Southern Estonia and Estonia's peripheral regions represent excellent environments for building and growing businesses, according to EYBA. The reduced urban noise creates space for focus, creativity, and meaningful work while enabling entrepreneurs to develop careers in locations they prefer.
EYBA has consistently encouraged entrepreneurs from Estonia's regions outside major urban centers to pursue international expansion. Common objections about logistics capabilities are frequently questioned by the organization, which argues that assumptions often replace actual testing of feasibility.
8 Weeks of Courage, Structure, and Results
EYBA partnered with Võrumaa Development Centre to deliver an 8-week export development program for Southern Estonian companies during autumn. The program combined structured methodology with practical pathways for both first-time exporters and companies with initial international market experience.
Leadership included Leila Haugas, Maria Palk, Ivan Gonchev, Birgit Arus, the B2B Growth team, and Ulvi Kala.
Participating companies: Sternoberg OÜ, Hobbiton OÜ, Woodnest OÜ, ENTI OÜ, Estberghouse OÜ, Pillimeister Mihkel Soon OÜ, Maramaa Ehitus OÜ, Capra OÜ, Estopuit OÜ, Roosiku OÜ, Sime Beds OÜ, and Relaxationland OÜ.
Team members participated together to ensure internal alignment and actionable implementation.
Program Progression
Companies advanced systematically through:
- Goal setting and target market selection
- Real contact establishment in chosen countries
- Market validation exercises
- Negotiation preparation
- Implementation of findings
Feedback indicated strong program effectiveness, with participants particularly valuing market validation, contact development, and negotiation preparation. Most-used tools included the EYBA validation table, CRM planning templates, sales message frameworks, and company one-pagers.
Participants reported that systematic export processes became clearer and confidence in international market entry increased.
Overall Satisfaction Results
Program ratings:
- Overall satisfaction: 4.9/5
- Training meeting expectations: 4.8/5
- Recommendation rate: Nearly universal endorsement
One participant noted: "A great foundation for starting active sales in foreign markets" (Andrus Prangli, CEO, Hobbiton OÜ).
Most Valuable Topics
Market Selection and Validation: Structured approaches to choosing and validating target markets received particular appreciation. Prangli observed: "Validating a new potential market–but also the bigger picture of how to approach export systematically."
Contact Finding and Outreach: LinkedIn usage and B2B networking proved revelatory. Kelly Uuk, CEO of Relaxationland OÜ, stated: "LinkedIn usage and international trade fairs were eye-opening. I now understand that my previous preparation for fairs was completely wrong."
Sales Communication: Building confidence in initial outreach to potential partners was highlighted as transformative.
Negotiations and Cultural Differences: Understanding cultural nuances proved valuable. Ivory Õuekallas (EstBergHouse OÜ) reflected: "You must consider the other side–a deal should not only benefit one party."
Practical Tools Usage
Nearly all participants actively employed EYBA's materials:
- Target market validation frameworks
- CRM planning documents
- Sales email templates
- One-pager introductions
- Goal-setting structures
One participant called the validation table "pure gold. Definitely the most valuable tool" (Egert Kont, Relaxationland OÜ). Another noted: "The tools are there. Now we just need to start working properly" (Ain Sammalkivi, Woodnest OÜ).
Systematization Impact
Participants reported significant progress in structuring export processes, averaging 4.6/5 for improved systematization. Reet Kasekamp (Roosiku OÜ) described: "A clear framework and process that keeps focus in place."
Trainer Evaluations
Leila Haugas and Maria Palk received 5/5 average ratings. Participants appreciated their practical experience and real-world examples. Õuekallas observed: "They bring real-life examples, which makes learning much more valuable." Kiara Rumask (Hobbiton OÜ) added: "Very positive and knowledgeable about markets and cultures. Great approach!"
Leila Haugas brings 15+ years of export and sales mentorship, guiding companies across the U.S., Europe, Asia, and the Middle East.
Maria Palk offers marketing and export expertise, supporting businesses in building international sales strategies, refining brand communication, and locating B2B clients worldwide.
Program Impact
Many participants achieved:
- Clearer target market definition
- Initial contact establishment
- Enhanced negotiation preparation
- Structured sales processes
- Increased international expansion confidence
Several initiated outreach and conversations during the program itself.
Areas for Enhancement
Constructive feedback included requests for:
- Expanded individual mentoring sessions
- Deeper pricing and logistics exploration
- Extended duration or follow-up mentoring
- Practical negotiation case studies
EYBA acknowledged this feedback while noting that regional partnership frameworks and public procurement timelines shape program design. Future collaborations will seek to address highlighted areas where feasible.
Core Message
This initiative transcended typical training delivery, functioning as a genuine starting point for international market entry. The program validated a fundamental concept: "Export does not only start in big cities. Export starts with courage–and there is plenty of it in Southern Estonia."
EYBA operates from the belief that client growth generates organizational growth.
Conclusion
The EYBA Export Development Program demonstrated that appropriately structured support enables small and medium enterprises to pursue ambitious international market entry.
Participants concluded with:
- Refined strategy
- Enhanced capabilities
- Actionable resources
- Strengthened confidence
Annika Kelt (Estopuit OÜ) summarized: "It's not as difficult as it seems."
Next Steps
Companies interested in market entry, structured export process development, or international contact building can contact EYBA for consultations.
The partnership between EYBA and Võru Development Center exemplifies combining local initiative with international expertise, creating bridges between Estonian regions and global markets.
Program Contact:
Terje Moisto, Project Manager, Võru County Development Center
📞 +372 5360 6054