International Expansion
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Why Market Intensification Is the New “Market Entry”
Back in the old days of international expansion, it was common business parlance to talk about “entering” a market. This is because companies often had minimal if any customers in a market before actually setting up a physical presence there. Things have changed. With more marketing, selling, and purchasing happening online than ever before, it’s…
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Go Global Like Goldilocks
In the classic tale of Goldilocks and the three bears, we learn that as the small girl sits in the chairs of each bear, one was too big, one was too small, and one was “just right.” Then she proceeds to eat their porridge and test their beds, finding that really only one truly matches…
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The Risks of Targeting Too Many Markets at Once
Ambitious companies, especially in stages of rapid growth, tend to dream global dreams. They envision their company growing beyond borders, and becoming a major international success story. However, the notion of “divide and conquer” exists for a reason. Spread your company too thin across too many countries, and you’ll have minimal impact. Instead, steady your…
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European Expansion Lessons From Tech Companies
I was excited to open up a new research report from Frontline Ventures on the topic of European expansion. Their research looked at 300,000 expansion-related data points from 175 B2B software companies expanding into Europe over the past 15 years. They also conducted interviews with more than 20 heads of European offices at B2B SaaS…
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Why Companies Expand into International Markets
With so many concerns over COVID-19, one of the things I’ve been wondering is whether companies will hit the brakes on their international expansion plans. Recent CFO research conducted by Argyle Advisory and Globalization Partners offers some interesting answers. They surveyed 166 CFOs and VPs of Finance at large companies, the majority of which have…
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International Business Trends and the New Normal
COVID-19 is dramatically transforming the way companies do business. HubSpot CEO and Co-Founder Brian Halligan recently shared some insightful views on what the new normal will look like. One of the best marketers I’ve ever worked with, my colleague Kieran Flanagan, also shared some insightful thoughts on how the new normal will change the future…
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Building a Global Mindset Doesn’t Happen Overnight
Most companies are international long before they’re global. Becoming an international business requires you to sell to customers outside your home market. But becoming a global company is much harder and more complex. Going global actually requires you to change how your company thinks and operates. Here is a quick chart that can help you…
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How to Get Your Global Technology Groove Going
At most digital businesses, international growth is led from the Sales organization. However, leaders of international expansion often struggle to get their Product team more involved with international growth efforts. Increasingly, the product team is a primary driver of growth at global technology companies. Getting these team members engaged is critical to your company’s long-term…
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141 Questions to Guide Your Local Market Entry
Many companies underestimate how hard it is to break into a new market. If you want to “go big” in a new country, it takes a lot more than just adding a new language or hiring a salesperson in a new market if you want to be successful in the long term. Don’t be caught…