Startup Stories with Astrivis

In this edition of "Startup Stories," we spotlight Astrivis, a Swiss startup that recently participated in the Startup Camp powered by Innosuisse and managed by Swissnex. Through this program, Dr. Olivier Saurer Co-founder and CTO and Yiwen Ma Business Dev. at Astrivis explored the complexities of the Chinese market, deepened relationships with local stakeholders, and addressed key challenges like regulatory compliance and cloud infrastructure needs.

What motivated you to apply for the startup camp in China?

We have already received interest from several prospects in China and have conducted a few successful POCs there. The Chinese market is known for being very open to innovation and adapting quickly to change, which motivated us to apply for the China camp. We see it as an opportunity to further validate the market potential for our technology.

 

What were the main objectives of the market validation camp, and how were these goals addressed during the program?

During our interactions with Chinese prospects, we identified two main challenges: cloud server issues and legal data regulations. To serve clients in China effectively, we believe the ideal solution is setting up a local cloud infrastructure. Given that our technology involves capturing sensitive human body data, understanding the legal landscape—particularly data storage and transfer regulations—was crucial. Additionally, we sought to explore cross-continental business opportunities by meeting with stakeholders to evaluate the market potential. The camp provided an excellent platform to gather feedback and assess whether expanding into China would be a worthwhile investment.

 

How did Swissnex in China support the camp?

Swissnex China was instrumental throughout the process. They helped us connect with local lawyers familiar with the regulations for foreign businesses entering China and facilitated conversations with cloud service providers to address our technical questions. Beyond these connections, Tia, the Swissnex startup manager, arranged meetings with key stakeholders in relevant industries, providing valuable insights and opening up new opportunities. Swissnex also accompanied us throughout the trip, facilitating smooth communication, helping with travel, and providing valuable cultural insights. Their support made the whole experience much easier and more productive.

 

What are the key insights and learnings you gained from the trip? 

The Chinese market presented itself as incredibly dynamic and complex. Understanding the nuances of local regulations, consumer behavior, and cultural sensitivities proved to be invaluable. Navigating this market effectively requires strong local partnerships. Collaborating with experienced local partners can provide invaluable insights, access to resources, and support in navigating the complex regulatory landscape. Building trust and relationships is paramount in Chinese business culture. Understanding and respecting cultural norms and etiquette is essential for successful interactions with local partners and customers. Furthermore, the Chinese market is highly digitalized. Leveraging digital channels for market entry, customer acquisition, and customer service is essential for reaching the vast Chinese consumer base.

 

In what ways has the camp helped advance your plans for the Chinese market, or contributed to Astrivis’s broader business goals?

The camp significantly contributed to Astrivis’s Chinese market entry plans. It provided valuable insights into the market, identifying both potential opportunities and challenges. The camp facilitated valuable networking opportunities with potential partners and industry experts in China. Additionally, it provided access to valuable knowledge and expertise on various aspects of doing business in China, including market entry strategies, regulatory compliance, and cultural nuances. Based on the insights gained during the camp, Astrivis can now refine its market entry strategy for China, including identifying key target markets, developing go-to-market plans, and building a strong local presence.

 

What advice would you give to other Swiss startups considering exploring opportunities in China?

Successfully entering the Chinese market demands a multi-faceted approach. This includes thorough market research, cultivating strong local partnerships, and demonstrating cultural sensitivity. Moreover, patience and persistence are crucial, as navigating this dynamic market necessitates adaptability. These valuable learnings would not have been acquired as effectively within such a short time frame without the support of Swissnex.

About Astrivis

Astrivis specializes in providing solutions that turns your phone into a 3D scanner, allowing you to digitalize the world anytime, anywhere.

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