GLIMPS: A French Success Story in North America

In just three years, the Rennes-based company GLIMPS has established itself as a player in the North American cybersecurity market. Specializing in automated malicious file analysis powered by artificial intelligence, the company has opened a subsidiary in Toronto, set up an office in New York, and built strong ties within the Canadian cyber ecosystem. This structured expansion is the result of a hands-on approach, local partnerships, and in-depth work to adapt to the market. Rodolphe Bitaud, Head of International Development and Partnerships at GLIMPS, shares the company’s journey.

A Strategy Rooted in Preparation

The North American adventure began in 2021 when a student in a work-study program at GLIMPS conducted a market study in Canada as part of her curriculum. That research laid the groundwork for the company’s market entry strategy. GLIMPS quickly realized that international success would require a deep understanding of local practices and ecosystems.

“We had prepared thoroughly for our meetings. The goal was to understand the market, identify the right contacts, and fine-tune our positioning,” explains Rodolphe Bitaud.

This preparation was coupled with local support and a first-time presence at the INCYBER Forum Canada, a key cybersecurity event on the continent. “It helped us grasp cultural differences, especially in terms of business posture. We were advised on how to approach clients, marketing practices, and the codes of conduct to adopt.”

“A Message Has to Be Heard Three Times to Stick”

From the outset, GLIMPS chose a gradual market entry strategy. The first year at the Forum was about making initial contacts: raising brand awareness, observing, and understanding local dynamics. “The first year, you observe and learn.”

By the second year, momentum picked up: the first commercial relationships were established, the Canadian subsidiary officially opened in Toronto, and interactions intensified. Connections were made with both private and public stakeholders. New projects began to take shape, sparked by stand conversations or partner introductions.

By 2024, during their third appearance at the Forum, the company had reached a turning point: advanced discussions were underway with both public and private sector players. “People came to us saying: we manage hundreds of thousands of documents and have heard about your solution.”

This steady progression followed a deliberately measured pace. “Sales cycles in our sector are long — between 12 and 18 months — but we’ve succeeded in building strong relationships,” says Bitaud. Several pilot projects are now in the works with public and private organizations.

Adapting to the Market

Throughout their interactions, GLIMPS continuously refined its approach. From positioning to communication and marketing tools, everything was revisited to meet local expectations. “In France, the focus is primarily on the technology. Here, the first questions are: how much does it cost and what value does it bring? We had to rethink how we presented our solution,” Bitaud explains.

GLIMPS’ success also stems from its ability to align with local dynamics. Rather than forcing its presence, the company has moved forward by building relationships and reinforcing its roots.

The INCYBER Forum Canada plays a crucial role in this strategy. It serves as a regular meeting point, a platform for dialogue between the European and North American ecosystems. “It keeps us connected, gives us regular visibility, and helps us build lasting bridges across the ecosystem,” Bitaud concludes.