Stages, each ending in a gate: Explore, Match and Expand. The money only moves once the evidence does.
Chapters, and each one ends in a practice: something to run on an instrument that exists, so you can stop reading at any point.
Gates in the special section for a first buyer that is a US agency, above all in defense, mapped in one practice, the six-gate map.
What you will take away
Written for the team that decides to enter
CEOs and founders of established B2B companies outside the US, taking a proven business across the border. Software, services and industrial goods.
The board behind them who need the gates, the first-year cost and the first US team on paper before the money moves.
Leaders whose first US buyer is the government above all in defense, who need the six-gate map before they need anything else.
Mahdlo Executive Advisors, from the work of our International Expansion practice, with contributions from Craig A. Oldham, Jim Tax and Raj Karamchedu.
The special section on selling to the US government is drawn from Raj’s work.
Pairs well with
How to master your go-to-market strategy
Twelve decisions, in order, with the arithmetic that tells you whether the plan is real.
Your plan is a bet on people
Twelve chapters on building the team your revenue plan needs.
Your 100-day plan
A few questions, about three minutes, and the first moves of your first 100 days.
Is your US entry ready to test?
Thirty minutes with a fractional CMO or CRO on your segment, your route to market and your first US seat, and the two moves worth making first.