March 15-16, 2017

Smart City Export Training in Tallinn, Estonia:

Focus on e-Governance and Export Sales skills

Are you interested in learning about e-governance solutions and make new contacts with e-Estonia?


25-30 Smart City solution providers; SMEs, experts and cluster representatives from Sweden, Finland, Estonia and Latvia

How to improve export sales management and what can be learned from e-governance case studies; Presentations of new collaboration business opportunities.

Date: March 15-16, 2017
 Tallinn Science Park Technopol, Teaduspargi road 6/1, Tallinn 12618, Estonia
Cost: Free of charge (excluding travel costs)

Participation fee:
Training and company visits with catering are free of charge. SME2GO Export Training Workshop (day 2) has limited seats available! 



10:00 Welcome to e-Estonia Showroom 
Venue address: Lõõtsa 2a,

10:30 Presentation about e-Governance solutions from Estonia by e-Estonia Showroom team
e-Estonia means voting in elections from the comfort of your own living room, filing your income tax-return in just five minutes,  signing a legally-binding contract over the Internet, from anywhere in the world, via your mobile phone. These are just a few of the services that Estonians take advantage of on a regular basis. How can we export these solutions together to new markets?

11:45 Lunch

13:00 Meeting with e-Governance Academy, Mr Raul Rikk, Head of National Cyber Security Domain 
venue address: Rotermanni 8,
e-Governance Academy creates and transfers knowledge and best practices on e-governance, e-democracy, open information societies and national cyber security. They will share their knowledge and experience – operating in several emerging and fast-changing countries.

14:30 Transport to Tallinn Science Park Technopol

15:00 Collaboration opportunities with other distant market initiatives:

Meeting Central Baltic Health Access project lead
The project is a joint cooperation venture of the existing e-health and life-science clusters from the Central Baltic region:  Estonia, Finland, Sweden and  Latvia who create a cross-border meta-cluster to solve common challenges of supporting expansion of their innovative companies. The project CB Health Access focuses on supporting health technology companies to enter into new distant markets in South Korea, US, India and Uganda with their products.

Meeting E2GHL project lead (Foreign Aid projects)

Meeting FinEst Smart Mobility project lead
Ferry connection between Helsinki and Tallinn has over 8 million annual passengers. The connection between Helsinki West Harbor and Tallinn Old City Harbor is one of the busiest in the world. Already current traffic creates substantial congestion, noise and other negative externalities at both ports and cities.The project aims to tackle this  challenge through intelligent traffic solutions. The project provides more fluent integration of different transport modes of this inter-city and cross-border traffic with piloting and planning ICT-driven solutions. Through cross-border approach end-to-end and user-centric experience are ensured and better cross-border mobility planning achieved.

Alternative to afternoon meetings  – Matchmaking meetings
Choose which Estonian company you would like to meet or contact your Science Park for special inquiry and time schedule!

16:45 Wrapping up and networking

17:30 Hotel check-in
Tallink City Hotel,

Special rate available – please note the need for hotel in the registration form!

18:00 Smart City Tallinn tour 
Visit to the UNESCO World Heritage old town with the new Nordic twist and Smart City experience. Meeting point: Vabaduse Väljak,

19:30 Dinner in Restaurant Platz  
Address Roseni 7,


Export Strategy Planning Training Workshop

08:30 Registration
At Tallinn Science Park Technopol

09:00 Introduction Export Strategy Building

  • 4-step Export Marketing Planning process to build a “funnel plan”
  • EMP-step 1: company’s value chain vs. buyer’s values (buyer journey and requirements)
  • Assessment of company’s SWOT-results as first building block to export strategy.
  • Transformation of main results (core competencies & core challenges) into practical action points to implement in export strategy?
  • Presentation, discussion & EMP-writing assignment

10:00 Coffee Break

11:00 Identifying focus Product Market Combinations (PMCs)

  • EMP step 2: selection and in-depth research of final export target market, segments and sectors on trade structure, market channels, market players & competition and formulating market attractiveness and competitive power.
  • Critical identification of the decision making unit and basic buyer requirements for each selected PMCs as second building block to export strategy
  • Presentation, market research, discussion & EMP-writing assignment

12:30 Lunch

14:00 Export market entry strategies

  • EMP step 3: entry modes & partnerships
  • How to approach, co-operate, enter target markets and create leads.
  • Identifying modes of entry and put on paper first ideas about future partnerships (profile identification and longlist-shortlist-acquisition-accounts – sales funnel) as third building block to export strategy
  • Presentation, discussion & EMP-writing assignment

15:30 Coffee Break

16.00 Export Sales & Marketing Plan

  • EMP step 4: export sales & international marketing plan and tactics
  • Formulating management pre-conditions, export objectives and conclusions on market entry strategy (partnerships), concretise marketing and sales instruments, identify operational activities, responsibilities, deadlines and budget
  • Finalizing workshop, recap and certificates
  • Presentation, discussion & EMP-writing assignment

17.30 Departure from Tallinn

Register before March 6 at

For more information, please contact

Looking forward to see you in Tallinn in March!
The SME2GO team