Climate Technology Program | In Brief No. 10 Cross Border Business Matchmaking: Accelerating South Africa’s Green Economy Green Small and Growing Businesses (SGBs) in South Africa often struggle to take full advantage of local market opportunities and lack the global assets required to succeed in competitive and fast-growing sectors. Conversely, companies looking to enter the South African market often require a local partner to access an opportunity, but struggle to find appropriate matches through traditional means. Through a process of human-centred design, GreenCape, a South African sector development agency for clean technologies, has piloted a targeted business matchmaking facility, Cross Border. This facility provides impartial and credible market intelligence — fundamental in justifying an entrant’s business case — and uses a deep network of relationships to find the best matches for market entrants. Early achievements have included government and investment agency buy-in and new green business models being developed. Notably, government organizations interested in adopting South African clean-tech regulation have chosen GreenCape as a knowledge partner, primarily due to the Cross Border possibilities that can occur after the adoption of suggested policy and regulation. Achievements like this led to the South African Department of Trade and Industry collaborating with GreenCape in 2017, in order to scale up nationally and deliver Cross Border services. By helping local SGBs access these global assets, the Cross Border facility supports the growth of a competitive local clean-tech sector, while driving low-carbon economic growth across South Africa. Untapped potential In terms of national policy, SGBs are considered engines for national job creation and economic growth, and their nimble nature allows them to pivot quickly in a space, as they compete with other SGBs. GreenCape has become a thought-leader in understanding the structural issues and drivers for this sector. South Africa relying on a legacy energy utility, the increasing price of electricity, the water-stressed nature of the region, and global shifts in technologies and business models have provided an Introduction opportunity for green SGBs in the form of significant demand for clean-tech solutions. Clean Tech in However, due to the nascent nature of the space, the clean-tech sector in South Africa is almost exclusively made South Africa up of SGBs. These green SGBs form a relatively small and South Africa formally initiated fragmented community which suffers from information its clean-tech sector through the asymmetry and a lack of coordination. Businesses are Renewable Energy Independent Power Producer usually under-resourced or not experienced enough to take Procurement Programme (REIPPPP), which has already advantage of market demand. As companies in an early pledged over 6GW to the grid. This program acted and high-growth stage, they struggle to access the assets as a catalyst for a number of national, provincial and required to create a competitive advantage in one of the municipal-led “green” policies, most notably: fastest-growing green economies in the world. Assets in relatively short supply in the domestic economy include: • The country’s national electricity plan, the Integrated Resource Plan 2010 (IRP) published by the Department • knowledge of best practices of Energy, set a target of 17.8 GW of electrical energy • international brand names from renewable resources by 2030. • financial assets • The Economic Development Department signed the • networks Green Economy Accord in 2011 — an agreement between government, business, and labor, committing • de-risked business models each to tangible targets in achieving low carbon • highly skilled employees economic development. • innovative and/or tested technologies With the launch of these policies and programs, South Firms from other countries are looking to establish a Africa’s clean-tech sector received a significant boost. In footprint in South Africa and take advantage of the addition to renewable energy generation, these policies unmet clean-tech needs. Partnering with a local firm formed the foundation for the uptake of energy efficiency provides incoming or inbound firms with relevant context, measures. Developments in clean-tech sectors, such as institutional and infrastructural headquarters, and market water and waste, have contributed to the rapid rise of insights, and often allows them to access the core of the clean-tech industry. market by meeting local content requirements. In Brief No. 10 | Page 2 Rationale for a Cross Border facility sectoral mandate. These market failures have led to numerous challenges for firms looking for matches and new opportunities. Inbound international companies entering the South African market struggle to find partners that they can rely on or A matchmaking facility that is affordable and effective in that meet their requirements. The limited service providers creating curated matches will allow both parties to achieve their that exist in the market often do not have strong networks goals while contributing to improving the resource efficiency, in climate technology, are