Articles
Answers to the questions B2B technology companies ask when they launch a product in a new country, across the US, Europe and East Asia.
East Asia
Which East Asian Market Should a US B2B Technology Company Enter First?
How a US B2B technology company should choose its first market in East Asia: Taiwan, Japan, South Korea or Hong Kong.
East AsiaHow a US B2B Software Company Enters the Japanese Market
What a US B2B technology company needs to enter Japan: how Japanese enterprises buy, why partners matter, what to localise and how long it takes.
East AsiaSelling B2B Technology in South Korea: What US Companies Should Know
How a US B2B technology company enters South Korea: the role of the large groups, local competition, partners, language and what buyers expect.
East AsiaTaiwan for US B2B Technology Companies: Market, Supply Chain and Base
Why and how a US B2B technology company should enter Taiwan: the semiconductor and electronics supply chain, how local companies buy, and Taiwan as a regional base.
East AsiaDistributors, Resellers and System Integrators in East Asia: How Partner-Led Sales Work
How a US B2B technology company finds, chooses and manages distributors, resellers and system integrators in Japan, South Korea and Taiwan.
East AsiaWhy US Enterprise Sales Playbooks Fail in East Asia
The reasons a US B2B go-to-market playbook breaks in Japan, South Korea, Taiwan and Hong Kong, and what to change before you launch.
East AsiaData Privacy and Data Residency in East Asia: What B2B Buyers Ask
What a US B2B technology company should expect on data privacy and data residency in Taiwan, Japan, South Korea and Hong Kong.
East AsiaHiring Your First Person in East Asia: Who, Where and How
When a US B2B technology company should make its first hire in East Asia, what profile to hire, where to base them and how to employ them.
Europe
What the Digital Services Act Means for US Platforms and Marketplaces Entering Europe
What the EU Digital Services Act requires from US platforms and marketplaces, which obligations depend on size, and how to build trust and safety into a European launch.
EuropeGDPR for US SaaS Companies: What European Buyers Ask Before They Sign
What GDPR means in practice for a US SaaS company selling in Europe: the questions buyers ask in the sales process and how to prepare the answers.
EuropeHow to Find and Close a Distribution Partner in Europe
How a US technology company can find, approach and close a distribution partner in Europe, including how a startup can partner with a large incumbent.
EuropeWhen Should a US Startup Hire Its First Person in Europe, and Who Should It Be?
When a US technology company should make its first European hire, which profile to hire first, and the mistakes that make the first hire fail.
EuropeHow a US FinTech Can Enter Europe: Partner First or Licence First?
The routes a US fintech can take into the European market, from getting its own licence to launching through a licensed partner, and how to choose between them.
EuropeHow a US AI Company Wins Customers in Europe, Beyond EU AI Act Compliance
What a US AI company needs to launch in Europe: where the EU AI Act stands, what European buyers ask about AI products, and how to turn compliance into a sales advantage.
EuropeWhy US Go-to-Market Playbooks Fail in Europe
The six reasons a go-to-market playbook that works in the US breaks in Europe, and what a US technology company should change before it launches.
EuropeWhich European Country Should a US Tech Company Enter First?
How a US technology company should choose its first European market, with the trade-offs between the UK, Germany, France, the Netherlands, Ireland and the Nordics.
United States
Guides for launching in the United States are in the works.
Strategy
Europe or Asia First? How a US Tech Company Should Sequence International Expansion
How a US technology company should decide between Europe and Asia for its first international expansion, and what makes each region harder than it looks.
StrategyWhat an International Expansion Advisor Does, and When a US Company Needs One
What an international expansion advisor does for a US technology company, how the role differs from consultants and EOR providers, and how to choose one.