READY FOR A NEW WORLD YOUR PASSPORT TO OUR SUPPORTS

International Markets Week 2020

Foreword

Welcome to Enterprise Ireland International Markets Week 2020. In recent months, we have been challenged in ways we could never have imagined when we met this time last year. Now is a time to prepare ourselves for the new world which is emerging. We must be equipped with the most up to date skills, intelligence and resources.

Our Market Advisers from our 40 offices around the world are standing by to support you in your export markets. Your Development Advisor continues to assist your broader business plan and company priorities.

We have a full range of financial and capability supports for you to access. This guide is designed as a map for you to explore the supports and programs to assist you in your journey. Please take the time to familiarise yourself with what Enterprise Ireland has to offer and engage with your Development and Market Advisors.

Wishing you a very successful and productive IMW 2020.

Tom CusackDivisional ManagerEnterprise Ireland International Sales & Partnering

Enterprise IrelandInternational Markets Week 2020YOUR PASSPORT TO OUR SUPPORTS

Enterprise Ireland is committed to supporting you as you adapt to a new world. We will work with you as you stabilise your business, reset your strategic objectives and manage the challenges or take advantage of the opportunities that the new world presents.

Whether you are a new or seasoned exporter we can support you at all stages of your export journey.

In order to do this, we have developed a roadmap outlining the steps to take for export success.

- Conducting market research

- Carrying out market validation

- Developing and refining your market specific value proposition

- Deciding on the most effective sales process and route to market

- Developing a resourcing plan

- Communicating your unique message to market

- Reaching target customers and selling to them

- Scaling your export business within and across markets

In this rapidly changing new environment, we are also responding by working with you to enhance and increase our digital supports.

We can work with you to secure virtual client/buyer introductions, deliver webinars with industry analysts and experts and increase digital engagement with buyers and stakeholders.

The export journey

Road map to export success

Market Research Centre

You will need to carry out comprehensive research to identify the opportunities and challenges for your company in different global markets. Our Market Research Centre is one resource that helps you do just that. The team in our Market Research Centre will assist you with this research, identifying resources and accessing relevant market reports. Our Market Access Guides can also assist you with a deeper dive into market dynamics.

Market Research Using available resources, identify the opportunities for your company in global markets.

Value Proposition Using your newly acquired market knowledge, define your value proposition in the context of your chosen market to meet the needs of your chosen customers.

Market Validation Based on the outcomes of your research, you can make an informed decision as to which market will be your initial focus. This may require intensive market research and customer focus.

Market Validation

Once you have selected a potential market, you will be engaging in market validation. This will require a closer examination of the market and the opportunities relevant to you.

The Market Discovery Fund is an effective tool to gather market intelligence and help you to validate and respond to the opportunities in the market.

Value Proposition

Your value proposition is what differs you from your competitors. Enterprise Ireland can work with you to develop this and to help you define what is your core offering and what is unique about it.

We run many workshops that you can access including the Value Proposition Workshop.

Sales Processand Route to Market

As you develop a firm understanding of your market, you can access many supports to assist you to develop your sales capability, and build a sales strategy and skill up for success. Our Market Advisers are particularly relevant to this part of your journey. Through our International Offices network you can get assistance in identifying opportunities, in market business development and networking.

Sales Process andRoute to Market

Refine how you will generate interest, secure your export customers, deliver to these target customers while generating a profit.

Communicatingyour Message

Develop and implement a market specific communications strategy including a localised website and appropriate marketing collateral.

Communicating your Message

Effective marketing is a key pillar of business success. Investing in your strategic marketing and communications will enhance your visibility in international markets. On the Digital side, the Enterprise Ireland Digital Marketing Unit provides a range of services, including strategic guidance, workshops and seminars and funding support for internet and digital marketing. Enterprise Ireland also showcases world class Irish success stories through The Irish Advantage website

Resourcing Determine the financial and people resources and skills you will need and how you will acquire these.

Resourcing

We have wide range of financial products to help ensure you have the financial resources in place to structure your export business. We can also help signpost you to other investment sources, www.enterprise-ireland.com.

Bringing new skills and people to your company will increase your chances of success. Enterprise Ireland can help you to build on the existing capability of your team. Graduate programs like GradStart are one way to recruit new people with languages and new skills. Our Key Manager grant can support you to make a senior strategic hire.

Road map to export success

Adapt and ScaleYour export journey does not end when you have entered your export market – it has only just begun, often in the midst of changing market dynamics.

Adapt and Scale in Global Markets

We are entering a new world with new challenges and opportunities. As you grow your business in export markets, you will need to respond to often challenging market conditions.

Our supports such as the Brexit Unit and Covid supports can help you adapt, recover and build your export enterprise.

Start Selling You will export to your key markets by conducting lead generation, developing relationships with potential distributors and partners and signing up new customers in your markets.

