the availability of finance can be a key challenge in implementing the right solutions.”

Many businesses mistakenly believe that digitalisation is just about expensive technology, but this is only part of the story. According to Conor, there are four key aspects to a successful digital strategy, all of which need carefully addressing.

“Firstly, ask yourself why you need a digital strategy. It’s easy to read about a new platform or technology solution but a good digital strategy must be aligned to your business strategy. Ask yourself a number of key questions. For example, what business objective can be enabled by the digital plan? Is it about finding new customers or increasing sales with existing ones? Is it about improving production efficiencies or about strategic decision-making, which requires the availability of real-time accurate information drawing from several business units or locations? These are all important questions that must be answered before you start.

“The second key factor is process. It is hugely important to review and optimise processes before layering on digital technologies. An inefficient process before digital will remain an inefficient process after digital. Talk to Enterprise Ireland and the Local Enterprise Offices for help on this; we have LEAN programmes to support process optimisation.

“The third key element is people. Digital strategies will only work if people at the senior levels and across the organisation understand digital possibilities, see the benefits to the business and champion its adoption. says O’Donovan

“It must be driven by multiple people across the organisation and developing a digital culture and mindset across the business is key. There are multiple programmes on digital available from Skillsnet, the IMI and others to support this.

“Then finally we get to the technology piece. This part can be daunting for companies with limited budget, so it’s vital to take the time to really assess the technology required. It’s also important to ensure interoperability as new technology comes on stream as part of a multi-year plan – so the technology ‘speaks to each other’. This will avoid expensive integration and data extraction issues at a future date.”

 

Supports progress your digital journey

While the above might feel daunting, especially for businesses at an early stage in their digital journey, there is plenty of help available. Enterprise Ireland can help Irish exporting businesses to focus on and develop their digital strategy. The new Digital Ready Scorecard is a short self-assessment online tool that enables businesses to assess their current digital readiness and identify any gaps. The scorecard also signposts supports from Enterprise Ireland, the Local Enterprise Offices and across Government. More information can be found on the Enterprise Ireland website.

Enterprise Ireland also offers a €9k fully funded Digitalisation Voucher for eligible companies to engage independent experts to develop their digital strategies before purchasing any technology. All these aids will ensure that Irish exporters can reap the significant rewards of a robust and dynamic digital strategy.

A person gathering market intelligence by analysing graphs and statistics on a sheet of paper

Using market intelligence to inform your export plan

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The saying that ‘knowledge is power’ is certainly true of successful exporting. Companies must use market intelligence to understand their customers’ requirements, cultural considerations, market trends and what competitors are doing, in order to succeed.

Insights gained from high-quality market research are essential for good business decisions for companies with the ambition to grow, export and, indeed, survive. While successful products and services are built on sound market research, a continual process of keeping up-to-date with business intelligence is required, which can be time-consuming and costly.

 

Market Research Centre

That is one reason Enterprise Ireland’s Market Research Centre is such a valuable resource. It is the largest repository of business intelligence in Ireland and contains thousands of world-class market research insights, available to Enterprise Ireland supported companies.

Reports include company, sector, market and country information, which help businesses to explore opportunities and compete in international markets. We use databases from blue-chip information providers such as Gartner, Frost & Sullivan, Mintel and others, which provide authoritative, verified information that is independent and reliable. Some of these reports cost tens of thousands of euro individually, so the value of accessing the service is immense.

 

Using market intelligence to assess new markets

The Market Research Centre is staffed by information specialists who help clients locate the most appropriate sources of knowledge for their requirements. The specialists can track down niche market intelligence that is not available through internet research and can also facilitate access to industry analysts to provide bespoke briefings that deep-dive into subject areas.

While the UK and European markets remain vitally important for exporters, increasingly diversification into more distant markets is a strategic option. Critical to all such business decisions is access to authoritative market research.

 

Using insights to make an impact

An example of how the centre helps companies to explore opportunities in overseas markets is workforce travel company Roomex. Over the last two years, the company has targeted the UK and Germany and is now looking at the huge potential of the US market. Information specialists helped the company gain valuable insights by providing access to global company, country, market and sector data which helped the Roomex to analyse their target customer and competitor base.

Enterprise Ireland’s research hub offers access to extensive predictive research on future trends, which is invaluable for companies interested in innovation. Knowledge of what might impact a market next provides an opportunity to develop new products or solutions. There are huge opportunities arising from disruptive technologies, such as driver-less cars, but also risks to companies which are not looking ahead.

 

Growing your business using market intelligence

Companies which are serious about exporting, growing and future-proofing their business should put continuous research at the heart of their strategy.

If your company is considering expanding into new markets the Market Research Centre’s extensive resources and expertise should be your first port of call.

Contact the Market Research Centre today.

Karen_Hernandez

People management and the new work landscape

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For the past year and a half, employees across the country and indeed the world have found themselves in the unusual position of working from home. But now that some sort of normality is returning to our lives, many industry bosses are keen for their staff to put in a physical presence at the office – however, an overwhelming majority would like to continue working remotely in some way or other.

