Tekelek Partners with Paygo to Advance Smart-Tank Technologies

Tekelek Partners with Paygo to Advance Smart-Tank Technologies

Electronic monitoring company, Tekelek, has partnered with fuel technology leader, Paygo, for business development in their respective markets. The agreement, announced during an Enterprise Ireland Trade Mission led by Minister Sean Canney TD, allows both organizations to capitalize on advances in IoT technologies to provide greater intelligence for the management and procurement of industrial fuels.

Pictured (L-R): Colm Rochford, Tekelek Product Applications Manager; Duane Walton, Paygo Account Executive; Oliver McCarthy, Tekelek General Manager; and Minister Sean Canney TD.

Tekelek is delighted to announce that they secured an order for $1.4m with Paygo to serve the US and Canadian markets. In parallel, Tekelek is now developing an intrinsically safe sensor to facilitate the expansion of Paygo’s service offering.

“This agreement allows Tekelek and Paygo to make the most of a timely opportunity, effectively scaling in new territories,” said Leo McAdams, International Sales and Partnering Manager, at Enterprise Ireland. “We are very pleased to facilitate and support international partnerships between Irish and Canadian businesses as they each seek to develop business in new ways. Today’s agreement between Paygo and Tekelek presents an exciting opportunity for growth, and Enterprise Ireland will continue to support Tekelek’s expansion in Canada.”

Founded in 1995, Tekelek has established a strong European market with a range of tank monitor technologies including the Gremlin Tank Monitor. Tekelek also specializes in control based design and manufacturing solutions. These are collaborative and customized products that pride themselves on meeting environmental highly regulated environmental standards. Tekelek’s niche is delivering product requirements where innovation and flexibility is key.

“IoT in industrial applications is facilitating smarter decision-making and leaner, more agile businesses,” Oliver McCarthy, General Manager, Tekelek said today. “We’re very excited to apply this thinking and our technology to the industrial fuels market-place and we’re similarly pleased to partner with an organization of Paygo’s caliber to bring our technologies to the North America market.”

Phil Baratz, CEO Paygo, said “We at Paygo are delighted to be associated with Tekelek. Having completed a rigorous research and development process, it is great to introduce the Gremlin tank monitor to our customers in Canada and the United States. We see it as strengthening our current range of products and services.”

Enterprise Ireland-Supported Companies Employ Over 80,000 in the US

Enterprise Ireland-Supported Companies Employ Over 80,000 in the US

In the United States, Irish companies supported by Enterprise Ireland in the United States have created over 80,000 jobs. Seven hundred companies, operating across all 50 US states, provide employment in a diverse array of high-value sectors, including consumer products, construction products, and services, life sciences, software, food manufacturing, industrial and engineering products.

“The state of Ireland’s partnership with the United States is strong,” said Julie Sinnamon, CEO, Enterprise Ireland. “Our shared values, expertise and experience is business-positive for both countries — as evidenced by the 80,000 jobs created by Enterprise Ireland supported companies in the United States.”

Irish firms at the vanguard of employment growth in the United States include:

Sysnet Ltd.: A leading provider of cyber security and compliance solutions to the payments industry, Sysnet recently announced a $2 million investment and the creation of 500 new jobs for a new contact center in DeKalb County, Atlanta.

Oldcastle: The North American arm of CRH plc., one of the world’s leading building products and materials companies based in Dublin, Ireland. Oldcastle has more than 1,700 operations in 50 states and 6 Canadian provinces.

Kerry Group: One of the largest players in the global food industry with current annual sales of approximately $6.5 billion and multiple manufacturing operations across the United States. 

Smurfit Kappa: A world leader in paper-based packaging with approximately $8.5 billion in global sales, Smurfit Kappa employs over 43,000 people globally and owns multiple recycling and manufacturing operations across the southwestern United States.

Glanbia: One of the world’s top nutrition companies, Glanbia employs 2,000 people in 29 countries. The United States has the most Glanbia facilities of any country, with 12 manufacturing operations and corporate offices across seven states.

