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Lean	Internationalization
By	Katapult	Group
2015	Copyright	Katapult	Group
cc:	WarzauWynn	 - https://www.flickr.com/ ph oto...
Agenda
• 9-9:45:	Welcome	and	intros
• Including:	Expectations	to	the	workshop?	
• Top	of	mind	questions	and	fears	regardin...
What	we	hope	to	achieve	today
What	we	want	to	deliver:
•Share	the	relevant	parts	of	our	methodology	so	you	can	
internatio...
Pitfalls	to	success	in	the	USA
cc:	Hot	 Grill	- https://www.flickr.com/ph ot os/4296 6467@N00
Biggest	pitfalls
• Lack	of	Executive	buy-in	and	support
• Lack	of	support	from	the	home	organization	(ex.	Tech	support)
• ...
Biggest	pitfalls
• Emphasizing	the	wrong	things	at	the	wrong	time
• Team	is	doing	many	non-important	things
• Non-competit...
Lean	Internationalization
Using	Lean	Business	Building®	to	internationalize	your	firm
2015	Copyright	Katapult	Group
cc:	da...
Key	principles	of	Lean	Internationalization
• Continuously	rank	and	test	the	biggest	risks	assumptions
• Do	only	the	most	...
Benefits	of	Lean	Internationalization?
• Primary	benefit:	Accelerate	time	to	cash-flow	positive
• Accelerates	time	it	take...
Group	work
cc:	Robert	 Bejil	 Productions	 - https://www.flickr.com/p ho tos/286 1810 9@N05
2015	Copyright	Katapult Group
Individual	company	sessions
cc:	thelearningcurvedo tca	 - https://www.flickr.com/p ho tos/577 56296@N 06
Wrap-up
cc:	MattysFlicks	 - https://www.flickr.com/ pho tos/68 39796 8@N07
How	to	contact	us
Via	phone:	+1.844.528.2785
Via	email:	hello@katapultgroup.com
Twitter:	@katapultgroup
Supporting	information
cc:	Paul	 Keller	 - https://www.flickr.com/p ho tos/182 59771@N0 0
Characteristics	of	firms	that	succeed	in	the	
USA
• Segments:
• Understands	who	their	perfect	customer	is
• Focus	on	niche...
Characteristics	of	firms	that	succeed	in	the	
USA
• Organisation	and	team:
• USA	market	is	a	priority	for	the	CEO	and	Boar...
Characteristics	of	firms	that	succeed	in	the	
USA
• Financials	and	funding:
• Well	funded,	financial	runway	for	24	-
36	mo...
Operations	and	people:
• US	leadership	and	the	operation	receives	extraordinary	amount	of	
visibility	and	priority	at	home...
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Lean Internationalization® - how to expand to international markets without breaking the bank

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Lean Internationalization® - how to expand to international markets without breaking the bank

