TRANSMIT Project

TRANsfer Selling and Marketing Innovation Training - TRANSMIT

Several organisations have been set up to support innovation and industrial cooperation:. The mission of these organisations is to provide training and consulting services to their members, in particular to high-tech SMEs. The goal of the TRANSMIT project is to transfer a training program towards these European clusters (starting with a sample of five clusters). Developed and commercialised under a previous Leonardo European project, the training was conceived to address the lack of competences in sales and marketing in high-tech SMEs. In order to ensure a successful transfer, each cluster is paired with a local training institution such as a University or vocational training agency. The strategy is to build up cluster-university partnerships able to integrate, improve and diffuse the program in their region. In each partner country, the “training partner” will be providing human and pedagogical resources so as to acquire and deliver the program, whereas the “cluster partner” will be testing and deploying the training actions in the high-tech SMEs. In the short term, the project should have an impact on about 3000 European SMEs.

Exemplas represented the UK, and was the only organisation representing both the training institution and the vocational training agency. 5 workshops have been delivered by Exemplas in the subject of: Analysing customer buying behaviour in a complex environment; Understanding the customer’s needs; Marketing an innovative high-tech product; Presenting the solution; Business negotiation and concluding the dea


The original testing aim was:

  • Identification of high-tech SMEs in each country. Designation of one e-learning administrator in each institution. Selection of local team of trainers and coaches in each country
  • Identification of 10 participants in each country, coming from high-tech SMEs, executives in sales or marketing functions. Identify funding opportunities and apply for these funds. Conception and elaboration of communication tools : one webpage + one leaflet in each country
  • Organisation of a workshop in each country and promotion of the project during local events and European events.
  • Exemplas has fulfilled all of above targets, Exemplas was asked to test the program on 10 high-tech SMEs, and 15 were identified and 14 have completed the program.
  • The Program was delivered with a total of 5 workshop sessions and 3 one to one coaching sessions in between the workshops so that the clients can gain extra help to address any issue within the workshops. The feedback from the clients was collected in order to reflect and improve on the program.
  • The success of this program has lead to a more commercialised project.