Enterprise Ireland @ SXSW 2017

Enterprise Ireland @ SXSW 2017

Each year, the South by South West (SXSW) festival in Austin, Texas, brings together the best, brightest, and most innovative people and companies to celebrate the convergence of the interactive, film and music industries. The event — an essential destination for global professionals — features a wide variety of business and networking opportunities.

For the seventh consecutive year, Enterprise Ireland (EI) exhibited at this year’s SXSW, proudly showcasing 11 Irish companies: Newswhip, Sanctifly, TransferMate, Parkpnp, Intuition, digisoft.tv, Helixworks, Systemlink Technologies, Vistatec, DataKraft and Cogni, which cover a broad range of industries, including finance, biotechnology, VR, health and education.

“Being at South by Southwest, you get to meet your clients, and you get to meet new prospects. It’s a reminder to them that you’re in the space and you’re important,” said Kevin Lowe, Head of Sales, NewsWhip.

EI also hosted a business panel with Garret Flower of Parkpnp, Karl Llewellyn from Sanctifly, and Fearghal Kelly from digisoft.tv, participating in the informative discussions. The panel was moderated by Daniel Ramamoorthy of Parkpnp, and they discussed why Ireland was a great place to do business, and how Irish startups are getting noticed.

“Enterprise Ireland is a government body that helps Irish businesses grow, test their business ideas, establish some feasibility of their business ideas, and become investor-ready,” said Carol McKeon, CEO and Founder, DataKraft. “Everybody loves Ireland. There’s so many people who are a little bit Irish, and they see Ireland here, and there’s such enthusiasm and such a warm reception to us.”

With roughly 75,000 in attendance this year, and journalists representing thousands of different print, radio, TV, and digital outlets from across the US and around the world, SXSW continues to prove that the most unexpected discoveries happen when diverse topics and people come together.

EI client company, Helixworks, won the Most Innovative Company award at the SXSW incubator pitch competition — Congratulations Helixworks!

Part 3 : How to Connect with US VC Investors

Part 3 : How to Connect with US VC Investors

Enterprise Ireland has teamed up with Daniel Glazer a partner at Wilson Sonsini Goodrich & Rosati, where Daniel leads the New York office’s technology transactions practice and also advises Irish and other European emerging technology companies on US expansion, fundraising and strategic partnership transactions. This series will offer perspectives on setting up a business in the US and considerations for Irish companies looking to raise VC investment from US investors

US Expansion – Setting up the Right Way

How to Connect with US VC Investors

Post written by Daniel Glazer, Wilson Sonsini Goodrich & Rosati and Robert Mollen, Fried Frank Harris Shriver & Jacobson

Irish companies frequently ask us, “how can we meet US venture capital firms and get them to invest in our company?”  This article discusses how to connect with the US VCs that are most likely to be interested in your business.

Research your sector

A key starting point in reaching US VCs is to identify those who are most likely to be interested in you.  These are also the VCs who are likely to be the most useful to you because they can bring critical sector-specific business judgment and networks as well as cash.  So, how can you find them?

First, research the VCs in your sector.  Identify the key firms (and the specific individuals of those firms) that have been active in making investments in your sector and at your stage of investment.   Keep in mind that this may be a double-edged sword: if they have invested in businesses that are your direct competitors, they may be unable or unwilling to invest in you.  That being said, the most successful connections we make are where the emerging company is asking us to knock for them at an open door.

Remember that the US is comprised of numerous different markets and VC communities.  Silicon Valley has the largest and most mature venture capital market, but it is highly competitive and not necessarily the best place for every type of business to seek investment.  Also, early-stage VC investors will want you to locate (often with a founder) in proximity to the investor; Silicon Valley is a very expensive place to do business, with fierce competition for talent.

