Having just returned from a technology industry forum in Finland with a long list of contacts, Lucy Black of Enterprise Europe Network couldn’t have been better positioned to help Tailwind to approach the European market.
“I think it gave Tailwind confidence that we understood their technology and were in a position to support their fledgling international strategy,” Lucy explains.
Using that as a base, Lucy used the Network’s extensive resources to undertake market research on behalf of Tailwind to indentify EPOS and NFC specialists supplying the financial services and retail industry.
Having created a long list of potential European partners, Tailwind then selected their top 10 targets.
“It’s like having access to an in-house European marketing specialist,” says Lucy. “The difference is that companies can use our services free of charge, and there’s also a follow-on benefit, which is that we can call on our local offices throughout Europe to warm up the potential targets. It’s much easier for a small or unknown player to approach a potential partner in this way.”
In addition, Lucy has been instrumental in introducing Tailwind to local contacts within the Scottish community. With the Scottish Technology Showcase event to be held in Glasgow in June 2011, there’s also a great opportunity for Tailwind to participate in the Network’s matchmaking brokerage event.
Mark Stewart, co-founder of Tailwind Solutions, is full of praise for the support he’s received from Enterprise Europe team at Scottish Enterprise. “Although both myself and my partner, Garry Knox, brought a wealth of experience and expertise to the business, what we really needed to fill in the blanks was help with introductions to potential channel partners. The Network provided those introductions, whilst understanding our strategic aims.”
Support to grow
Having recently signed a partner agreement with Swedish-based West International, a leading supplier of cash and pay station terminals in the Nordic markets, the support of the Network has been instrumental in Tailwind achieving steady growth, despite the global downturn.
Lucy is also keen to highlight the integrated support that Tailwind has received from Enterprise Europe Network, Scottish Enterprise and Scottish Development International. “We work closely with Scottish Enterprise and most latterly, Scottish Development International to ensure that we create the best solutions and the most fertile environment for the company to develop,” she confirms.
“Tailwind is a great example of what can be achieved when we all work together in a co-ordinated fashion to provide strong, sustainable support for building international business.”