Gartner Research

Best Practices for Tech CEOs to Establish U.S. Operations

Published: 17 April 2019

ID: G00374386

Analyst(s): Mark Stanyer, Alastair Woolcock

Summary

The U.S., given its scale and propensity for new technology adoption, is the default expansion option, with other areas often overlooked. Tech CEOs must ensure the U.S. is the most appropriate territory to expand into, and plan, prepare and build needed assets before investing in U.S. operations.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Understand the Scale of the Challenge
    • A Vast Territory Creates Significant Challenges
    • Customer Acquisition Requires a Specific Focus
  • Recruit a Regional Leader to Understand Entry Points
    • Select an Entry Point
    • Hire an Experienced Regional Leader
  • Develop Strategies to Grow Your Customer Base
    • Pull Strategies Using Existing Clients Are Tempting but Often Stall
    • Push Strategies Developing New Customers Create a Growth Engine
  • Develop Complementary Skills and Assets Ahead of Expansion Launch

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