Consequently, you should keep in mind the following regional alternatives:

  • Biotech                                           Boston/Washington, D.C.
  • Cybersecurity                                 Washington, D.C./New York
  • Media/Games                                 Los Angeles/New York
  • Insurance                                        New York/Chicago
  • Emerging Markets                         Miami/New York
  • Hardware/Enterprise Software       Seattle
  • FinTech/Ad Tech/Publishing         New York
  • Various                                           Austin

Leverage your network

Next, seek advice from your existing investors, industry sources, professional advisors and other contacts who are knowledgeable about your sector. Some business sectors, like cybersecurity, are very specialized, with a limited number of key players; others are more diverse.

Attend conferences, conventions and other programs where those interested in your sector can be expected to attend.  In many cases you will be able to see an attendees’ list from a prior year and determine whether the event has been of interest to investors.   Many such events are very large, of course, and it is difficult to make contact with potential investors unless you have planned out, in advance, how you would propose to do so.   If at all possible, pre-arrange meetings with investors whom you would like to meet, or obtain introductions from other attendees whom you know.

Take advantage of trade missions and other pitch opportunities that may provide useful introductions.  Enterprise Ireland, for example, takes regular trade missions of Ireland-based companies to the US (and elsewhere).  Participation may provide opportunities to meet interested investors and to raise your profile so that investors are contacting you, rather than vice versa.

Recruit angel investors and non-executive and advisory board members who are well-connected in the markets/sectors on which you are focusing and are invested in helping your business succeed.  These key connectors will not only help you attract investment – they may also provide invaluable connections to potential customers and partners, and their participation in your business may enhance your company’s credibility in the market.

In a related point, use your wider network to obtain introductions.  Contacting investors on a “cold call” basis is always very difficult.   Don’t hesitate to ask your professional advisors, mentors, accelerators, investors, board members, government contacts and others to introduce you.

Know your investors

Finally, diligence potential VC investors in the same way as you would expect them to diligence you, and understand the dynamics of the environment in which they operate.  Key questions include:

  • Is their current fund coming to close, such that they are unlikely to make early-stage investments in a new venture?
  • Would an investment in your business be likely to generate, in the relevant time frame for their fund, the kind of return that they need to produce?
  • What will be the impact on you if they invest in your current round and then decide not to invest in your later rounds (particularly if they are a larger and higher-profile fund)?
  • Based on their reputation in the market, are these investors that you would want to play a key role in your business?
  • Are they likely to stand by you if things do not go entirely accordingly to plan?

You should view potential VC investors as partners in a marriage.  Before you spend the time and effort in persuading them to invest, you should determine whether you actually want them to invest!

Daniel Glazer leads the US expansion team, and the NYC Tech Transactions practice, at Silicon Valley-based Wilson Sonsini.  He can be reached at daniel.glazer@wsgr.com.

Robert Mollen advises European companies on US matters at Fried Frank in London.  He can be reached at robert.mollen@friedfrank.com.

Part 1 : US Expansion – Setting up the Right Way

Part 1 : US Expansion – Setting up the Right Way

US Expansion – Setting up the Right Way

Enterprise Ireland has teamed up with Daniel Glazer a partner at Wilson Sonsini Goodrich & Rosati, where Daniel leads the New York office’s technology transactions practice and also advises Irish and other European emerging technology companies on US expansion, fundraising and strategic partnership transactions. This series will offer perspectives on setting up a business in the US and considerations for Irish companies looking to raise VC investment from US investors.

This is the first part of a series that will be posted on the blog, prepared by Daniel Glazer, Wilson Sonsini Goodrich & Rosati and  Robert Mollen, Fried Frank Harris Shriver & Jacobson

US Expansion – Setting up the Right Way

Establishing US operations presents various administrative challenges. It makes sense to address as many of these as possible before you land, so you can focus on building your business when you’re on the ground.

None of this is particularly complicated, but it pays to be proactive. The US has a more complex legal and tax environment than most non-US jurisdictions, and the enforcement and liability risks are higher if something goes wrong.

