International Expansion

When companies expand into a new country, they often focus on tactical questions such as quota ownership, messaging localisation, and language requirements. These questions matter, but they are not the primary obstacles. The real challenge is understanding the market well enough to create the conditions for revenue. Most companies underestimate the amount of learning required to build early traction in a new region. Collin Stewart from Predictable Revenue recently argued that

The good news is that Germany is, at its core, like any other market. You’ll probably use the same mix of channels you’re familiar with, and people still buy for roughly the same reasons everywhere. However, nuances matter, and in Germany, those nuances can make or break your go-to-market strategy. 1. Language: Selling in German Still Matters The first and most important thing to understand about selling into Germany is that you’ll probably need to sell in German. That’s not

When companies decide to expand internationally, it often starts with a beautiful deck: market size data, country scoring, and a neat...

Back in 2020, Sequoia Capital published its now-famous memo Coronavirus: Black Swan of 2020 . It spread like wildfire. The memo captured...

An analysis of the internationalisation patterns of 281 Dutch SaaS companies

The English language does not have multiple forms of addressing someone, dependent on i.e. status or hierarchy in a conversation, whereas...

I hesitated for a long time to write this article, as it sounds like an excuse and finger-pointing. I think most sales leaders would be...