In this episode, we sit down with Romaric Philogène, CEO and co-founder of Qovery, a remote-first DevOps SaaS company born in France — and built for the US market from day one.

Romaric shares how he approached global expansion intentionally, why the US was their first target market, and what it takes to win (and keep) American customers — even when selling remotely.

We dive into:

• Why Qovery went global from the start — and how they validated the US as their first market

• The cultural and strategic differences between selling in the US vs. Europe

• How ROI-driven messaging shaped their GTM and customer success approach

• What it's really like building and scaling a remote-first international team

• Lessons learned from expanding into the US — and what other European founders should know
  

Whether you're building a SaaS product, expanding into new markets, or hiring globally, this episode offers a tactical and honest look at what going global really means today.

🎧 Listen now and get the full playbook for international SaaS growth.

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🎙️ Episode Summary – Slow is Fast: Cracking the Code to Scaling in Germany

In this episode of International Corner, we speak with Thibault Mathevet, co-founder of Collectif Skala and former expansion lead for Germany at Doctolib.

Thibault shares hard-earned insights from his experience scaling tech solutions across borders—focusing on the unique challenges and success factors in the German market.

Key Takeaways:

• 🔑 The signals that show a business is truly ready to scale internationally

• 🚧 Why rushing into Germany can lead to costly missteps

• 🌍 The importance of building local culture, hiring the right team, and speaking the language

• 🛠️ How to adapt (not copy-paste) your sales playbook to fit the German context

• 📊 Core KPIs and mindset shifts that drive sustainable, long-term growth

  
  

💡 “Going slow is the fastest way to succeed in Germany.”

Whether you’re preparing for your first international launch—or reassessing a market that’s not working—this episode is packed with actionable advice for founders, operators, and go-to-market leaders.

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How do you launch a niche, eye-catching product into a brand new market and close your first 10 customers… globally?

In this episode, I sat down with Lucia Gonzalez Aguilar to talk about how I-virtual Sales team cracked the code on genuine, multi-channel outbound—and turned curiosity into conversions.

🎯 From day one, they went global—securing CE marking early on and targeting multiple markets at once.
💡 The tech creates a “wow” effect, and they built their entire outreach strategy around that spark of excitement.
📬 Mix of email + LinkedIn (cold calling coming soon)
🔍 Personalized > automated. Think: checking LinkedIn activity, likes, shared languages, or even acknowledging someone’s recent post.

What stood out?
✨ She never personalizes the connection request. But once accepted? It’s a real conversation—pulling the thread naturally until the prospect wants to know more.
🤝 “I want to learn” is the icebreaker. Curiosity creates space for trust.
🌍 And yes, cultural nuance matters. WhatsApp in LatAm & Spain. GDPR strictness in corporate EU. Ramadan? A moment to connect, not sell.

📊 Results?

→ 3-4 discovery calls per rep
→ 2-3 solid opps per rep
→ All from genuine outbound, led by just 2 people.

If you are trying to stand out from the crowd, leveraging a personalized and genuine approach might just be your way to do it

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“Diverse teams deliver 60% better results and make better decisions in 87% of cases” (Forbes)

Imagine we could apply this to early expansion? 

How much time would we save in the early days? 

How fast could we start seeing results in a specific market?

Well that’s exactly what we discussed with Caroline Ramade, Founder & CEO of 50intech in the first episode of season 3 of International Corner

You have to think about diversifying your team in the early days, from scratch to ensure you see successful expansion results faster.

Here is a snapshot of what we covered : 

• The impacts on global expansion of diversifying your team very early on 

• The main challenges of creating a true diverse team

• How to foster an inclusive culture within your organisation 

• How to be aware of your unconscious bias and fight them

• A deep story about one of her hardest time she had to live by those diversity standards

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And that's a wrap for Season 2!

There were 24 episodes with tremendous guests who shared so many insights. I computed their best strategies and tips in this recap episode.

Here is what you can expect :

#1 Finding the right market

• The market assessment matrix - Maxime from Hublo in ep#45

• Expand remotely Zoltan from The Launcher code in ep#31

• Expand where your competitors don't go Zach, global Sales mentor in ep#27

#2 Easier strategies than cold outreach to get there

• Proving ROI leveraging the land and expand - Anthony from Meeriad in ep#33

• Leveraging partners in the right markets - Sebastien from Beaver Partner in ep#43

• Leveraging communities - Coralie from Salesloft ep#37

#3 Invest in people

• Focus on the Country launcher /how to hire the right one - Manon from Iron Hack ep#23 and Jules from Little big connection ep#41

• Build a true Team cohesion - Cecile from Partoo in ep#40
  

#4 Invest in training

• Leveraging Sales enablement - Niamh from Mirakl in ep#35

• Feedback loop from the field Rachel from Zoom in ep#42
  

#5 Structure and processes to adapt

• HQ organization - Florian from Alma in ep#29

• Global vs local process - Frederique from Content Square in ep#39

Season 3 will be coming soon - stay tuneeed

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You’ve sold to a few customers and now you are trying to achieve repeatability in that new market.