Here is a checklist of ten key areas  you’ll want to address:

Corporate – Confirm your corporate structure. It typically will make sense to set up a US subsidiary to separate the US and Irish businesses, both for tax and liability reasons. Your US subsidiary also will need to appoint a registered agent, and “qualify to do business,” in every state in which you have an office or other similar presence.
Intellectual Property – Address US trademark issues defensively (confirming that no one else has prior registered or unregistered rights to your name and key brands) and offensively (by filing a US trademark application). Depending on your business, you may also need to address patent issues.
Contractual Terms and Conditions – Your contractual terms and conditions will need to be converted to the laws of a US state, for both legal and commercial reasons.
Employment – You will need US employment advice. Most US employees do not have employment contracts, but you should have confidentiality and IP assignment agreements with all employees. You’ll also be bound by offer letter terms, employee manuals and other undertakings. Employment-related litigation is a substantial risk in the US – while US employees can theoretically be fired “at will” without notice or cause, and there is no statutory redundancy, the risk of discrimination, harassment or other claims and litigation means that terminations require delicate handling.

Establish appropriate arm’s-length arrangements between your Irish parent and its US subsidiary, in order to keep separate your Irish and US taxable income. This is particularly important since US corporate tax rates (federal and state), totalling about 40%, are typically 3x the level in Ireland. You also should put in place appropriate compliance procedures to address federal and state corporate income tax, as well as other potentially relevant tax regimes (sales tax, personal property tax, etc.), particularly at the state and local level. With care as to your choice of tax provider, this can be handled cost-effectively. If you send over personnel from outside the US, they will need expat tax advice and support.

You will need help with book-keeping, employee tax withholding, HR and mandatory employee insurance and benefits, and similar matters. All of this can be out-sourced to companies experienced in working with high-growth companies.

It can be difficult for a non-US company to set up banking for its US subsidiary. Some banks are particularly focused on banking high-growth companies on a trans-Atlantic basis, which can help ease the process.

If you’re sending over personnel outside the US to staff your US office, they will require visas permitting them to work. You should allow three to four months to sort this out.

The US is a high-risk environment. Get an insurance broker with trans-Atlantic experience to confirm your insurance arrangements (types of cover as well as terms and limits) are appropriate.

The hardest part about setting up in the US is finding the right people. Obtaining recommendations from people whom you know and trust (such as your VC or angel investors, advisors, or other good friends) is likely to be the best way. If that’s not an option, however, you’ll need advice from a trustworthy source and will need to do appropriate diligence. Cross-cultural recruitment is hard; beware of the gap between “talking the talk and walking the walk” (especially with US sales people).

The US is a big place! Beware of pre-conceptions (e.g., that you must go to Silicon Valley). There are many markets in the US, from both a customer and investor standpoint, and you will need to assess a variety of factors, including the area of focus of your business, locations of potential investors, costs of doing business and, for Irish companies, the greater difficulties of managing operations on the West Coast (8 time zones; 11-hour flight) vs. the East Coast (5 time zones; 6-hour flight).

Once you’ve determined location, you’ll then need to address property issues – whether to go into a network of co-working spaces (like WeWork), accommodation offices (like Regus) or rent your own premises.

Government agencies (e.g., Enterprise Ireland, the US Commercial Service, and state and local development agencies) and international chambers of commerce can provide very useful support. State and local incentives for investment and job creation also may be available.

If part of your reason for US establishment is to secure US investment, allow for the time it will take to build US investor trust. US investors will want to see that you have a sensible US-focused business plan and are committed to, and achieving traction in, the US market. Also, make sure your investor pitch materials are appropriate for the US market – sophisticated early stage US investors are more focused on prospects than existing revenues, and your materials need to convey convincingly why your business will generate blow-out returns.
US market entry can be daunting, but the basic steps required for establishment don’t need to be difficult. Just get appropriate, cost-effective advice and do it right from the start.

Daniel Glazer leads the US expansion team, and the NYC Tech Transactions practice, at Silicon Valley-based Wilson Sonsini.  He can be reached at daniel.glazer@wsgr.com.

Robert Mollen advises European companies on US matters at Fried Frank in London. He can be reached at robert.mollen@friedfrank.com.


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