  1. 1. Lean Internationalization By Katapult Group 2015 Copyright Katapult Group cc: WarzauWynn - https://www.flickr.com/ ph otos/9 42460 31@N00
  2. 2. Agenda • 9-9:45: Welcome and intros • Including: Expectations to the workshop? • Top of mind questions and fears regarding the USA? • 9:45-10.15: Characteristics of firms that succeed in the USA • 10.15-12 Lean Internationalization • 12-13: Lunch • 13-18 Individual 30min sessions • 18-18:30 Wrap-up and evaluation 2015 Copyright Katapult Group cc: instragram.com/amirk uckovic - https://www.flickr.com/ph ot os/12389 767@N04
  3. 3. What we hope to achieve today What we want to deliver: •Share the relevant parts of our methodology so you can internationalize more efficiently •Educate you so you know the most common pitfalls and traps to avoid •Help come up with concrete next steps for assessing and smartly entering the USA •Provide input to your US strategy (if you have one yet) Our context today will be on the pre- and early stages of your US expansion 2015 Copyright Katapult Group cc: Emilien ETIENNE - https://www.flickr.com/ph ot os/11575 0113@N02
  4. 4. Pitfalls to success in the USA cc: Hot Grill - https://www.flickr.com/ph ot os/4296 6467@N00
  5. 5. Biggest pitfalls • Lack of Executive buy-in and support • Lack of support from the home organization (ex. Tech support) • Lack of focus • Everything vs ones strengths • All segments vs perfect customer • All USA vs logical scope 2015 Copyright Katapult Group cc: Old Sarge - https://www.flickr.com/p ho tos/552 41410@N0 0
  6. 6. Biggest pitfalls • Emphasizing the wrong things at the wrong time • Team is doing many non-important things • Non-competitive price/value • Thinking the product will sell itself • Forgetting the soft aspects Note the Supporting information section for characteristics on firms that succeed in the USA 2015 Copyright Katapult Group cc: Old Sarge - https://www.flickr.com/p ho tos/552 41410@N0 0
  7. 7. Lean Internationalization Using Lean Business Building® to internationalize your firm 2015 Copyright Katapult Group cc: davedehetre - https://www.flickr.com/ph ot os/2243 3418@N04
  8. 8. Key principles of Lean Internationalization • Continuously rank and test the biggest risks assumptions • Do only the most necessary to achieve the above 2015 Copyright Katapult Group cc: Håkan Dahlström - https://www.flickr.com/ pho tos/93 7552 44@N00
  9. 9. Benefits of Lean Internationalization? • Primary benefit: Accelerate time to cash-flow positive • Accelerates time it takes to define the attractiveness of the US market, i.e. Go vs. No-go • Enter the US-market at at fraction of the investment • Higher chance of surviving Year One in the USA • Stronger foundation and increased odds for long term winning business 2015 Copyright Katapult Group cc: nicely85 - https://www.flickr.com/ ph ot os/234331 55@N07
  10. 10. Group work cc: Robert Bejil Productions - https://www.flickr.com/p ho tos/286 1810 9@N05
  11. 11. 2015 Copyright Katapult Group
  12. 12. Individual company sessions cc: thelearningcurvedo tca - https://www.flickr.com/p ho tos/577 56296@N 06
  13. 13. Wrap-up cc: MattysFlicks - https://www.flickr.com/ pho tos/68 39796 8@N07
  14. 14. How to contact us Via phone: +1.844.528.2785 Via email: hello@katapultgroup.com Twitter: @katapultgroup
  15. 15. Supporting information cc: Paul Keller - https://www.flickr.com/p ho tos/182 59771@N0 0
  16. 16. Characteristics of firms that succeed in the USA • Segments: • Understands who their perfect customer is • Focus on niche and expand from there • Product / Service characteristics • Strong and differentiated along one relevant competitive dimension • Strong price-value balance • Focus is on succeeding with one solution before expanding the portfolio 2015 Copyright Katapult Group
  17. 17. Characteristics of firms that succeed in the USA • Organisation and team: • USA market is a priority for the CEO and Board of Directors • USA lead person is one of the company founders or an executive with 5+ years history at company and deep and trusted roots across the home organization • 24/7 attitude with an ability to execute on the plan but learn, change and adapt to find product market fit • Sees the US market as a marathon, not a sprint. Long term the US-market is considered a “must” • Dedicated person championing and supporting the USA mission in the home office on a daily basis • US-Founder = Heavily charged with customer engagement • Recruits help / Outsources less value added activities including admin, book keeping, etc. 2015 Copyright Katapult Group
  18. 18. Characteristics of firms that succeed in the USA • Financials and funding: • Well funded, financial runway for 24 - 36 months • Extremely lean operation until product- market fit has been found and can support scale the USA 2015 Copyright Katapult Group
  19. 19. Operations and people: • US leadership and the operation receives extraordinary amount of visibility and priority at home in the initial years • Higher degree of interaction between HQ and US-market office, I.e. meetings, visits, calls, other • Emphasize customer engagement pre- market entry and continue putting sales as the primary activity during growth of the firm • Focus is on small and frequent wins throughout the company building Characteristics of firms that succeed in the USA 2015 Copyright Katapult Group

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