unaffordable for SGBs, and are carbon intensity, and resilience of the national economy. mostly focused on a national trade and investment or CHALLENGES FOR INBOUND FIRMS CROSS BORDER • Traditional matchmaking provided through trade • GreenCape’s deep knowledge of firm-level missions, trade tours, consulates of government needs for South African SGBs makes them departments are often not focused on needs at well-placed to drive relevant matches. the firm level. • GreenCape’s deep network cultivated • The curation of lists for matchmaking, facilitation by personal relationships allows for of conversations and introductions and the appropriate introductions with credible linking of individuals in the green economy is South African firms. not optimally performed. • As a sector development agency, • There is a lack of a trusted intermediary to GreenCape is a trusted and play the facilitation role, which is crucial to impartial intermediary in the successful matchmaking. South African ecosystem. CHALLENGES FOR LOCAL FIRMS CROSS BORDER APPROACH • Alternative approaches such as private • As a non-profit, GreenCape’s services are free at consultants or brokers are unaffordable and the point of delivery. often ineffective for small businesses. In Brief No. 10 | Page 3 Approach active testing phase (piloting). Design thinking allowed for two key benefits in terms of product development: After an initial diagnostic phase of the market opportunities and barriers for SGBs in climate technology, human-centered design • Developing a “minimum viable product” allowed teams thinking was used as an approach to develop the concept in to test ideas quickly, fail fast and cheaply, and give them collaboration with the Hasso Plattner Institute of Desin Thinking time to pivot and iterate accordingly. (d-school) at the University of Cape Town. • Considering the number of diverse stakeholders, design thinking steps guided discussions so that all views were The d-school facilitated quarterly workshops that consisted of a shared and a common understanding on the objectives, consortium that brought GreenCape, the World Bank Group, and outcomes, and approach was developed in a short time. experts in the technology accelerator and innovative finance space into one room. Adopting the design thinking process allowed the The design thinking approach is still being used in the Cross consortium to implement a truly innovative Cross Border program. Border program, with new ideas being developed and tested in a similar way. The approach has been so successful that The design thinking approach allowed teams to test their ideas at it is now being applied to similar pilots and experiments low cost (prototyping), so that concepts were refined before an around the world. THE DESIGN THINKING PROCESS STORY BUSINESS UNDERSTAND OBSERVE POV IDEATE PROTOTYPE TEST PILOT TELLING MODEL INSPIRATION IDEATION IMPLEMENTATION Source: adapted from SAP In Brief No. 10 | Page 4 Services 3. Syndicating outbound opportunities with a curated shortlist of South African firms that The Cross Border business-to-business matchmaking facility might show interest. This is being done in offers tailor-made matchmaking services to different types of conjunction with Kenyan partners as part of entrepreneurs and organizations: the broader business line and should Expand further. 1. Preparing itineraries for inbound trade missions, including curated lists of local SGBs, networking and In delivering services, a standardized process is matchmaking support (such as offering the use of followed when a new relationship or lead is developed: office space for impromptu matchmaking meetings). Service differentiation is underpinned and reinforced by the following pillars. GreenCape is uniquely 2. Facilitating customized one-on-one matches and positioned to deliver on these due to its mission, introductions of inbound firms with local businesses. networks, and expertise. 1 Scoping call: Introductions made and an initial exchange of needs and potential opportunities 2 Tailored insights: Based on the stated interests, sector experts can validate market opportunities and provide insights on the green economy landscape 3 Revisit scope: Align on the partner requirements 4 Shortlist: Curate list of interested parties that might be viable partners 5 Engage: Cross Border facilitates meetings between potential, ultimately seeking a successful deal In Brief No. 10 | Page 5 Deep insight While most Facilitation matchmaking occurs post-introduction in a vacuum without regard for the product- While many investment market fit, Cross Border promotion agencies do adds the element of not offer this service, subject matter expertise Cross Border remains by sense-checking the an intermediary fundamental reasoning until a partnership is behind the market entry achieved or a mis-fit is itself. This service has recognized. brought credibility and trust to the role that the facilitators have played. Impartial honest Personalized nature broker of information Rather than merely GreenCape occupies contacting companies a unique position from a database, local in the South African companies usually have a green economy. As a contact at GreenCape. As a “cluster” organization, result, local firms trust the GreenCape sits between introductions that Cross the public, private, and Border suggests. Similarly, academic sectors, while inbound companies receive acting as an impartial personal interaction that broker of sector seeks to understand the research. Consequently, market entry strategy GreenCape is well thoroughly.This fosters trust placed, both in terms as facilitators are looking of network and sector to assist with market entry knowledge. in a holistic sense, not only through matchmaking. In Brief No. 10 | Page 6 Clients Cross Border approaches stakeholder engagement through “relationship-building” and “client-services” lenses. Stakeholders are classified as different types of clients to provide a consistent service and effectively manage processes. Clients Description Pipeline development Inbound Inbound trade delegations that support international Pipeline is developed through aggregators companies and that have green products and services leveraging existing networks in relevant for the South African market. They appear in two investment promotion (including trade main forms: consultants and embassies), while also sharing the Cross Border opportunity • Delegations of foreign country company representatives, broadly through email lists, most typically hosted by a government (diplomatic) trade notably to all EU embassies based in office or investment promotion agency (IPA). South Africa. • An individual consultant or company that visits a country representing a basket or cluster of companies from a specific region (privately organized tours, usually around a specific sector). Inbound Individual firms and entrepreneurs that are targeting South Pipeline development of firms is assisted entrepreneurs Africa, typically where market penetration has already been by the International Cleantech Network attempted or is underway. (a global network of clean-tech cluster entities, including GreenCape), which This is usually lead by a business development executive syndicates the opportunity with its from the inbound firm itself, or by a consultant representing a members. Direct referrals are also cluster of firms in a sector or territory. made by teams receiving inbound requests from companies unaware of the Cross Border opportunity. In addition, the Cross Border service is publicly advertised on websites and through marketing material shared at conferences. Outbound South African firms and entrepreneurs that are open to Pipeline development is opportunity- entrepreneurs expansion opportunities outside of South Africa. It is of driven and where relevant South African particular interest to South African entrepreneurs that companies are approached once an matchmaking opportunities in Kenya can be facilitated, where opportunity has been highlighted, the Market Connect program has been launched by partners, most notably between Kenya and South such as Growth Africa. Kenyan landing support will assist Africa. in identifying opportunities and providing matchmaking assistance, in the event of curated match. A similar Market Connect initiative will be launched in Ghana in 2018, strengthening the network effect, and benefiting both Kenyan and South African operations. In Brief No. 10 | Page 7 Results Signals of Inbound firms already using consultants is a strong indicator of serious ambitions of market entry. At the most superficial level, this could be deduced by them paying for consultants, but was committment Learnings and targets also demonstrated by their commitment to meet multiple local firms and discuss partnership opportunities in depth. Insights and learnings throughout the pilot phase of Over 70% of inbound companies were from Europe, offering Cross Border services lead to a refinement reflective of where the majority of pipeline development and iteration of the services themselves. The below Trade history efforts were applied. This can also be explained by strong insights guided teams in better screening of leads and market fit green economy sectors in Europe and a relatively history of and understanding how other types of support can trade with the EU being South Africa’s biggest trade partner. generate appropriate opportunities. Almost half of the requests related to energy (energy In summary, after 16 months of formal matchmaking, efficiency, energy storage, waste-to-energy, and Existing the Cross Border facility received 140 formal renewable energy generation), which can be attributed business cases to business cases created by increasing energy prices expressions of interest, originating from companies from the incumbent utility. and aggregators from more than 20 countries in Africa, North America, Asia and Europe. Government officials from Africa have approached GreenCape Technical for thought-leadership around (for example) Net Metering, The team was able to support 105 inbound support as they saw the long-term potential of Cross Border. They companies, across 10 different sectors in the South creating leads then linked their companies to South African companies with African green economy. experience in a market that has already adopted Net Metering. Progress towards June 2018 June 