Start Selling

Enterprise Ireland can assist you with buyer, partner and distributor introductions. Our international network can become yours when you engage with our international advisors. We have changed to adapt to current market conditions and we can assist with virtual buyer introductions and meetings through our overseas network International Offices.

We host webinars and virtual events to discuss market insights. And we can assist you with virtual selling through masterclasses such as Masterclass in Virtual Selling.

The Enterprise Europe Network is also a valuable resource for seeking partners in European markets.

Digital Strategies for a new worldEnhancing your company’s Digital Footprint is critical in the current climate. Smart working has highlighted the importance of having a strong online presence.

Enterprise Ireland’s Digital Marketing Team are here to support you along your Digital Journey. We provide a range of supports, including strategic guidance, workshops, seminars and funding support, based on the recommendation of your Development Adviser.

Under Enterprise Ireland’s Business Process Improvement Grant, expert consultants are available to work one to one with Senior Management Teams to analyze, develop & implement Strategic Digital Marketing Projects.

www.enterprise-ireland.com/imu

Digital Supports

As a response to current challenges, Enterprise Ireland has moved a large

number of supports online.

DigitalMarketing

- E-marketing Improvement Grant

- Business Continuity Grant

- Virtual Selling Masterclasses

Strategic Marketing

- Strategic Marketing Review

- Business Growth Advisor

Sales & Marketing Capability Building

- Sales and Marketing Advisory Support Line

- Excel at exporting

- International Selling Programme

IntelligenceGathering

- Market Research Centre

- Live webinars with latest research

Market Diversification

- Market Discovery Fund

Online Supports

Management TrainingEnterprise Ireland has developed an extensive range of Management and Leadership training supports to help you navigate your export Journey. Our online training eiLearn is available to support you in developing your management capability and to focus on key skills such as International Selling.

Market Discovery FundThe Market Discovery Fund enables you to undertake market research and develop viable and sustainable market entry strategies in new geographic markets. It provides you with support towards internal and external costs incurred when researching new markets for products and services.

Sales & Marketing | eiLearneiLearn offers Enterprise Ireland client companies 24/7 access to management development content, videos and programme supports. The learning portal provides access to micro learning activities and curated content to help companies address their specific growth challenges. Access is available to all Enterprise Ireland clients.

We have curated specific Sales & Marketing content for IMW

Visit https://eilearn.ie or https://eilearn.ie/about-us/

Enterprise Ireland’s global offices run market and sector specific webinars on an ongoing basis and you will find a link to some recordings below.

Sector webinars

Sector Insights Market Title

Financial Services Benelux Customer experience in FS

Market Watch Germany Managing Channel Partners

Lifesciences UK Selling to the NHS in the Post Brexit Era

Pharmaceutical UK Pharma Manufacturing Sector - An Overview

Consumer Retail/eCommerce

IMEA Amazon UAE e-commerce webinar

Travel Tech Eurozone Market Opportunities

Consumer Retail UK State of Play in UK Retail

Construction UK HS2 – Reset Recover Deliver

Construction’s Recovery Post Covid-19

Covid-19 The impact on UK construction from a legal view

Cleantech IMEA The Impact of COVID-19 on the Energy Efficiency Market

Water sector UK UK Municipal Water Industry and Covid 19

UK Water Sector Panel Discussion

Offshore Wind Global Markets

Global Market update and Covid-19 Assessment

Sector Insights Market Title

Offshore Wind UK Enterprise Ireland Offshore Wind Cluster

All sectors IMEA Exporting to Saudi Arabia – Requirements and Certifications

ICT UK Opportunities and Challenges for Irish Cybersecurity Companies

BPO&IT Services Market Watch – UK Energy Sector

Selling your Digital Solution to the UK Public Sector

Talent Management Nordics Talent Management in Times of Crisis

Market Insight Germany Enhance your digital presence for the German MarketManaging and supporting channel partners

Market Insight UK Evolve UK: Establishing a UK presence

Market Insight USA North America with Soapbox Labs and Aerogen

Build Business Resilience

USA How to Present Ideas Effectively and Build an Impactful Remote Presentation

Productive Virtual Engagement with Stakeholders

Account-Based Marketing 101

Building Business Relationships

Build Business Resilience

All markets How to Be the Ultimate Remote Leader

The Art of Selling

All sectors Global Markets

Industry insights

READY FOR A NEW WORLD YOUR PASSPORT TO OUR SUPPORTS

International Markets Week 2020

Global Ambitionand the Irish Advantage

If you would like to see some exporter success stories and gain more market insights, go to Global Ambition

Enterprise Ireland is also showcasing your leading technology and services to the world.

Watch our video on putting The Irish Advantage into action.

Find your market advisor

Find your development advisor