Expanding into international markets is crucial to the continued success of Halifax-based technology company, CarteNav Solutions Inc. The globally-recognized surveillance solutions firm is behind the world’s leading airborne Situational Awareness software, AIMS-ISR®.
The innovative software helps tactical teams conduct more accurate and efficient surveillance missions by ensuring the data from on-board cameras and other sensors is easy to manipulate and interpret. It is already in use by a number of international defence departments, including the Royal New Zealand and Royal Australian Air Forces, as well as the Canadian military.
Two years ago, the company identified the Middle East as an important new market. “We had confidence in our solutions, and knew our technology would be an asset to defence clients around the Persian Gulf,” says CarteNav CEO, Lynn Mason.
But like many high-growth companies who wish to break into international markets, CarteNav faced a major challenge. How was a company that was directing most of its capital to R&D going to cover the costs inherent in building lasting relationships with Middle Eastern clients?
“It’s not unheard of for Canadian businesses to make up to 50 trips to the Middle East before inking their first deal,” Mr. Mason reflects. “That was a challenging task for CarteNav at that stage of our development as a company.”
A colleague urged the company to investigate business support programs offered by Nova Scotia Business Inc. CarteNav staff quickly discovered the Service Export Program, which helps successful Nova Scotia companies cover the costs of expanding their service offerings into international markets.
Business Result Achieved: Prosperity
NSBI’s Service Export Program helped CarteNav conduct a two-week business trip to Saudi Arabia, where COO Michel Lechmann demonstrated AIMS-ISR® to the Saudi National Guard, the Royal Guard, defence professional and international military agents.
As a result of the relationships formed during the NSBI-sponsored business trip, CarteNav secured a major contract with an international air force, and has developed strong working relationships with a number of Middle Eastern partners.