2018 targets 6 Signed letters of intent 24 Trade mission/ s op Ne delegation support lo w k bu ac sin 18 b Facilitated ed es Fe one-on-one matches se s+ + re In tu 29 ve Detailed Green SGB p ca tms match list curation ta en Da ts 83 Entities receiving Market Intelligence 109 Entities signing up for the service 140 Entities expressing interest in the service In Brief No. 10 | Page 8 Case study: Italian South African B2B match Key Learning: A targeted approach can accelerate the process while still achieving results,. However, it requires signi cant prep work and market insight to select the right partner . An initial scoping call and meeting was held with an inbound Italian company. They were 1 interested in opening a new market in South Africa–small-scale refurbished wind turbines. An initial scoping call was used to assess their interest. The on-boarding form was also used to gain insights into their envisioned new business model. Based on the rst call and scoping meeting, sector experts were used to validate 2 market opportunities and provide insights on the green economy landscape, speci c to the company. In this case, small-scale refurbished wind turbines was one of the rst case in South Africa. Once the insights, from the scopping call and technical meeting had been re ned, a call 3 was organized to align on what the inbound rm was looking for in a partner and what type of partnership structure. It was decided that the best approach would be to follow a narrow and targeted approach as to avoid giving away competitive advantage. Based on this insights, the Cross Border facilitator (in partnership with the sector 4 expert) took their time to work through a curated short list (5 companies), to which a rst Call for Interest (CI) was sent. Only a single company was selected to meet the Italian rm – a successful wind power contractor. Cross Border facilitates the meeting between the rms. Ultimately, a 5 successful partnership deal was signed between the two companies resulting is a EUR 500k pilot project, a new business model in South Africa and a new renewable energy market segment. In Brief No. 10 | Page 9 Case study (Trade delegation) Key Learning: There is value in allowing a sector expert to provide a sector overview and answer direct questions. It gives the companies the feeling of individual attention and provides valuable helpful insights. 1 Initial scoping call and meeting with Team Finland 2 to align expectations, select sector of interest and design agenda. The focus of this delegation was renewable energy, water reuse and waste management and included a political and business delegation (10 companies) the basic agenda 3 the Cross Border facilitator (with the sector experts) curated a short list of local invitees. Approximately 35 local companies were invited to the event. Cross Border facilitators performed the introductions during the event. As part of the core agenda, Sector Experts in the renewable, waste, and water 4 sectors attended the networking event. The Cross Border team facilitated introductions during the event. 5 ensured that each company received individual attention as well as curated matches. 5 co-designed matches were developed from this delegation. Integration and scaling to invest. In the InvestSA experience, many foreign entities find the easiest route to the South African market is to work with local After a successful year of piloting, and positive responses from partners who have an in-depth understanding of local business stakeholders, the next step for Cross Border was to move into conditions and opportunities. In addition, it is InvestSA’s view national scale-up. In conjunction with the national Department of that partnerships between foreign and local entities often lead to Trade and Industry (the dti), Cross Border now leverages the brand direct investment. name, experience, and resources of the dti while supplementing their green expertise and networks with GreenCape’s market Furthermore, the dti is the custodian of the Black Economic intelligence and relationships. Empowerment legislation that aims to drastically increase the participation of previous advantaged individuals in the economy. From Investment South Africa’s (InvestSA) point of view, this This provides a direct opportunity for foreign entities active in partnership is a natural extension of work that their Green South Africa to incorporate SGBs into their supply chain. It can also Economy team was already performing, such as hosting incoming allow for South African SGBs to benefit from enterprise development delegations and targeting specific companies with the potential programs implemented by domestic and foreign investors. In Brief No. 10 | Page 10 Theory of Change and Summary Learnings INPUTS ACTIVITIES OUTPUTS OUTCOMES IMPACT Provide market • Business model diagnostic For market entrants Grow South Africa’s intelligence to and analyses green economy as a inbound entities • Shortlists of vetted, suitable • De-risked market entry via a curated driver for low carbon matches matchmaking offering based on sector expertise economic growth Act as a centralized and job creation by intermediary to • Sector level briefs • Improved resources