Case Study: Arcsec

Introduction

Arcsec develops attitude determination and control systems for small satellites, including star trackers and reaction wheels that enable spacecraft to determine and adjust their orientation in orbit. Founded in Belgium in 2020 as a spin-off of KU Leuven, the company is also developing space debris detection capabilities through its DeDUST project, supported by the European Innovation Council. In 2025, Arcsec participated in the EU-Japan Centre’s Space Business Mission at ISIEX to develop its commercial relationships and strengthen its presence in the Japanese market.

Why Japan?

Japan’s space industry represents an important market for Arcsec, with opportunities across a range of satellite applications. The scale and breadth of activity in the sector made the country a natural focus for the company’s international business development.

The initial challenge was translating interest in its technology into commercial relationships. While exhibition encounters provided opportunities to introduce its products, language barriers and unfamiliar business practices made it difficult to move discussions forward. Developing an understanding of the market and establishing local connections helped Arcsec progress beyond these initial exchanges and build relationships with customers.

EU‑Japan Centre’s Support

Arcsec joined the Centre’s 2025 Space Business Mission after having been in contact with the organisation for some time. The programme combined participation in ISIEX with practical support for engaging with prospective partners, helping the team navigate both the exhibition and the local business environment.

The company valued the organisation of the mission, translation assistance during discussions and guidance on business customs. This support facilitated communication and allowed the team to concentrate on presenting its technology and exploring commercial opportunities.

The exhibition also provided an opportunity to strengthen Arcsec’s relationship with CORNES, its distribution partner in Japan. The companies had been in contact before the mission and were both exhibiting at ISIEX. Spending several days at the same event enabled further discussions and helped develop their relationship.

Arcsec places considerable value on the quality of CORNES’ work and its contribution to the company’s business development. Through its local knowledge and established networks, CORNES provides access to market segments and companies that would otherwise be difficult for a foreign supplier to reach. In a business environment where developing relationships requires sustained time and commitment, the distributor plays an important role in building trust and maintaining connections with customers.

Adapting to Japanese Business Practices

Understanding business etiquette formed an important part of Arcsec’s preparation for Japan. From exchanging business cards to attending meetings and dining with counterparts, the company recognised the value placed on observing local customs.

Alongside its own research, Arcsec drew on the Centre’s resources to prepare for these interactions. Guidance on business practices helped the team approach meetings with a better understanding of expectations. In the company’s experience, demonstrating respect for these customs contributes to developing relationships with partners.

Advice to European SMEs

Arcsec encourages European SMEs to consider working with a local partner when entering Japan. The appropriate sales approach depends on the customers being targeted: direct engagement may be possible with smaller companies, while distributors and trading partners can facilitate access to other businesses, including startups and scaleups.

The company recommends drawing on the Centre’s resources and the market knowledge of local partners to establish a foothold. These forms of support should be accompanied by sustained engagement. Building business relationships requires time, regular visits and personal contact, which companies should factor into their market development plans.

Future Plans

Arcsec has committed to visiting Japan at least once a year to maintain contact with customers and partners and pursue new business opportunities. Its next objective is to develop relationships with larger corporations, building on the commercial connections established to date.

Text based on an interview with German Barba, Arcsec’s Head of Growth. The company took part in the EU-Japan Centre’s 2025 Space Business Mission at ISIEX.

Published in October 2026.