Canadian cybersecurity companies exporting to the EU

Get guidance and practical information to successfully export your cybersecurity services and products to the European Union (EU) market. Request of a full copy of our guide at: breu-td@international.gc.ca.

Who should use this guide

• Cybersecurity companies with no or basic export experience
• Cybersecurity small and medium-sized enterprises (SMEs) looking for new export materials
• Cybersecurity companies already active in one EU country and seeking to expand their activities to other Member States, using the opportunities offered by the EU Single Market

Objectives

The purpose of our guide is to help identify how your company can take advantage of the growing EU cybersecurity market. It will help you:

• Develop a practical and concrete roadmap for exporting your cybersecurity services to EU countries
• Identify the main challenges commonly encountered by Canadian companies and get guidance on how to deal with them

Overview

The guide provides a 360-degree overview of the EU cybersecurity sector and a deep-dive into three Member States’ cybersecurity markets (Germany, France and Austria). It includes market intelligence that can help Canadian companies find business opportunities in the EU and overcome common challenges.

Most Canadian firms see EU markets as complex and difficult to access. They also have limited knowledge of the local procurement, regulatory and cybersecurity ecosystems. However, it is worth taking the time to explore this market, which is expected to grow by 7.98% annually to reach a volume of €32.37 billion by 2026.

This is notably due to EU cybersecurity policies and regulations that impose capacity requirements, privacy rules and incident reporting obligations on public and private organizations. In the last year, the demand for cybersecurity solutions further increased with remote working and the war in Ukraine that resulted in greater exposure to cyberattacks.

France is the largest information technology (IT) security market in Europe. The demand for cybersecurity solutions has been driven by strong regulatory requirements for both public and private organizations. Of note, a good knowledge of French is necessary to do business there and there is already strong competition from foreign companies, in particular from the United States and Israel. Canadian companies entering the French market should therefore obtain the necessary certification from the French government and network with local stakeholders to generate prospects in Paris and beyond.

In Germany, the second largest IT security market in the EU, the uptake of cybersecurity solutions has been slow and the competition with local players is high. While public tenders are open to foreign participation, the German government tends to favor domestic solutions developed by an active startup scene. This comes in addition to German firms’ distrust for unknown foreign solutions and legal obligations for a local, German-speaking presence. It is therefore crucial to acquire as many certifications as possible, establish relationships with local business networks and stakeholders, and reach out to the national cyber security agency (BSI) for active support and guidance.

Compared to France and Germany, Austria’s market is smaller and less mature but there is also a lower number of domestic competitors. Business is conducted through informal networks and long-term relations. It is worth noting that SMEs do not allocate significant resources to cybersecurity and they rely heavily on trusted integrators for their cybersecurity needs. A good market entry strategy is therefore to identify IT integrators with a strong local footprint, which is also a good way to capitalize on Austria’s deep integration with the German market. Of note, Austria can also serve as a springboard to access new markets in Eastern Europe. In the absence of official certifications, Canadian firms should follow the recommendations of the Austrian CERT and Austrian Standards International. 

List of content for the full guide

1. The Canadian Offer
2. EU Cybersecurity Market
   1. The EU as a Market
   2. The EU as a Regulator
   3. The EU as an Investor
   4. Leveraging CETA
   5. The EU As A Buyer
   6. Mapping of Key Actors and Events
   7. Takeaways for Canadian Companies
3. NATO Market
4. French Cybersecurity Market
   1. Market Overview
   2. Takeaways for Canadian Companies
   3. Mapping of Key Actors and Events
5. German Cybersecurity Market
   1. Market Overview
   2. Takeaways for Canadian Companies
   3. Mapping of Key Actors and Events
6. Austrian Cybersecurity Market
   1. Market Overview
   2. Takeaways for Canadian Companies
   3. Mapping of Key Actors and Events
7. Tools and Market Access Recommendations  

Get help from the Trade Commissioner Service

Contact the Trade Commissioner Service for information about business opportunities or potential barriers to trade. Trade Commissioners in one of our 24 offices in the EU will assist you.

Please contact the trade section of the Mission of Canada to the European Union at BREUTD@international.gc.ca if you have specific questions or are facing issues about an EU-level regulation or legislation.