In 1990, Robert Walsh, a Montreal engineer, launched Forensic Technologies inventing the Integrated Ballistic Identification System (IBIS), a crime-fighting tool so popular CSI and Jeopardy have featured it on television. Although Walsh had no knowledge of guns, his invention has become a sophisticated crime-fighting tool that fingerprints bullets and casings from guns by digitizing microscopic information about them. The company landed its first federal contract in 1994 in Washington and has gone global with sales in over 60 countries. Forensic Technologies has its technology installed in over 200 locations in the United States (Chapin, Righton, & Gallant, 2011).
Although Walsh founded the company in his native Canada, he noted the United States emerged as a natural place for this technology because of exploding gun crime. Forensic Technology’s vice president and general manager, René Bélanger, said expansion of the company did not come without challenges because doing business from one country to the next is quite different. Bélanger added a company has to pursue its target and know where it wants to go. Bélanger said a company has to tie to the segment of the market it wants to target to achieve success. Forensic Technology learned this lesson after trying to diversify its product offering, which did not go so well. Forensic Technology today boasts an IBIS hub at Interpol in Lyon, France as it targets the world (Chapin et al., 2011).
International entrepreneurs have to define their target market and go after it with a vengeance. Doing business across the globe is a complex task and a company has to know its customers. Do you have a business that you want to go global? Have you defined your market? If you do and have not defined your market you need to learn more.
Chapin, A., Righton, B., & Gallant, P. (2011). International success stories Canadian Business, 84(10), 52-54. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&db=ent&AN=61074191&site=ehost-live