Swisspreneur Show

EP #62 - Dorian Selz: Internationalization

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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.
            • ...more
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