“Since the onset of the pandemic, the nature of work has changed as, for many businesses, Covid has accelerated the move to remote working,” says Karen Hernández, Senior Executive – People & Management Pillar – with Enterprise Ireland. “Overall, this has been a positive move as many companies have found that productivity has remained the same or even increased during this period.

“A recent survey, conducted by the Whittaker Institute and NUI Galway, found that 95% of respondents would like to work remotely at least some of the time – and with this in mind companies are now seeking to set up appropriate means of supporting remote, hybrid and flexible working.”

 

Challenges ahead

But while this new landscape brings both opportunities and challenges, Hernández says companies should also consider how to address some of the medium-term HR and management challenges now facing their business.

“Possible issues include looking at ways to implement flexible working to suit both the business and the employees, utilising office space while many are working remotely and motivating managers and employees while they are engaged in work outside of the office,” says Hernández

“In addition, staff may be anxious about returning to the workplace, so it is also important to consider health and well-being supports and be aware that remote working attracts the same rights and responsibilities as office-based work in terms of pay, benefits, health and safety and work time.

“But where businesses are employing staff from other jurisdictions, they need to be clear that the employment rights, which govern the terms and conditions of employment, are those of the country where the individual is physically working.”

 

No one-size fits all model

The people management expert says while research indicates that a majority of employees want to keep working remotely, in some format, employers must understand that they run the risk of losing their best talent if they force everyone back to the office.

“Transitioning to a fully remote or hybrid work model may seem easy as we have all been doing it for 18 months,” she says. “But in reality, getting remote and hybrid working right for the long-term is actually very complex and requires significant planning and communication with employees.

“Firstly, companies really need to consider what’s best for them as a business as well as their employees. What’s right for one company may not be right for another, so a good starting point is to survey managers and staff to understand their needs. Then companies need to review and consider how easy it will be for employees to carry out responsibilities remotely – flexibility is key here as what works for one person, may not work for another.”

 

New skills needed

Maintaining engagement and motivating staff is incredibly important and Hernández says that managers need to develop new skills to engage employees in remote and hybrid work environments.

“There needs to be regular two-way communication, via surveys, focus groups and all-hands meetings,” she says. “This is essential going forward and companies need to establish a culture of trust, with value placed on deliverables rather than on input or time spent online.

“In addition, managers need to have the skills to lead and manage remotely – and this may require some additional training.  So, companies need to look out for signs of stress and over-work among employees as it is more difficult to spot in a remote environment.  Indeed, many are reporting that the merging of work and home life is making it difficult to switch off outside work hours and this is exacerbated when the work culture is focused on presenteeism, as employees feel that their time is being monitored.”

Support from Enterprise Ireland

Enterprise Ireland is aware that companies may need assistance when it comes to ensuring a smooth return to the office or developing an efficient hybrid or remote working model. So in in conjunction with Voltedge Management Ltd, it has developed Emerging through Covid-19: The Future of Work to help Irish companies to consider and reflect on these and other HR challenges they are likely to face over the coming months.

“Its purpose is to help business leaders to understand how the world of work has changed over the past year and consider the impact these changes may have on the expectations and motivations of both current and prospective employees,” says Karen Hernández.  “Our intention is to provide insight into good HR practice and to encourage businesses to think about what approaches or responses may be right for them.”

 

Click here to download your copy of the guide.

People working at a co-working hub in the National Hub Network

National Hub Network: Bringing Irish workplaces into a new era

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There’s no doubt that the Covid-19 pandemic has changed the world of work forever. While we’re not out of the woods just yet, slowly but surely we are all looking to recovery and what work might look like post-pandemic. And it’s looking like a whole new world for many.

 

Designing a workplace for the future

In 2021, Enterprise Ireland released a new guide, ‘Designing a workplace for the future’, which was written to help employers navigate their way into the new world of work, including remote/hybrid working and other more flexible forms of work.

The guide recognised that company owners are now aware that offering a degree of flexibility has many advantages for their business in attracting and retaining talent, as well as for the Irish economy overall.

However, most are still in the early stages of working out how these can be optimised within their own companies.

 

The right to request remote work

What’s more, the matter is becoming more urgent, thanks to the upcoming legislation on the right to request remote work. When enacted, it will act as a lynchpin for HR strategy and implementation.

This legislation is due to come into effect in 2022, so it’s essential that every employer considers the best solution for their company sooner rather than later.

 

The National Hub Network

An integral part of the new world of work is the growth of the National Hub Network, which enables workers to carry out their jobs in a social space with excellent amenities.

The networks also play a valuable role in driving vibrant regional economies across Ireland, as Clare Power, Enterprise Ireland’s lead on Regional Remote Working, explains.

“These hubs are far more than just buildings for workers,” Clare explains.

“They are part of the regional ecosystem, a go-to place for local start-ups through to established SMEs looking to grow and scale their businesses.”

“These co-working hubs are a valuable contributor to a vibrant local economy, a wonderful opportunity for employees from diverse backgrounds who want to progress their careers outside of the big cities, and an important enabler for collaboration and networking across sectors and disciplines.”

