Next in our series introducing the Guides behind ACCEND is Anaïs Guillemaud, Head of International at CodeBase, based in Edinburgh.
Anaïs helps ambitious tech companies move into new markets, build partnerships across borders and grow their impact internationally. She describes a Guide as "a super signposter", someone who helps companies find their way through the opportunities ACCEND offers and opens doors across borders.
What she looks for in a deeptech scaleup that's ready to grow across Europe:
"Clear product-market fit at home combined with the humility to listen and the ambition to grow on a global scale!"
And the most common mistake she sees:
"Treating Europe, the Gulf region, South East Asia, or even the US as a single, homogeneous market."
Her point is that copying your home go-to-market strategy rarely works, even where the language is the same. Success comes from understanding local procurement cultures and regulations, and building lasting relationships in each region. In her words: "you have to speak to your customers!"
Her favourite part of being a Guide was hearing from innovative companies across Europe about their ambition to grow beyond borders.
A city she thinks is doing innovation well: Edinburgh, home of Skyscanner. Its universities, tech hubs and public bodies work closely together, which makes it a uniquely supportive launchpad for deeptech and data-driven companies.
Her recommendations for founders:
Navigating Ambiguity by Andrea Small and Kelly Schmutte (Stanford d.school)
Beyond The Startup, a podcast with Lisa and Nick
The Arden Letter by Nicolas Colin
Something you might not know about her: she lived in five different countries before deciding that Scotland was home!
Thank you, Anaïs, for everything you've done for the ACCEND companies.