By Tamara Hoegler and John Hobbs, presented at the 18th TCI Global Conference, Daegu, 2015.

1. Business Roaming Agreement as Appropriate
Tool for Cluster Internationalization
Tamara Högler & Dr. John
Hobbs*
CyberForum e.V., Germany
*Cork Institute of Technology,
Ireland
Parallel Session 2.4: Successful Internationalization Strategies – Part 1

2. These projects have received funding from the European Union’s
Seventh Framework Programme for research, technological dev
elopment and demonstration under grant agreement no. 319962
(UPSIDE) and 319907 (Be Wiser).
CyberForum e.V.
• Founded in 1997
• 1,000+ members
• Place 4 of European ICT Hubs behind Munich, London,
Paris
• Vision: We are the motor and competence center of an
internationally attractive location for IT.
• Services cover the whole lifecycle of companies
www.en.cyberforum.de

3. These projects have received funding from the European Union’s
Seventh Framework Programme for research, technological dev
elopment and demonstration under grant agreement no. 319962
(UPSIDE) and 319907 (Be Wiser).
Our internationalisation projects
www.be-wiser.eu
• Be Wiser
Building Enterprises – Wireless and Inter
net
Security in European Regions
• 12 partners / 7 countries
• Objectives: Rising aware-ness (cyber-
crime), supporting policies, establishing
international cooperation
• UPSIDE
User-driven Participatory Solutions for
Innovation in Digitally-centered Eco-
systems
• 14 partners / 6 countries
• Objectives: Foster convergence of digi-
tal innovation, establishing Open Inno-
vation processes in Quadruple Helixes,
establishing international cooperation
www.upside-project.eu

4. These projects have received funding from the European Union’s
Seventh Framework Programme for research, technological dev
elopment and demonstration under grant agreement no. 319962
(UPSIDE) and 319907 (Be Wiser).
• Developed within the framework of the ClusteriX project („Clusters Linked
over Europe“) by Cluster 55°
• Managing partner: CyberForum (since October 2014)
• Objective: Connect (IT) clusters worldwide
• Current state: „International Workspace Sharing for a limited period of time“
• Free membership
• „Binding contract“ only with visitors, regulating framework
• Example of cooperation: CyberForum was on business delegation tour last
week in Vietnam with ICT Cluster Bern (Switzerland, tcbe.ch), same
conditions as full tcbe.ch-member!
BRA – status quo

5. These projects have received funding from the European Union’s
Seventh Framework Programme for research, technological dev
elopment and demonstration under grant agreement no. 319962
(UPSIDE) and 319907 (Be Wiser).
Connects 51 clusters and similar initiatives – 79
locations in 29 countries worldwide !
www.clusterize.org
Business Roaming Agreement (BRA)

6. These projects have received funding from the European Union’s
Seventh Framework Programme for research, technological dev
elopment and demonstration under grant agreement no. 319962
(UPSIDE) and 319907 (Be Wiser).
BRA – next level
• Adding new clusters: dense network - worldwide
• Cross-sectoral cooperation (identification of appropriate sectors)
• New services are developed during runtime of Be Wiser & UPSIDE
• Start-Up exchange programme
• Employee exchange programme
• Connection to Be Wiser Connect (http://bewiserconnect.cit.ie/)
• ….
• Premium services (charged) could be:
• Organization of B2B matchmaking events
• Organization of local Business Delegation Tours
• Dedicated partner search
• V-LINC Analysis (will be presented today in room 323 (14:45-16:00) by
Dr. John Hobbs
• ….

7. These projects have received funding from the European Union’s
Seventh Framework Programme for research, technological dev
elopment and demonstration under grant agreement no. 319962
(UPSIDE) and 319907 (Be Wiser).
Why we´re doing this
• Clusters are being recognized as effective tools for regional economic deve-
lopment
• Particularly SMEs need support when trying to become international
• Global marketplace of key importance to improve their competitiveness
→ Can clusters be a tool for SME internationalisation support?
Our experience: YES!
• Clusters are local contacts with knowledge of the market and eco-
system
• A reliable and competent local partner as „one stop shop“ minimizes risks
of internationalisation

8. These projects have received funding from the European Union’s
Seventh Framework Programme for research, technological dev
elopment and demonstration under grant agreement no. 319962
(UPSIDE) and 319907 (Be Wiser).
Why clusters participate
Being connected worldwide, at „same level“ has many advantages, e.g.
• Hosting clusters can get new customers for their own members
• New services for own members (e.g. by hosting business delegations /
organising matchmaking events)
• Creation of further linkages to other contacts from abroad can enable
new business for cluster (but also for their members)
• Cluster-to-Cluster experience and knowledge exchange
• New insights in foreign markets at first hand – based on „hands-on
experience“
• Clusters act in a neutral way

9. Thank you for your attention !
Dr John Hobbs
Senior Lecturer, Department of Management and Enterprise,
Cork Institute of Technology, Bishopstown, Cork, Ireland.
Mobile: 00353 86 8091294
Office: 00353 21 4335149
Email: john.hobbs@cit.ie
Tamara Högler
Head of Department for Innovations and International Affairs,
CyberForum e.V., Haid-und-Neu-Str. 18, 76131, Karlsruhe, Germany.
Mobile: 0049 1512 353 6055
Office: 0049 721 602 897 29
Email: hoegler@cyberforum.de