utilization by forms and supporting the role provide end-to-end intermediaries by lowering transaction costs of green SGBs and • Advisor support on doing through an experienced, local resource broker matchmaking business in South Africa expanding ecosystem • Increased pipeline of inbound firms development B2B matching intermediary • Vetted and customized introductions through intermediaries (DTI Cross Border Support inbound • Tailored itineraries for and GreenCape) acting as cleantech trade inbound trade missions a local broker’s relationships resulting in higher a resource missions quality matches • Additional complementary Increase the broker to local services for trade mission • Consistent engagement through deal closure competitiveness of SGBs and as participants beyond what resulting in a greater chance of a successful deal the South African a de-risking is supported by host green economy by entity for • Higher quality trade missions government helping SGBs access international the market and inbound introducing de-risked companies Capture and • Data collection and analysis For intermediaries and the broader green global innovations disseminate of matchmaking activities ecosystem matchmaking and local firms’ needs analysis and Increased foreign • Documented methodology, • Strengthened market intelligence capabilities direct investment knowledge to results and learning for of local agency, through insights and feedback inform replication (FDI) in the South market intelligence and from matchmaking, as well as enhanced data African private sector efforts matchmaking replication collection from local firms • Templates and tools to • Enhanced collaboration between ecosystem Strengthen the deliver market intelligence intermediaries skill base of the and match-making support • Broadened networks of businesses and ecosystem through intermediaries actively working together through partnerships Collaborate • Co-delivery of matchmaking new engagements and partnerships Market builder for the South African Green Economy with ecosystem services between Strengthen intermediaries to intermediaries • Increased sharing of knowledge, data and skills cooperation across co-deliver, and share between ecosystem intermediaries international public • Join workshops to share best information and practices sector actors to skills boost mutually • Co-hosted events beneficial trade Link local firms to New partnerships and deals For local SGBs Create green impacts Cross Border global assets signed between local and through private strengthening foreign firms • Improved access to vetted assets (including sector development the South international partners, knowledge of best that support policy Africa Green Develop New markets opened for practice, financing, networks, technologies, outbound market South African firms targets including Economy proven business models) (intermediaries opportunities by translating local • Opportunities to expand to other markets and • Green jobs and firms) use counterpart “landing pads” market intelligence • GHG emissions into foreign markets • Improved connections to other local SGBS within reduction the cleanteach sector, as well as other sector • Improved natural Create networking Cross-sectoral (cleanteach and • Increased private sector activities through new resource efficiency opportunities for non-cleantech) connections products and operating businesses a local SGBs with made at multi-sectoral events • Climate change other cleanteach mitigation and and non-cleanteach adaption entities In Brief No. 10 | Page 11 Lessons on Activities: Lessons on Outcomes: Developing a centralized intermediary Market intelligence is critical for market entrants for matchmaking The overwhelming feedback from inbound entities, intermediaries, and consultants is that market intelligence was pivotal in the The Cross Border team quickly recognized the need to success of the pilot. By providing impartial and credible knowledge prioritize more serious requests for matchmaking from others to them, these entities were able to save resources. Thus, they which led to setting expectations of output and timing quite quickly developed trust in the facility that could provide these early in the process. For example: insights, as GreenCape experts were able to sanity-check market • It was preferred that companies looking to enter South entrant aspirations, by confirming whether a market exists for a given technology. This de-risked their entry and allowed them to Africa had expanded to another country before or had attempted to enter the South African market before. validate their market entry plans before seeking an appropriate partner. The big picture overview of the market size, commentary • Companies/intermediaries that did not readily on desirable technologies, and outlining of key regulatory and accept that they would have to adapt to the South policy work proved to be sufficient in addressing any queries African environment, struggled to progress beyond around the market opportunity. initial discussions. • Companies without clear reasons for entering the South African market were also questioned, in case they We value the partnership with GreenCape had not done