How An Accreditation Programme is Helping Tech Companies Get Customers Quickly in SEA

Securing a steady pipeline of customers is pivotal for international tech companies trying to break into new markets. However, the absence of a proven local track record often prevents these companies from substantiating their product value amidst fast-growing competition, hindering their market entry. 

What Singapore’s IMDA Accreditation does is allow high-growth tech companies to place their products on a fast lane to gain accreditation ⁠⁠from Singapore’s Infocomm Media Development Authority (IMDA).

Besides getting accredited, firms successfully accepted into the programme get a leg up in winning customers by being directly positioned as qualified contenders for government and large enterprise projects. As of Mar 2022, these accredited companies can tap into some SG$814 million worth of public and private sector project opportunities.

Let’s look at how companies such as enterprise AI DataRobot and inspection software firm Screening Eagle have used the IMDA Accreditation programme to gain a foothold in Southeast Asia.

How DataRobot Managed to Distinguish Itself

Headquartered in Boston, DataRobot specialises in AI and Machine Learning technology, providing solutions to address businesses' demand for integrated and productive AI capabilities across different fields of work.

Like most other startups, DataRobot faced challenges in terms of building awareness of its platform and differentiating itself in Singapore’s market, says Simon Brender, Regional Vice President Asia.

Being part of the IMDA Accreditation programme opened up new opportunities for DataRobot. By showcasing its solutions at IMDA’s key events and workshops, the startup could highlight the versatility of its products to potential clients across a wide range of industries.

The programme also set up introductions with large government and enterprise organisations and simultaneously promoted the business benefits of DataRobot’s data democratisation to these clients. The result: DataRobot secured a healthy pipeline of public and private sector projects.

In view of the global tech talent crunch, IMDA also proactively helped DataRobot navigate Singapore’s talent policies and utilise government tools to recruit specialised talent.

“We had selected Singapore as our hub for Asia but hadn’t anticipated the local market to be the engine for growth in the early days,” shares Brender, “but that turned out differently, thanks to IMDA’s support with helping us move and scale faster.” The speedy growth of the local office sent a strong positive signal to DataRobot’s global headquarters and proved crucial to the company’s long-term growth throughout the region. 

How Screening Eagle Proved Its Mantle

With innovative inspection software and sensor technology, a new Swiss tech startup Screening Eagle aims to deliver reliable data and intelligent inspection solutions for construction and asset maintenance decisions.

“Our relatively new in-house full-stack software team faced difficulties at first as we were lacking third-party validation to assure customers about the quality and longevity of our services,” says Craig Rice, Executive Director of Screening Eagle DreamLab.

This was especially important to Screening Eagle as its target customer segment consists of large companies and government agencies in the built environment sector, which tend to be more discerning about their technology partners, given the scale and complexity of their projects.

The IMDA Accreditation programme, says Rice, played an essential role in fostering customers’ trust in Screening Eagle’s intuitive software. Over the evaluation period, IMDA engaged in a rigorous and independent assessment of the company’s software, team structure, design methodology, security controls and financial sustainability, providing the company with recognisable industry credentials for its product core functionalities. The company’s profile was also bolstered by the formal third-party verification of its technical and financial durability. 

Through the programme, Screening Eagle received invitations to attend industry events, such as knowledge exchange and networking events between C-suite leaders. Introductions between the company and several public infrastructure and construction clients were also brokered.

These opportunities helped the firm to build its rolodex of partners - Screening Eagle secured its first public sector client in Singapore within a year.

Tap IMDA Accreditation For Greater Growth

For new tech companies struggling to enter Singapore and Southeast Asia markets, the lack of a proven track record and access to potential clients are huge setbacks.

IMDA Accreditation seeks to change this by establishing accredited firms as qualified service providers and facilitating access to local and regional markets.

"I see the value of IMDA Accreditation immediately,” says Brender, “as it gave DataRobot a quick way into the local community. Being able to leverage on the credibility we gained in Singapore also enabled us to build a positive reputation to reach out effectively to other regional customers.”