Many UK and European startups are drawn to the US – it’s a huge market, huge revenue opportunities and huge funding round valuations.
But few successfully conquer the US market, and many waste valuable resources adopting the wrong go-to-market (GTM) strategy.
Tom Glason spent over 20 years in commercial roles at high-growth B2B tech companies and over a decade as a senior go-to-market leader within VC-backed SaaS start-ups in the UK and US, before building Scalewise to help others solve this problem.
In this video Tom shares his lessons and best practices for winning customers in the US without breaking the bank. If you’re planning on launching your product in the US, this video is a must-watch.
AI-generated summary of the topics covered in the video:
Welcome to our webinar on US expansion strategies for UK companies. The US market, being the “big banana,” offers vast opportunities for businesses aiming to scale and establish a presence beyond the European market. One key insight often shared is the importance of starting with a marketing hire in the US. However, it’s crucial to recognize that the effectiveness of this approach can vary, as the marketing landscape and consumer behaviour in the US differ significantly from those in the UK.
UK businesses might find the US market’s enthusiasm and self-promotion culture both impressive and challenging. The difference in approach can lead to unexpected outcomes, especially when the initial hires focus more on self-marketing than on effectively promoting the company’s products or services. To navigate these challenges, today’s session will offer practical advice, experiences, and strategies from experts who have successfully managed US expansion efforts.
Tom Glasson shares his extensive experience in B2B tech and his journey from a senior go-to-market leader to co-founding Scalewise. He emphasizes the significance of learning from previous challenges, particularly the importance of product-market fit and the right timing for expansion. Glasson’s story underscores the complexities of US expansion, including the intricacies of building a team, managing product expectations, and aligning with market demands.
As we dive into the strategies for US expansion, we’ll explore the importance of a phased approach, starting with leveraging existing resources and gradually building a presence in the US market. This method ensures that businesses do not overextend themselves and focus on achieving sustainable growth. Key aspects such as legal considerations, choosing the right state for incorporation, and understanding the nuances of employment laws are also critical for a successful expansion.
In conclusion, expanding into the US market requires a careful, strategic approach that considers legal, cultural, and market-specific factors. By learning from those who have navigated these waters successfully, UK companies can increase their chances of achieving a successful US presence. Engaging with experts, leveraging communities like Pavilion, and adopting a flexible approach to go-to-market strategies are essential steps in this journey.