any previous thinking or research and and look forward to continuing into 2018. uncertain of what they wanted from the process and / or Certainly your facilitation research and potential partner. network helped many Swedish companies • Obvious red flags including poorly filled out forms and develop a better understanding of the unprofessional engagement were identified as reasons market and the potential for their cleantech. not to proceed with leads. – Business Sweden Once an introduction was made, it was discovered that facilitators should remain engaged throughout a relationship. This lesson was learnt through a breakdown in talks, where The insights from the Cross Border team a cultural misunderstanding jeopardized a deal until have been used to shape the planning GreenCape stepped in to bridge the cultural gap and play a for our inbound missions in 2018. mediator role throughout the discussions. In addition, it was – Innovation Norway also noted that staying involved in the process also helped by being a live source of market knowledge in a rapidly evolving sector. Similarly, by using GreenCape’s network and services, trade From the national government InvestSA’s point of view, the delegations have been assisted with market intelligence, site partnership between Cross Border and their Green Economy visits, curated panels for forum discussions, and introductions team is a natural extension of work already being performed. to relevant ecosystem stakeholders in government, industry, This integration has further strengthened the ability to have a and academia. This allowed visiting companies to obtain a rich centralised intermediary for climate business matchmaking. picture of the key parts of the clean-tech landscape and network in a limited period of time. In Brief No. 10 | Page 12 Lessons on Outcomes: Local SGBs need ecosystem interaction In a fragmented and nascent clean-tech community, trade missions also serve as an opportunity for local SGBs to interact with each other, as well as entities in other sectors, such as the digital space. This strengthens the clean-tech ecosystem internally, while also helping to bridge any gaps between clean tech and other sectors. Lessons on Impacts: Strengthen cooperation across international public sector actors The attention that the Cross Border facility has brought to GreenCape research has resulted in foreign markets looking to replicate some of the policy suggestions in their own country. This is potentially creating a similar enabling environment in South Africa and representing new market opportunities for local SGBs. A number of Embassies and investment promotion agencies have changed their thinking around trade missions and designed their calendar around the market opportunities highlighted to them in GreenCape’s proprietary research. This is focusing them on where the market opportunity lies and results in an increased pipeline of market entrants that are better prepared before engaging potential partners. Lessons on Impacts: Feedback loops can lead to improved ecosystems and institutions A positive feedback loop has been created where the Cross Border service has allowed GreenCape to learn more about the green SGBs in South Africa, thereby improving market intelligence and strengthening the Cross Border service offering. Sharing market intelligence has made a fundamental change in the way intermediaries think about clean-tech trade missions to South Africa — even where deals are not signed, the belief that there is burgeoning clean-tech opportunity in South Africa has boosted government to government relations, and private-sector dialogue. Ultimately, the clean-tech ecosystem development and rise in competitiveness can be described as being “privately driven, public enabled.” Photo: © John Hogg/World Bank In Brief No. 10 | Page 13 Next steps National integration The final step of the Cross Border facility will be to integrate Expansion and coaching facility services into the national department focused on trade and investment promotion with clean tech as one of the key focus Cross Border will be testing outbound services by syndicating areas. Concrete discussions have already taken place with the outbound opportunities with the GreenCape network. The Green Investment Team at Investment South Africa (InvestSA), a Kenyan journey began in Nairobi in February 2017, where division of the South African Department of Trade and Industry. GreenCape provided Market Connect insight and subject matter After a number of meetings and workshops, focused on gaining expertise as project managers already involved in program a mutual understanding of respective priorities and ways of deployment. This contribution was bolstered in Washington, work, both parties are committed to the integration of the facility D.C. in May 2017, where the d-school facilitated the design of services into the national investment promotion agency (IPA). early-stage architecture of the Kenyan project. Globally there is increasing competition for attracting foreign As the Market Connect program expands to Morocco, Ghana, direct investment and providing export market access for goods and Kenya, GreenCape will leverage the landing