“In short, these hubs will play a crucial role in Ireland’s future of work landscape.”

 

The evolution of co-working hubs in Ireland

Co-working hubs existed before the pandemic. In fact, they were highlighted in Enterprise Ireland’s 2019 ‘Powering the regions’ plan.

However, they’ve taken on a new level of significance since Covid-19 hit in March 2020.

“There have been examples of successful co-working hubs already,” says Clare. “These include Dogpatch Labs and Guinness Enterprise Centre in Dublin, The Mill in Drogheda, Wexford Enterprise Centre, Merits in Naas, PorterShed in Galway and Ludgate in Skibbereen.”

“Their success is down to their excellent facilities, including reliable wi-fi, excellent cybersecurity, access to the latest digital tools, meeting spaces and 24-hour access.”

 

The Quality Standards Framework for the National Hub Network

Recognising the importance of these hub networks to both regional development and Irish SMEs, Enterprise Ireland has led significant infrastructural investments initiatives on behalf of the Department of Enterprise, Trade and Employment.

“We have a relationship with the Community Enterprise Association Ireland (CEAI) spanning two decades, and have supported CEAI as the co-ordinator of a world first, the development of the Quality Standards Framework for the National Hub Network, known as QHubs,” explains Clare.

“The Quality Standards Framework aims to provide a world-class facility and service for enterprise at all stages of growth, enable hub owners and managers deliver excellent service to their users, and help the National Hub Network to work collectively towards future self-sustainability.”

To help embed QHubs, CEAI launched a free preparatory development programme for enterprise hub owners and managers, delivered in partnership with Skillnet Ireland.

 

Supporting co-working and remote working

“Enterprise Ireland is also involved in many other initiatives to support the National Hub Network.”

“These include Grow Remote, a not-for-profit agency working in the fields of networking, job market connection, community development and free nationwide remote training. Grow Remote has published a playbook to equip SMEs with the tools to successfully implement remote work permanently. We also point employers to the Western Development Commission-led ConnectedHubs portal in searching and sourcing for their ideal co-working spaces.”

According to Clare, “it’s clear that regional hubs have a vital role to play as we slowly get back to ‘the new normal’.

Perhaps the growth and development of these hubs – and the subsequent positive effect on our lifestyles, families and rural areas – will emerge as something positive to come out of the last two years of upheaval and change.”

 

Download Enterprise Ireland’s ‘Designing the workplace of the future’ guide here.

Neil Cooney

Market Watch – A view from Canada

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Market Watch Canada Neil Cooney

Key Takeaways

• The public health response to Covid-19 in Canada was well informed by previously having dealt with the challenges caused by an outbreak of SARS in the early 2000s.
• There were some challenges, and the Canadian government has been swift and efficient in offering support to businesses and citizens across the country.
• Canada, like many jurisdictions, is seeing a resurgence of cases and borders are currently closed to mainstream traffic.
• Remote working has seen many industries pivot to a new way of doing business.
• Many sectors are moving apace and there is opportunity for Irish companies.

Along with almost every country in the world, Canada has felt the effects of the pandemic, but Neil Cooney, Enterprise Ireland Country Manager Canada, says while a second wave is also taking its toll, there are some positive signs of growth.

“The challenges of Covid-19 are significant and as a result, the Canadian government has committed extraordinary support to citizens and businesses during 2020 as economic activity is considered to be approximately 5% below February levels,” he says. “However the economy has seen four straight months of growth, as restrictions have been modified to support more of the economy coming back online.”

“Of course, like many other jurisdictions, Canada is seeing a resurgence of cases, particularly in its main metropolitan areas – and borders are currently closed for most travellers. So those doing business need to look carefully at the limited set of exceptions which may apply (for critical infrastructure or in healthcare) – while most workers in government, banking, technology and professional services sectors continue to work from home.”

Aside from the challenges of not being able to visit the market, meet customers and attend trade events, Cooney says another effect of Covid-19 has been that some pending projects were paused as companies reacted to the uncertainty, but this is beginning to change.

“We have seen projects reignite in recent months as business priorities have shifted from crisis management or remote working challenges to an acceleration in digitalization and providing better experiences for customers and employees,” he says.

“Pivoting to virtual has been an area of opportunity for many of the leading trade events and while they vary in format and cost, these events have reduced the barriers for Irish companies interested in learning more about trends and opportunities in Canada – which has always been challenging to do on a coast to coast basis as it is the world’s second largest country.”

The move to remote working and distributed teams has pushed businesses to openly consider solutions from providers, which they will engage with online from start to finish.
And according to Cooney, the manufacturing sector and supply chains generally have done well in overcoming the hurdles posed by the current global crisis.

“Like many markets, the challenges of Covid-19 have accelerated change in many areas with companies and industries adopting new technologies,” he says. “This has represented an opportunity for Irish companies which offer innovative solutions in areas such as cybersecurity, remote working enablement and digital health.

