Setting our sights westwards

Expanding operations into North America is undoubtedly a big step for iLOQ, but with 20 years of driving the digital access management revolution in Europe, the time is finally right. Not only are we taking a huge leap over the pond, but also a technological leap, entering the North American market with a fully keyless and mobile solution.

Joni Lampinen, General Manager USA, iLOQ

Setting up for success

These are of course not iLOQ’s first ventures into North America. Previously, we have done business in the critical infrastructure sector, providing our S50 technologies for industrial customers in segments such as telecom, energy, EV charging stations and transportation. The relative maturity of the North American market in terms of digitalization in access management and smart living solutions paired with an increasing emphasis and interest in sustainable technological developments make this an opportune time to plan and execute market entry.

The first half of 2022 was a busy time in terms of strategic planning. Both Market Entry Strategy and Commercial Strategy were actively in progress while, at the same time, the development and testing of new locks was well under way. Designing, building and testing all lock variants to meet North American ANSI standards for residential, commercial and critical infrastructure use was a considerable undertaking. The decision to go fully keyless, with mobile access was also a monumental decision.

Building up a presence

With solid plans in place, H2 of 2022 was a time of executing on our plans. This meant the continued completion of our North American portfolio, including our first customer test cases. This is also when it became prevalent to name a dedicated team for taking the business forward overseas. I took on the responsibilities and role of General Manager USA, recruiting my first team members shortly after. Our first order of business will involve getting the word out and establishing our presence. This will include, for example, participating in National Multifamily Housing Council`s Optech and Annual Meeting events and ISC West, America’s foremost annual security industry expo held in Las Vegas.

Heading into 2023, we are ready to take the West by storm. Our ambitions are high, and, by the end of the year, we anticipate already having our East Coast office up and running with a 10-person organization in place. And, if things go as planned, we are looking to double that number close to 20 by the end of 2024.

Market entry in phases

Due to the sheer size of this new market, entry will happen in phases. We are currently starting operations on the East Coast, targeting Greater New York and the Tri-State area in phase one. We are entering discussions with property owners, managers, developers and investors in the multifamily housing (MFH) segment in the area. We are obviously also looking into the next possible opportunities for expansion in other areas such as the State of Texas and the West Coast.

We see a huge potential in the retrofit market, with a strong trend towards transitioning older buildings into the smart building category through increased digitalization. We want to be a part of modernizing the American landscape, one building at a time. At the same time, we are looking to be a part of new residential builds, bringing added value in terms of ease of use, but also environmental impact.

Potential for a bright future

We feel that our disruptive battery-free digital technology will be a huge part of our success story in North America. In terms of corporate trends or legislation, the same expectations are not yet in place in terms of sustainable performance as are in Europe for instance. But, with public perceptions and consumer-driven trends pushing for reduced emissions, our solutions are perfectly positioned to create and deliver value on all fronts in these new markets. We hope to expand quickly and become a significant player on the US and Canadian markets in the not-so-distant future.