Mastering Asia-Pacific Market Entry with Andrew Robert Clark

Aug 14, 2025

In this discussion, Andy Clark, a skilled sales leader and founder of Asia Revenue Catalyst, shares his journey from a life-changing injury to mastering the Japanese market. He highlights the complexities of entering the Asia-Pacific region, emphasizing the need for local strategies and cultural understanding. Andy discusses the importance of hiring local talent and forming joint ventures while steering clear of common pitfalls. His insights provide valuable guidance for businesses aiming for long-term success in this diverse landscape.

Ask episode

AI Snips

Chapters

Transcript

Episode notes

ANECDOTE

How A Broken Leg Launched A Japan Career

Andy broke his leg in college and that led him to study and live in Japan, which launched his career in the region.
He moved to Tokyo in 1997, trained at PTC, and built inside sales and field teams that scaled across Japan.

INSIGHT

APAC Is Many Markets, Not One

Asia-Pacific is not one market but many distinct countries with different cultures and regulations.
Treat Japan, Korea, China, Australia, India, and SEA as separate markets with unique GTM needs.

ADVICE

Validate With U.S./UK Traction First

Do check that your product already sells in the U.S. or UK before expanding to APAC; that indicates there is market fit.
If it sells in those markets, plan localized country GTM strategies rather than copying HQ playbooks.

Get the Snipd Podcast app to discover more snips from this episode

Get the app

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Andy Clark, a seasoned sales leader with extensive experience in the Asia-Pacific (APAC) region. Andy shares his journey, which began with an unexpected leg injury that redirected his career towards mastering the Japanese market. He discusses the complexities of business in APAC, the critical importance of localizing go-to-market strategies, and the common mistakes companies make when entering these markets. With anecdotes from his own career, Andy highlights the crucial elements of success, from hiring the right local talent to understanding cultural nuances. He also delves into the challenges and strategies of forming joint ventures, and why companies need to be prepared for a long-term commitment to succeed in the region. If you're considering expanding your business into APAC, this episode is a must-listen for invaluable insights and practical advice.

ADDITIONAL RESOURCES

Learn more about Andrew Robert Clark:
https://www.linkedin.com/in/andrewrobertclark/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:04:26] Breaking into the Japanese Market
[00:07:27] Expanding Across Asia Pacific
[00:11:09] Challenges and Strategies in the Asia Pacific
[00:19:32] Hiring and Leadership in Japan
[00:32:50] Entering the Asia Pacific Market: A Strategic Approach
[00:34:39] Exploring Japan's Business Landscape
[00:35:29] Challenges of Joint Ventures in Japan
[00:38:29] Strategies for Entering the Japanese Market
[00:40:41] Building a Successful Team in Japan
[00:45:47] Pricing and Market Dynamics in Japan
[00:47:36] Expanding Beyond Japan: Korea and China
[00:55:43] The Expat Experience: Opportunities and Challenges

HIGHLIGHT QUOTES

[00:11:51] "The complexity of Asia Pacific is underestimated significantly."
[00:17:59] "One of the worst things you can do in APJ is false start."
[00:26:37] "Solid leadership and caring for your team... leading from the front and showing them what good looks like."
[00:28:33] "Japanification is really the best word... blending both sides into a process and methodology."
[00:31:26] "Be the same before you establish your difference."
[00:56:42] "The opportunity to go overseas and work should be snatched up by anyone at any time."
[00:59:25] "The experience overseas is career building and eye-opening, and I wouldn't change a thing."