“And Canada recently announced investment of 10 billion (CAD) in infrastructure projects -through the Canadian Investment Bank – in energy, agricultural irrigation, connectivity, zero-emission buses, early construction works and buildings’ energy efficiency.”

He says with the impact of the crisis on the energy sector, there has been an opportunity to focus investment on environmental mitigation of orphan wells, developing renewable energy and charting a cleaner, more efficient energy future.

And the construction sector has continued its buoyant level of activity with an increasing focus on modular housing deployment and environmentally superior building technologies currently in demand.

“In addition, Canada has continued to invest significantly in its public infrastructure, including a recent announcement supporting broadband provision– which at $1.75 billion represents the largest one-time federal investment in broadband.”

Home to several world class clusters including the world’s third largest aerospace hub in Montreal, Canada is North America’s second largest financial services and technology cluster, leading capability in Artificial Intelligence technologies, and has a burgeoning technology sector.

Toronto has the highest cluster of AI start-ups in the world and Montréal boasts the highest density of researchers and students of deep learning in the world. This has highlighted an opportunity for EI Canada to join the conversation with focus on Irish AI capable clients.

But while virtual meetings have made it easier for companies outside Canada to explore new commercial relationships, there are certain factors which need to be considered.

“Companies approaching the market often have to think region by region in sourcing distribution, identifying partners, winning customers and setting-up beachhead sales operations,” says Cooney. “And while doing this in-person has always been a challenge given the scale of the territory, the current reliance on virtual meetings has created more of a ‘level playing field’ for companies outside Canada exploring new commercial relationships.

“But it is officially a bilingual country which means many products and services must offer English and French to participate in procurement or Request for Proposal processes. To this end, Enterprise Ireland has recently opened an office in Montreal to assist Irish companies in doing business in the region.

“And while Canada is often seen as an excellent proving ground and valuable reference site for the wider North America market, it is crucial to display knowledge and responsiveness to the distinct needs of Canadian customers, local regulatory requirements and differences in business practice – something which definitely applies to the complex, multi-stakeholder buying processes we see in the Healthcare and Telco sectors.”

However, the country manager says that Canadians prefer to work with companies which already have an established presence in the market.

“Demonstrating local presence can be an important way to gain trust and to reassure potential customers of the availability of your on-going support,” he says. “Canada is a welcoming country when it comes to entrepreneurs, investors, and talent, including from Ireland, and is as a result attracting significant business to tech hubs such as Toronto, Montreal, Vancouver and Calgary. And during Covid-19, this may mean establishing a virtual presence and hiring locally in-market – which is readily possible given the ease of set-up in Canada.”

To learn more about the steps companies can take to address the impact of Covid-19 visit our business supports page.

UK packaging webinar title

The UK Packaging Sector Webinar – Opportunities and Challenges

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Few sectors have been affected greater by the COVID-19 pandemic than the packaging sector. The increased demand on food packaging with the upsurge of people eating at home and companies forced to rethink their packaging as minimalism made way for health and safety, the packaging sector was forced to change quickly to the ‘new normal’.

Now as a post-pandemic world looks somewhat in sight, it’s time to reassess the UK market and re-evaluate how Irish packaging suppliers can take advantage of the £11 billion UK packaging sector.

In this webinar, Andrew Finch, UK Packaging Consultant examines the UK packaging sector and discusses:

  • State of the UK market post-COVID-19 and post-Brexit

  • Opportunities for Irish packaging providers in the market

  • Latest demands from UK multiples and key industry stakeholders

  • Sustainability outlook in the UK

  • How to best engage UK packaging buyers

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

    The lion’s share of French business happening in Lyon

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    As the UK has left the European Union, France is now Ireland’s closest neighbour in the bloc and Claire Tobin Mercier, Senior Market Advisor at Enterprise Ireland, Lyon, says the strong trading history and good relationship between our two countries makes France an ideal environment for Irish investors.

    “France boasts the presence of large indigenous companies across multiple sectors along with a high number of decision centres for multinational companies, which are very much aligned with Irish capabilities,” she says.

    “For the second consecutive year, France is Europe’s number one destination for foreign direct investment with 23 important new projects announced weekly throughout 2020. These opportunities add to the huge €100bn investment envelope made available by the French government for post-Covid economic recovery to be spent in areas such as sustainability, infrastructure and digital transformation.”

     

    Looking to Lyon

    Tobin Mercier, who joined Enterprise Ireland in 2019, having originally moved to Lyon to establish the subsidiary of an Irish medical diagnostics company, went on to develop her own consulting business helping foreign companies get a foothold in the French market. So, she has a deep understanding of the capabilities for Irish industry within the region and says there is much scope for business development.

    “France represents a big and vibrant market on our doorstep and our relationship with the French has always been healthy and filled with mutual respect,” she says. “However, people often think of Paris when they consider doing business in France, but Lyon is regarded as the most ‘business-friendly’ city here. It has a fantastic geographical position, being bordered by both Switzerland and Italy, and is serviced with a highly developed infrastructure for air, rail, road, and river transport. In addition, the region has many similarities with Ireland, including its size, industrial ecosystem and many SMEs are also family-owned businesses.