support in and services, especially in mid-income developing countries. Kenya (led locally by Growth Africa) by sharing identified It is therefore vital to have a tailored and targeted approach to opportunities with a curated shortlist of potentially interested investment attraction and market access. Cross Border provides South African firms. GreenCape is also currently working with such focus, building on the strengths of all parties and contributing Growth Africa regarding potential matches between South to South Africa’s unique clean-tech value proposition. Going African and Kenyan firms in the green economy. forward, co-creation will continue to hone a partnership that aligns Furthermore, after successful interactions with the Climate with both the objectives of InvestSA and the Cross Border facility. Innovation Centers (CICs), the Cross Border team and After decades of matchmaking remaining undisrupted, Cross GreenCape hope to build on earlier interactions to share Border has validated the need for such a focused and valued best practice on developing and disseminating market service offering with overwhelming positive feedback and a track intelligence in frontier markets. In addition, replicating the record of success. From the perspective of a rapidly growing green GreenCape model has already been discussed, paving the economy and global interest in frontier markets, we only expect way for future interactions. this trend to improve. In Brief No. 9 | Page 14 Partners and Roles Border has allowed InvestSA’s pipeline to benefit from additional market intelligence and an expanded network with which to engage. Ultimately, this meets the InvestSA aim of improving the quality and GreenCape quantity of local and foreign direct investment. Project lead for the delivery of the Cross Border facility GreenCape leads the Cross Border facility and is responsible for the d-school conceptualization, operations, and refinement of the facility. As a Design facilitation non-for-profit sector development agency, GreenCape supports The Hasso Plattner Institute of Design Thinking (the d-school) the growth of the clean-tech ecosystem by assisting businesses at University of Cape Town Graduate School of Business, is a in the sectors of renewable energy, water management, waste burgeoning ecosystem for innovation, entrepreneurship and start- management, and agriculture. As arguably the best networked ups. The d-school‘s overall objective is to promote design thinking entity in the South African green ecosystem, GreenCape leverages as an enabler of innovation. Through the medium of design thinking, a network across the private, public, and academic spaces. As practitioners are encouraged to unlock the creative confidence that a clean-tech thought leader, GreenCape uses its proprietary leads to innovation. In the process, students learn tools and a process market intelligence on green sectors in South Africa to curate that they can apply to any challenge. The Cross Border matchmaking personalized matches. facility has been developed through the design-thinking process, which has been facilitated by the d-school. Every quarter, design South African Department of Trade and workshops are facilitated by the school, guiding the progress of pilot, as it is constantly refined to better meet user needs. Industry (the dti) Delivery partner of the Cross Border facility The World Bank Group One of the ways that the dti aims to achieve its macroeconomic Consortium member and expert input objectives is through the pursuit of a targeted investment strategy. This is considered a key lever in national economic strategy. The The World Bank Group’s Climate Technology Program provides InvestSA team provides a one-stop-shop service to investors technical input around structuring and design. Additionally, through providing investment promotion services for specific sectors, its global network building efforts, the team facilitates relevant including the Green Economy. In the spirit of InvestSA’s mission to connections to key resources for the project, helping it to succeed fast-track projects and remove red tape, collaborating with Cross and facilitating replication into new markets. This includes organizing input from funders, regulators and specific technical experts. In Brief No. 9 | Page 15 Climate Technology Program In Brief About Us The Climate Technology Program (CTP) In Brief series is a publication of the World Bank Group’s Finance, Competitiveness, & Innovation Global Practice. CTP focuses on the growing opportunities of the clean technology sector in developing countries. Through a global network of seven Climate Innovation Centers, the program provides local entrepreneurs with the knowledge and resources they need to launch and scale their innovative business solutions to climate change. CTP In Brief is a series of knowledge briefs highlighting important aspects of the CTP global and in-country operations and research. Acknowledgements This brief was prepared by Aman Baboolal, with contributions from Annelize van der Merwe, Raymond Siebrits, Samiksha Nair, Danqing Zhu, Jean-Louis Racine and Justine White. © 2018 The World Bank Group 1818 H Street NW Washington, DC 20433