Except… it doesn’t Work. But Why?

And no… the answer is not Product Market Fit.

Or rather… it is not that simple.

In the last episode of international Corner, I’m welcoming Maxime Renault, chief Strategy & Expansion Officer at Hublo who shares how he has made Product Market Fit more concrete to them to successfully expand internationally 

Here is a snapshot of what you can expect in this episode:

• Why blaming PMF for a failure to repeat sales is the easy answer

• The 4-success-factor matrix he has build to assess success rate in any market

• Tips to go from the launching to the developing phase in a market

• The criteria he looks for in a country launcher to make the market opening successful

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You’ve mastered operational skills to launch new markets… GREAT.

However, this is not enough. 

There are a number of soft skills you need to gain to become a global leader and be effective at scaling your company.

Communication is one of them.

• External communication: to create compelling messages, amplify them while navigating cultural differences in the different markets you will grow

• Internal communication: to scale your mission and vision & to make sure as you grow that communication doesn’t get lost in translation

  
  

How do you become this skilled communicator as a global leader? Victoria Rennoldson, communication coach and cultural intelligence trainer and the CEO and founder of Culture Cuppa, is sharing her best practices in this episode.

A snapshot of what we covered:

• The 4 pillars to master as a global leader to become a skilled communicator

• Tips to improve yourself as a communicator with 0 budget to invest

• Scale your company mission and vision

• Seeking help & advice at every stage of your career

• Importance of having a sounding board

A bit more about Victoria:

She helps professionals to elevate and amplify their communication so they can speak with clarity and confidence.

She supports individuals and teams to prepare to pitch, with public speaking, on video and in Lives to enhance their personal and business reputation and opportunities. She helps people with their speaking confidence, messaging, verbal and nonverbal communication so they can share their voice, speak up and become more visible to grow their audience and attract new customers and clients.

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While leveraging your home-market alliance program to expand globally, follow the 80/20 rule.

If the targeted country requires you to adapt more than 20% of your current alliance program to get in there, maybe consider choosing another one.

The key to succeed, is to make it simple. For this, 3 critical questions you need to consider:

• What are the right KPI to track?

• What is the momentum of your business model in the targeted country?

• Which models potential partners in the targeted country want?
  

These are part of the tips shared by Sebastien Moreau, CEO and cofounder of Beaver Partner in the last episode of internationa Corner.

Here is a snapshot of what you can expect : 

• The 6 different types of partner models

• How to make it simple if you want to successfully scale your program

• How much of your alliance program you should harmonize vs localise

• The level of partner training investment you should dedicate to make it work

  
  

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Managing more than 10 BDRs spread out across different countries…

How do you adapt prospecting sequences for each market?

How do you make sure each rep ramps up properly if you can’t coach them because you can’t understand German or Hebrew?

And how do you set up the right KPIs to track performance fair and square for every one?

Those are the questions Rachel Fay, Senior Manager, Business Development EMEA at Zoom answers in today’s episode of International Corner.

One of the learnings she shares with us are the 3 tips she applies to adapt guidelines for each region: 

1- Creating a buddy system

• She pairs each new rep with another BDR or AE speaking the same language to role play.

2 - Fostering each rep to create an ecosystem with the wider team

• She pushes them to talk to marketing, finance people etc… that are speaking the same language as them within the organization to have coffee and get more understanding and support internally

3 - Feedback loops with Enablement

• She created a group of BDR delegates. 1 Senior BDR from each region joins a bi-weekly call with the enablement team to provide feedback and get help to adapt sequences and create scripts.

We deep dive into the above and more in this episode with Rachel!

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They've launched 50 countries in 10 years and now have 18 offices around the world.

That’s what Little Big Connection has managed to do with a test-and-learn mindset and very little investment for each new country launch.

But…What is their secret recipe to make it work?

Jules Maillard, international expansion director, describes it in 4 steps:

• Hiring the right country launcher

• Leveraging the unlock program they created to support the launch of new markets

• Adopting a low investment & test and learn mindset

• Creating hubs to support multiple countries at a more local level

We emphasize particularly on the unlock program as they have spent years fine-tuning it to adapt to any cultural specificities country launchers stumble upon when they are in the job.

From closing the first deals, to hiring the first salespeople and to getting to maturity level in the targeted geography, the idea is to unlock rewards at every step of the way to help country launchers be succesfull in their mission.

In the last episode of International Corner podcast, you’ll learn everything about the steps of that program and their secret sauce to build a country launching machine.

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