    “The fact that several Irish companies have already set up businesses in this area is indicative of the potential the region represents – and some of the Irish players who have substantial presence include Life Scientific, Amarenco, Kingspan, Icon, Smurfit Kappa, Grant Engineering and Tricel.”

    Lyon is the capital of the Auvergne Rhône Alpes region, which is the second strongest economic region in the country. It is the birthplace of life sciences in France and is home to many big names in the industry, including Sanofi Pasteur, Boehringer Ingleheim, Medtronic and BioMérieux, which helps to drive the local economy.

     

    Sectoral expertise across life sciences and clean technology

    “It is also the top vaccine production centre in the world and recognised as a benchmark region on immunology, infectious diseases, diagnostics and veterinary health,” says the market expert. “In addition, it is one of Europe’s most important clean technology development regions and on this basis, allocates more money to renewable energy than any other region of France, making it a place of great business opportunity for testing innovative environmental solutions in energy transition and efficiency, mobility of the future and circular economy.”

    The area is also the second most important digital hub in France and the top industrial region, with a dense network of industrial corporations, SMEs, and innovative start-ups. And due to its strategic location, the logistics and transport sector is also particularly strong.

     

    Covid-19 impact

    Of course, the pandemic has had an impact, which can be seen in the dramatic drop in GDP of 8.3%, the largest ever measured here. But while 320,000 jobs have been lost, this figure is considerably lower than the 600,000 job losses which were predicted last year and is a result of the massive take-up of the partial unemployment measures put in place and also the much stronger performance of the economy in the last quarter of 2020.

    “Overall, French purchasing power did not suffer from the pandemic and in fact, the French people have saved an extra €111bn in comparison to 2019,” says Tobin Mercier. “So, there is hope on the horizon and I would encourage Irish companies to seriously look at the French market as a territory offering great opportunities for those who want to grow their export sales.

    “The ‘Irish friendly’ environment which is very prevalent here should be taken advantage of and if you are thinking of doing business in France, invest some time in research as the French market requires some investment at the start, and it can take some time to get a foothold, but once in, you will find a favourable and loyal business environment.”

    For more information on doing business in France, visit Enterprise Ireland’s French market page.

    Getting There: Strategies to promote gender diversity in business

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    At Enterprise Ireland, we have long since recognised that one of the keys to optimising our start-up sector in Ireland is to boost gender equality in business.

    Diversity in business is vital to reflect our modern, global economy and create growing, sustainable companies. Extensive international research has shown that diversity increases innovation and creativity, while research from McKinsey & Co revealed that gender diversity leads to improved productivity and increased profitability.

    However, promoting gender diversity takes work. “Back in 2011, only 7% of our High-Potential Start-Ups (HPSUs) included a woman on the founding team,” says Sheelagh Daly, Entrepreneurship Manager at Enterprise Ireland. “Seeing this, we put in place specific goals and plans to increase this, and now, in 2020, 24% of our HPSUs have a woman founder.”

    While Enterprise Ireland is well known for its entrepreneurship supports for women, increasing gender diversity in business leadership is a relatively new objective. Towards the end of 2018, Enterprise Ireland embarked on research to look at the broader issue of women in business to assess the current situation in Ireland and to see what could be done to improve the situation. The research revealed some unsettling statistics: that less than 20% of CEOs were women, falling to 9% in larger companies; that Ireland had the highest gender gap in self-employment in the EU; and that less than 10% of venture capital funding was going to companies with female founders. The research led to the publication of the Enterprise Ireland 2020 Action Plan for Women in Business.

    “The plan has four objectives,” explains Sheelagh. “To increase the number of women becoming entrepreneurs, to increase the number of women founders in HPSUs, to increase the number of women-led companies growing internationally, and to increase the number of women in senior leadership positions in companies in Ireland. All these objectives are inter-connected, so to achieve one of them you need to achieve all of them.

    “We’ve set ambitious targets for ourselves – we’d like to double the number of women-led companies in the export market by 2025.” says Daly.

    Promoting female entrepreneurs

    While the figures have improved immensely over the past few years, it’s clear there are still some physical and psychological barriers that pose more of a challenge for women in business. For instance, women still bear the brunt of unpaid work in Ireland; in 2019, the ‘Caring and Unpaid Work in Ireland Report’ from the Irish Human Rights and Equality Commission and the Economic and Social Research Institute revealed that 45% of women provide care for children and older adults on a daily basis, compared with only 29% of men. Networking opportunities, mentors and the visibility of women leaders in enterprise have also been identified as important for women in business.

    “One of the initiatives we developed to address the barriers to funding for women founders is a women-specific call for the Competitive Start Fund (CSF), a fund for early-stage start-ups with the potential to turn into HPSUs, with specific CSF calls for women entrepreneurs. In 2020, 42% of the CSF projects awarded were led by female founders.” says Daly.

    “We also offer the ‘Innovate’ accelerator programme for women entrepreneurs which provides mentoring and a chance for women entrepreneurs to network and learn from each other.

