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AEROSPACE & DEFENSEA BUSINESS DEVELOPMENT CASE
STUDY
Technology suppliers face many challenges when setting up a European commercialization strategy.The biggest challenge is positioning new technology or alternative suppliers within the primecontractor ecosystem. At the same time, companies like Airbus and Leonardo are among the mostimportant target customers for most technology suppliers. North American suppliers are alsochallenged by the difference in time zone, as well as the diversity of languages and cultures across theEuropean continent.
This case study provides a brief overview of EuroDev's services and shows how expertise is applied ina specific context. This case study specifically outlines the collaboration with an Aerospaceassociation and its members.
INTRODUCTION
MARKET ENTRY PHASES
THE OBJECTIVE
The EuroDev team that was allocated to this partnership was selected based on industry knowledge,market experience and languages. Following the introduction to their Canadian peers, the team engagedin carrying out a market insights study. This research focused on understanding the aerospace ecosystemin Europe related to the six technological domains that are included in the program:
• Autonomous Systems (Drones) • Virtual Design and Testing • Additive Manufacturing • Clean Technologies • Big Data & AI • Advanced Manufacturing
A country-level analysis was performed to determine focus areas of the new European sales team. Ageographical focus (countries) was determined by applying various qualifying criteria. The presence of asignification Aerospace industry and investment climate determines the degree of receptiveness to newtechnology. Other technological characteristics were considered to ensure that countries that areincluded show relative high activity in each domain, for example in drone manufacturing.
The initiative, launched by the Canadian Aerospace association, aims to support a total of 30technology companies based in Canada in the pre-commercialization phase of their innovativeproducts for Europe. The initiative is focused around six technological domains, relevant for theAerospace industry in Europe.
The objective is to overcome the challenges for technology suppliers and to identify opportunities ineach technological domain. These European opportunities need to match with the capabilities of the30 technology companies that originate from Aerospace prime contractors, tier 1, or tier 2 companies.
PHASE 1 - Marketing Intelligence
PHASE 2 - Initial market feedbackDuring phase two of the program, the EuroDev business development team narrowed their focus onAerospace companies in the selected countries. Following extensive qualification, searching for relevantcontacts and using existing contacts from the EuroDev rolodex, the team set up face to face meetings withkey Aerospace decisionmakers. The goal of this phase was the collection of intelligence related to general technology needs of theAerospace players. This phase also raised awareness of the program and how these activities can supportEuropean Aerospace companies in their search for technological solutions and suppliers. Feedback fromthese interactions was used to further fine-tune the market-entry strategy.
Phase three is about the long-term execution of the entry strategy and indentification of technologicalopportunities for the 30 companies EuroDev represents. This is achieved through the following activities:
• Create and maintain links with international prime contractors, tier 1 and tier 2. • Promote the technological capabilities of the Canadian companies • Determine links with Canadian companies, so that they can access major contracts • Represent companies at Trade event and symposia and organize trade missions
Through a structured approach, the EuroDev business development team can identify opportunities withinthe European Aerospace industry on a continuous basis. The team is able to connect these opportunities withthe North American technology suppliers, make introductions, and form new partnerships.
PHASE 3 - Indentifying opportunities
WHAT MAKES EURODEV SPECIAL?
Multilingual staff, dedicated to the partner'ssuccess
The willingness to go the extra mile
A full European business development range
Cost-effective solution to grow the Europeanpresence
Experience and network within the EU markets
Bart LeussinkBD manager @ EuroDev since 2017Specialisms: Aerospace & Defense | Renewable Energy | IVDLanguages: Dutch, German, English
MEET THE BUSINESSDEVELOPMENT MANAGER
COOEdward Nijland
Contact uswww.eurodev.com
+31 546 66 00 00
WelcomeVisit our offices in the
Netherlands or France
AddressWindmolen 22
7609 NN AlmeloThe Netherlands
WHY CHOOSE EURODEV?
SALES OUTSOURCINGDedicated sales and marketing
teams for North Americanmanufacturers who want to
expand in Europe
EuroDev, established in 1996 with offices in The Netherlands and France, has a single, definedpurpose to help mid-sized North American companies expand their business in Europe. We havecreated a proven, successful business development model and since our founding, we havepartnered with over 250 companies to help them define and meet their European business goals.
HR OUTSOURCINGProfessional employer
organization services, HRmanagement and recruiting
solutions across the EU
Digital marketingResult-driven B2B marketing for
North American companies,at the service of their European
clients
