Go-To-Market Checklist for Expanding Your Business to North America

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Go-To-Market Checklist for Expanding Your Business to North America

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Over the past several years working at Takehill B2B market entry practice, I have been asked these same questions so many times, that I decided to put together this updated checklist: how to improve your odds for successfully crossing the pond to US market?
Before you start executing your US-market-entry plan, spend some serious time in separating your assumptions from facts.
Speak with multiple US prospects and partners, travel to US or hire a local help.
Action #1: Dig up the FACTS from the US market to validate your business model assumptions.
Action #2: Go BEYOND your assumed US target audience, re-define your target buyers vs.
With American clients the market environment, regulations, standards and local best practices may be just slightly different to EU, but it can make a big impact on the value proposition and your ability to attract customers.
Action #3: validate the problem/pain vs.
EU and competitors’ marketing-spin is super aggressive vs.
B2B outbound prospecting success rate is on average 5%, i.e. when you contact 20 target prospects, one of them may be interested.
Action #5: To expedite finding your first live contacts, hire a local US expert.
When targeting enterprise clients with $100k…$1 Million solution, expect an average sales cycle from 6 to 12 months.
Action #6: prepare to be patient, with at least 12-month US market entry budget
In closing a deal, you will often experience a complex procurement process, vendor certification, IT security audit, insurance review, several legal contract drafts, reference customer calls, and more.
Action #7: When in procurement/contracting stage, hire a US contract lawyer.
If you are selling from EU but have any operations in the USA, you may be surprised that at some point the US IRS goes after your EU HQ to collect tax money, claiming that you have been in business in the USA and are avoiding taxes!
Action #8: Before closing deals, hire a U.S

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