    This is also what is done in Going for Growth, an initiative supported by Enterprise Ireland to offer peer support along with the mentoring piece from successful women entrepreneurs through interactive round table sessions.”

    “Another important initiative is the Part-time Key Manager Grant, which we introduced last year to facilitate the recruitment of part-time senior managers. The grant is available for both men and women, but aims to attract more women to senior management roles.”

     

    Accessible help

    While the specific female entrepreneur supports outlined above give gender equality a significant boost, a key aim at Enterprise Ireland is to make every programme accessible for all. For instance, the first stop for most entrepreneurs is Ireland’s network of Local Enterprise Offices (LEOs), with 31 offices in the country. The New Frontiers programme is delivered on behalf of Enterprise Ireland by Third Level Institutes in 16 locations around Ireland and helps entrepreneurs develop their business in readiness for further investment without significant financial risk.

    “We see really strong companies led by women at every stage of their journey,” says Sheelagh. “The supports are there, and we are really keen for more women to avail of those supports. I do believe that there are a lot of women with great ideas and the ability to put them into action; it’s then about the confidence to take that leap and use supports like the New Frontiers programme and aids from the LEOs. Those supports are there and can lessen the risk for both men and women when developing a new business.”

    “Through these initiatives, Enterprise Ireland seeks to address the challenges facing women in business and to inspire and accelerate the growth of Irish businesses by advancing gender diversity in leadership teams and excellence in our start-up sector.”

    Dr Michael Maguire, CEO AVECTAS

    AVECTAS leading the way in non-viral cell engineering technology

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    Dr Michael Maguire, CEO AVECTAS

    “Horizon 2020 was all about scientific excellence; this project allowed AVECTAS to further develop our pioneering SOLUPORE® technology within a structured framework.”


    Dr Michael Maguire, Chief Executive of AVECTAS

    Key Takeouts:

    • AVECTAS, a spin-out company from Maynooth University, has developed a game-changing approach to engineering cells for use in immunotherapy.
    • AVECTAS received €2m from the European Union’s Horizon 2020 research and innovation programme via its SME Instrument.
    • This support along with that of investors was key to enabling AVECTAS to progress the commercialisation of its SOLUPORE® platform including completing successful preclinical studies.

    H2020 Case Study: AVECTAS

    Case Study

    Cellular immunotherapy is an exciting new approach to treating cancer that offers hope to millions of people worldwide as it has the potential to cure the disease without the harsh side effects of treatments such as chemotherapy.  It involves editing genes outside the body, in effect arming them to attack and kill cancer cells when they are infused back into patients.

    Generally, viruses are required to re-engineer cells but AVECTAS, a company headquartered in Dublin and with locations in Canada and the USA, has developed a novel, non-viral gene editing approach that has multiple benefits over alternatives.

    “At AVECTAS we’re looking at the next generation of cancer therapy products, including complex gene editing that will address the treatment of solid mass tumours.” explains Dr Michael Maguire, CEO of AVECTAS

    “We have developed a cell engineering platform, SOLUPORE®, which works by temporarily making the cell membrane permeable to allow cargo such as mRNA, RNPs and plasmids into the cell.”

    “The key difference between our platform and competing technology is the gentleness. Currently, cells that are being modified are typically from a patient who may be ill and the cells may be fragile. Our approach minimises stress to cells so they function extremely well when reintroduced to the patient.”

    As well as delivering benefits to patients, the SOLUPORE® gene editing process is a shorter, simpler and much more cost-effective one than other processes currently available, offering the potential to deliver life-changing treatment at an affordable cost.

     

    Support for commercialisation

    Having developed the SOLUPORE® platform, the next step for AVECTAS was scaling the process and aligning it to regulatory compliance to enable commercialisation. To achieve this, the company applied for support under the SME Instrument of Horizon 2020 and received additive funding of €2m.

    The SME Instrument supports innovators to commercialise ground-breaking concepts that could shape new markets or disrupt existing ones in Europe and worldwide.

    “This support was absolutely fantastic for the company at the stage we were at and for our ambition. It was as much about validating what we were doing as about the grant, as AVECTAS has always been very well supported by our investors,” says Maguire.

    “Horizon 2020 is all about scientific excellence. The objectives and deliverables that were part of the project provided a structured framework and a discipline that was valuable to us. In addition, we felt trusted, supported and part of something bigger.”

    As a result of the SME Instrument support, AVECTAS achieved a number of progressive strategic objectives. “The SME Instrument enabled us to accelerate our discussions with government agencies, academic institutes, regulatory bodies and other companies in the formation of a national strategy. There are very progressive efforts now across industry, academia and the funding community to join up the thinking around cell therapy and for Ireland to do the same in this field as we’ve done in biotechnology where we’re now a world player. It’s exciting to see what will come of that.”

     

    Persistence pays

    Maguire is keen to encourage other companies to take advantage of the support available through Horizon Europe (Horizon 2020’s successor) but stresses that it should be viewed as additive rather than core funding.

