Export Commercialisation Playbook for Australian Cyber Startups (UK Edition)

Assisting Australian cyber security companies to scale and export globally lies at the heart of AustCyber’s mission to support the development of a vibrant and globally competitive cyber security sector.

Promoting Australian cutting-edge cyber security technology solutions to priority countries through trade delegations and showcase events is one mechanism through we which we support companies with their market entry strategy. Now, in the spirit of providing export support through practical hands-on experience, we are pleased to introduce Penten’s export playbook for the UK market.

Penten provides a valuable and very personal case study of their own export journey in taking their product ‘TrapDocs’ to the UK.

Designed as an informative and simple guide to help Australian cyber startups navigate the complexity of exporting to the UK, the playbook tackles issues from export licensing to intellectual property, marketing, choosing distributors and understanding legalities.

The playbook is structured to guide organisations through a sequence of four steps needed to successfully take cyber security products or services to the UK market.

The four steps are covered in the following sections:

• The ‘decide’ section is intended to help you with a rationale for exporting your product.
• The ‘prepare’ section will get you ready to take the plunge, including information on pricing, positioning and intellectual property.
• The ‘sell’ section discusses marketing, resellers and export legalities.
• The ‘deliver’ section is all about successfully fulfilling on orders to provide your customers with the best service possible.