The collaboration only came about after UK Trade and Investment (UKTI) introduced Unity Solutions to the Virginia-based organisation. Its investment and support now has the potential to trigger extensive government and commercial contracts in the USA.
Unity Solutions, has developed a form of 'electronic CCTV' to fight insider computer fraud. Lanxoma software records every keystroke, mouse movement, audio and screen view making it ready for playback if evidence of abuse is required.
Manoj Patel, managing director of Unity Solutions, was keen to export the software and so contacted UKTI. Soon after the company embarked on Passport to Export, UKTI's flagship programme for new and inexperienced exporters, and commissioned a US Overseas Market Introduction Service (OMIS) - a flexible business tool, which lets companies communicate directly with trade teams located in embassies, high commissions and consulates around the world.
Mr Patel then took part in a UKTI trade mission to a military exhibition in Washington, DC, where he was introduced to The Laconia Group whose national security experts bring government agencies, like US Intelligence, Defence, Law Enforcement, and Homeland Security communities, together with private sector technologies to meet US security challenges.
Unity Solutions, which has been trading for a decade, made its name providing IT support services for companies including Pizza Hut and Heinz, as well as developing its own niche software for clients.
Lanxoma was borne from the concerns of a major pharmaceutical client of Unity's. Its internal auditors had identified loopholes in the organisation's IT system which could allow fraudulent transactions. Failing to find a solution for themselves, they commissioned Unity Solutions to help. Mr Patel assigned a software development team to solve the problem, boosting their ranks and investing £1m in Lanxoma's development.
Mr Patel explains: "IT guys have access to everything. They have passwords for many areas of a system, but the people who run the company or organisation don't always know what their IT workers are doing with that kind of freedom. Lanxoma gives IT workers controlled access to systems and deters abuse by recording what is happening and allowing management to review and approve IT sessions. IT workers can only access their systems if Lanxoma is running, if they switch Lanxoma off then their access is blocked."
The software can not only detect fraudulent transactions, but also IT errors and misuse including data-theft and corruption. It can be used to monitor accounting, payroll and communications software - even broadband phone services, Mr Patel says: "We can record what is happening on the screen, keyboard and mouse - everything is digitally streamed away at 25 frames per second which is accurate enough to be produced in a court of law."
Mr Patel believes his company and The Laconia Group are well matched: "Laconia understands the security threat and foresaw the potential of our software to combat the problem in a way not available before."
The Laconia Group is so impressed with the Lanxoma it is now working towards an investment of $1m (about £700,000) in Unity Solutions for a 10% share of the equity. The investment will allow the company, which last year turned over £4m, to fund further expansion.
Margaret Bourke, International Trade Adviser for UKTI North West, says: "UKTI has great contacts in the US. By taking part in our trade mission to the Association of the United States Army Exhibition in Washington, DC, we were able to put Manoj in touch with the people he needed to meet and now those contacts are investing in his company.
"It's fantastic to see them succeeding in this way. Unity is a fine example of a how an organisation which has a great product and which has researched its market thoroughly can make big strides overseas.
"UKTI can offer a wide range of assistance to companies wanting to build trade in overseas markets, including advice on everything from market opportunities to product liability, intellectual property rights, managing agents and distributors and finance. It also delivers a comprehensive programme of overseas trade missions and UK-based events such as Meet the Buyer. We would urge any other companies looking to develop their overseas trade strategy to get in touch and see how we can help."