    “I feel strongly that companies need to have solid investment and avoid being dependent on grants such as Horizon funding. That’s not the right way to run a business and it can take you down avenues that don’t align with your company strategy. Additive funding such as Horizon Europe can allow you to accelerate progress but shouldn’t be the only source of finance,” says Maguire.

    There is also much to be learned from the application process itself which hones focus and delivers fresh perspective.

    “We made a number of applications for this funding before being successful and we learnt from the feedback on each of them, including how the outside world views your business. I would encourage people to be persistent and don’t get dispirited if the first or second applications are unsuccessful.”

    AVECTAS has benefitted from a range of Enterprise Ireland support since its set-up and also got assistance with preparing the Horizon 2020 application.

    Recently it has secured further funding through the Disruptive Technology Innovation Fund run by the Department of Enterprise, Trade and Employment. It is partnering with Bluebridge Technologies and NIBRT to expand its Solupore® platform to manufacture next-generation allogeneic products that can be produced at scale for large numbers of patients. The allogeneic approach uses cells from donor tissues rather than the patient’s own cells.

    The project will take AVECTAS further towards commercialising an advanced, large-scale, digitalised cell engineering platform optimised to manufacture ‘off-the-shelf’ cell-based therapies for cancer treatment.

    For further information about applying for support from Horizon Europe, the successor programme to Horizon 2020, please contact HorizonSupport@enterprise-ireland.com or consult www.horizoneurope.ie.

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    H2020 CityxChange team

    +CityxChange helping to create the positive energy cities of the future

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    H2020 CityxChange team

    “Horizon 2020, and its successor Horizon Europe, are designed for innovation. It enables participants to take risks and therefore achieve more.”


    Terry Connolly, Limerick City and County Council, +CityxChange project

    Key Takeouts:

    • Limerick City and County Council is taking part in a five-year, €24m, pan-European project to create positive energy blocks within cities.
    • The project is funded by Horizon 2020 under its Smart Cities and Communities call.
    • Now midway through the project, +CityxChange is set to roll out its blueprint for carbon reduction across seven European cities.

    H2020 Case Study: CityxChange

    The European Union’s (EU) ambitious vision of creating positive energy cities – those that generate more energy than they use – is being advanced by a major pan-European project, +CityxChange, running over five years.

    The aim of the project, which has received €24m from the EU’s Horizon 2020 programme, is to create positive energy blocks within two ‘lighthouse’ cities and then roll out the learning and solutions across five other European cities. This will establish a blueprint for creating energy positive urban environments, essentially co-creating solutions to global-scale challenges at the local level.

    Trondheim, Norway and Limerick, Ireland, are the lighthouse cities, but as Terry Connolly of Limerick City and County Council explains, the challenges in each are very different.

    “Trondheim’s positive energy block is a new build that was designed to be energy positive. In Limerick we’re trying to do the same thing with Georgian buildings, which is a massive challenge,” says Connolly.

    Limerick City and County Council is working with a number of expert partners to develop solutions for buildings located in the Georgian Innovation District to help generate more energy than they consume and allow for any excess energy to be returned to the grid.

    +CityxChange involves extensive data collection, engaging communities, upgrading building stock, accelerating the clean energy transition and balancing energy use. Despite the challenges, however, including the impact of Covid delaying the energy monitoring elements, the project is progressing well.

    “We’ve completed the data collection and building modeling work and are well advanced with citizen engagement. The response from the public has been great.”

    “We’ve recruited 20 energy champions in Limerick who are demonstrating how they are changing their energy use, and we have funded several small community innovative energy positive projects through open calls,” says Connolly.

    +CityxChange’s extensive remit is being delivered by a consortium consisting of 32 partners across Europe including city municipalities, universities, and businesses and organisations in the fields of research, technology, community engagement, energy production/distribution and logistics.

    “In essence we’re looking at how digital technologies can be exploited to improve quality of life, make cities more climate-friendly and productive, and facilitate business development,” says Connolly.

     

    Horizon 2020 supporting innovation

    Connolly has been involved in numerous European projects over many years, which have spanned a wide range of funding mechanisms. He believes Horizon 2020 and its successor Horizon Europe are perfectly designed to support innovation.

    “Some funding mechanisms can generate a lot of paperwork for participants, in particular those that are based on having to spend money first and then claim it back.  I believe that can make people risk averse because they’re afraid they might not get their money back”.

    “Horizon 2020 is high quality funding; it’s designed for innovation. Of course, you still have all the paperwork requirements but the fact that you get most of the money up front makes you better placed to take the risks needed to deliver real innovation”.

    “Also, Horizon-funded projects are by their nature at the cutting edge of research and innovation and so are extremely interesting projects to be involved in,” says Connolly.

    With his extensive experience of Horizon projects, Connolly is able to offer some advice to other organizations and businesses that might be considering responding to a Horizon call.

    “The key thing for anyone thinking of getting involved in a Horizon project is to ensure that it’s aligned with what you want to do. You don’t want to start something and then realise it’s beyond your capability or out of step with your business focus.  A Horizon project is a contract that you have to finish.”

