EP #62 - Dorian Selz: Internationalization

Mar 11, 2020

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Timestamps:

2:34 - What do Swiss startups get wrong, when it comes to internationalization?

14:11 - How to organize a team

19:32 - The role of fundraising in internationalization

30:55 - How to manage a successful partnership

40:15 - Risk assessment in Europe vs in the US

The Episode In 60 Seconds

Getting the timing right

Rather than going and planting a flag abroad, consider letting your customers lead the way. Wherever you find a “big fish”, find an agreement to localize for them.

Finding international customers

Try to engage analysts such as Forrester and Gartner early on. This can be in an informal way, since formal engagements can cost you lots of money.
Look for international technology partners such as Salesforce and the like.
Attend conferences abroad to gain visibility.

Organizational setup

For technology products, marketing and sales are usually the areas which need localization, while engineering can stay centralized.
A coherent reporting structure and rigorous documentation are vital to successfully move an international team forward.

Successful international partnerships

Partners are followers, not leaders. Even though you might have a partner in a certain market, you still need to lead the way for the first successful implementations.
It’s a long term game. Try to become part of your partner’s daily routine to stay on the top of their mind.

International fundraising

International investors are desirable but not a requirement to expand abroad.
Don’t underestimate the difficulties which come with operating in two different legal systems.
Since you are missing the benefit of a shared culture, introductions to international investors through your network are even more important.

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