Rodolphe Bitaud, Business Development Manager, Glimps
In 2023, we launched the development of our business in North America with the opening of our Toronto subsidiary in the first quarter. Prior to this, we had had positive market feedback, with successful prospecting in Canada and participation in the ForumInCyber in October 2022, which confirmed the Canadian market's appeal for a solution like GLIMPS.
It was also at this point that we made the decision to focus on Toronto rather than Montreal and the US in general. Why did we make this decision?
Toronto is Canada's leading economic center, and with an “advanced” solution in the sense that our perfect target requires a certain maturity in cybersecurity, it's important to be surrounded by the right targets. Areas such as Financial Services, Healthcare and Energy, all found in Toronto and Ontario, are our perfect targets today.
Proximity to international markets: we see Canada as a stepping stone in preparation for a large-scale launch into the US market, the world's largest cyber security market. What's more, Toronto Airport is a major hub for easy travel within North America.
The business culture between Quebec and Toronto is different. In Toronto, the business culture is influenced by the U.S. model, which is very efficiency-driven and results-oriented. This is a good way to prepare and adapt your marketing and sales approach.
We quickly realized that a presence in Montreal is essential, as the Quebec market is attracted by European solutions, and we share French-speaking roots that can foster the relationship. However, an occasional presence in Montreal or Quebec City may be sufficient, and is made possible by the ease of travel between the two cities.
Finally, we've always had a strong interest in data hosting and personal data protection: Canada can offer better privacy protection, less risk of intrusive government surveillance, and greater compliance with international standards than the U.S., where laws like the Patriot Act can allow easier access to data by authorities.
At the same time, I had the chance to talk to a number of European cybersecurity companies who had decided to launch their business in North America. The feedback were very interesting and enabled us to learn quickly from any mistakes they may have made. Here are just a few of them:
Underestimating the importance of networking and focusing solely on large-scale prospecting
Not adapting marketing materials to offer the same approach as in the French market
Don't learn about the history, geography and culture of your market. How do you intend to “break the ice” with people you know nothing about?
Once the choice of city had been made, Fréderic GRELOT, Co-Founder of GLIMPS, moved to Toronto a few months after my arrival to continue accelerating our development. It's important to have a co-founder of the company present at the various stages of the launch to reassure people and show the commitment of the company to the developing market. We quickly identified key players who could help us rapidly expand our local network. These include Franco Canadian networks such as FCCCO, French Tech Toronto and Club Canadien, as well as English-speaking networks. The strength of the French-speaking community in Toronto is considerable, and it's even highly valued and recognized by the community for a French company to set up in Toronto. The strength of this network really translates into facilitated introductions to major local and international players through entities such as FCCCO, which enhances the value of our presence in the Toronto region and accelerates our visibility, but above all the chance to meet the right decision-makers at the right time thanks to a highly diversified network of members.
To know more about Glimps, visit their website.
If you too are looking to expand your business in Canada, the Chamber is here to support you every step of the way. We’ve also created a playbook "Launching your startup in Toronto, Ontario Canada" to guide you through the process of setting up in Canada, providing valuable insights and practical advice. Feel free to reach out to us for more information.
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