    Enterprise Ireland’s support and expertise is an invaluable resource for applicants.

    “Enterprise Ireland has so much information about these projects and what’s happening across Europe and they can share that with you. They can advise on which projects you have a better chance of winning and can help with identifying partners or putting you in touch with someone who is looking for a partner”.

    “We’re talking to them at the minute to prepare for Horizon Europe calls. They’re helping us pinpoint which clusters we will look at and focus on which applications might be of interest”.

    “They’re also very honest, so they’ll tell you straight if they don’t think your project will work and that means you don’t waste time working on a proposal that’s going nowhere.”

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

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    The eCommerce boom in Germany

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    Germany has always been a nation of online shoppers, but Covid-19 has seen eCommerce become even more deeply rooted in society – with 65 million people, or 80% of the German population, now purchasing online on a regular basis.

    And as the country has the largest economy and consumer market in the Eurozone, Cathy O’Shea, Market Executive for Trade Development, Germany, at Enterprise Ireland says it couldn’t be more important to Irish companies.

     Popularity of online shopping to continue

    “Huge German digital retailers like Zalando will be familiar to fashion-forward Irish consumers, or those who work in their Dublin offices, as the multi-national mega-retailer took in profits of nearly €8 billion in 2020 alone,” she says. “But this is only the tip of the iceberg in the German eCommerce boom, as store closures due to the Covid-19 pandemic didn’t just create a new wave of online shoppers, it also activated a new wave of online shops. So while stationary retailers were forced to close their doors amid varying levels of lockdown, this has made the eTail environment more competitive than ever.”

    This, she says, is reflected across the whole Eurozone, which saw record-breaking eCommerce sales of €717 billion last year – and highlights the Eurozone opportunities on our doorstep and the benefits of accessing the biggest free trading area globally with little friction.

     

    Irish businesses successfully trading in Germany

    The market expert says virtual selling and digital networking are not going anywhere fast. So if you’re missing a virtual sales capability, you have a skills gap. But there are a number of Irish companies with very successful business relationships in Germany.

    “Increased competition means that eCommerce retailers need to pay critical attention to every customer touchpoint and focus on excellence behind the scenes to stand out from the crowd,” she says. “So there is a clear demand for innovative solutions which help connect online retailers to their customers.

    “Over the last year, we’ve really seen eCommerce and Retail Tech innovations out of Ireland grow their business in the DACH region, one example being Luzern – a leading eCommerce platform and related services provider, specialised in delivering innovative strategies for Amazon Marketplaces.

    “Nowadays, up to 70% of product searches begin on Amazon, making it the largest search engine for eCommerce. Essentially, if you are a growing brand, Amazon is a must for getting discovered by new customers and this is where Luzern comes in – they help companies to reimagine their Amazon strategy and find new ways to protect their brand, while also increasing their online revenue.”

    Opportunities for innovative Irish firms

    According to O’Shea, Luzern isn’t the only Irish company making its presence felt in the German market.

    “ChannelSight is another great example and is one of the fastest growing Irish start-ups in 2021,” she says. “Their software is used by hundreds of brands across 65 countries, and they have experienced particularly rapid growth over the last year as the explosion of online retail has prompted brands to invest in eCommerce technology.

    “In the DACH region, it works with multinational brands such as BSH, one of the global sector leaders in home appliances, and Tado, an emerging technology company and European leader in intelligent home climate management. So it is great to see German retailers embracing Irish solutions and seeing significant growth as a result – and these are just two companies of many. For any other businesses wishing to avail of eCommerce opportunities in the Eurozone region, Enterprise Ireland can support them in accessing the market.

    “And in Germany, Austria, and Switzerland, there are distinct pros for Irish companies looking to export as Irish SMEs are tech savvy, and digitisation is on top of the political agenda in German-speaking markets. As well as that, Irish companies react fast, deliver on time and are quick to pivot when hardship strikes – this reactivity and reliability goes a long way when doing business in the DACH region.”

     

    Research is vital

    But despite the fact that there is an Irish advantage in the region, the market executive says that buyers have high standards and Irish companies need to be able to show their commitment to the market and come prepared if they are to win business.

    “The value proposition needs to be clear, well-defined, and specific in order to make an impression,” she advises. “And as a Market Executive in Enterprise Ireland’s Düsseldorf office, my role involves supporting Irish client companies to access market opportunities in the DACH region – so market research, buyer introductions and in-market connections are all areas that we can assist with across the whole Eurozone – even in the virtual environment, securing some face time with the right decision maker can go a long way.

    “This is why we built a virtual 1:1 networking into our digital Consumer-Centric eCommerce event which took place on June 10th. The event was all about the German perspective on the eCommerce market right now, looking at the trends, pain points and opportunities the future will bring in this area. It’s an exciting time to be selling online and it’s going to ignite some big conversations and we wanted to accommodate that.”

    Enterprise Ireland’s Market Research Centre offers world class market research reports to help inform market strategy. To find out more about doing business in Germany, visit our German Market page.