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.
- 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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