Helping EU/UK tech founders crack the US market 🚀 | CEO @ USXP | Podcast: Scaling Stateside 🎙️ | US Launch • Ops • GTM • VC 📈 | Cycling • Music 🎶
Chapel Hill, NC USA
Joined May 2008
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James Sutton founded Avantia Law in London in 2019. Today 80% of its revenue comes from the U.S.
His one regret? "I wish we'd done it two years earlier."
I hear this from founders all the time. Full episode: youtu.be/iacm2-YKn5k
Tomorrow, 13:00 GMT: The CFO's U.S. Expansion Playbook. A free webinar with Cooper Parry, Wilson Sonsini and David Clarke, the CFO who took Onfido to the U.S.
Register: luma.com/q165vpmb
How do UK finance leaders plan a US launch the board will back?
On 5 Nov I’m joining David Clarke (former CFO, Onfido), Daniel Glazer (@wilsonsonsini) and James Peck (@Cooper_Parry) for a free webinar on exactly that.
13:00 GMT / 8am ET
luma.com/q165vpmb
Great US market entry strategies live or die on execution.
USXP COO Rebecca McElroy breaks down the part most plans never write down, and how the Readiness Assessment makes it concrete.
European startups get plenty of attention. The Scaling Stateside 50 measures which ones are actually ready for the US.
The inaugural ranking goes live October 14: 50 B2B scale-ups, each scored on public evidence across 11 dimensions.
scaling-stateside.com
A strong business and a US-ready business aren't the same thing.
The Scaling Stateside 50 scores both: a Foundation Score for the company, a US Readiness Score for the groundwork done.
First ranking of 50 European B2B tech companies: 14 October.
scaling-stateside.com
"Book the bloody ticket."
Matt Oxley's advice for founders who are almost ready for the US. He and Marc Cohen cover timing, founder-led sales, hiring, fundraising and adapting for the US market in this In2America House session:
youtu.be/yFm10naNCPM
European founders rarely lose in the US on product quality.
They lose to teams that engineered every step of how a product gets sold.
Germany engineers products. America engineers selling.
Watch full episode here: youtu.be/OtF03BHoiBc
Six-hour time overlap with Europe. Real non-tech buyers. Three airports. One of the world's deepest international talent pools. New York is quietly becoming the landing spot in the US for European founders who've hit product-market fit. @blwiertz makes the case in this new @techeurope_ video: youtu.be/3UekS1qGuIY
European founders underprice America.
Bigger budgets, higher costs. Carrying home-market pricing into the US costs you a year of margin.
Tom Fandrich on what he'd redo, with 70% of revenue now US.
New episode: youtu.be/OtF03BHoiBc
One thing I like about the way we built the Readiness Assessment: “not ready yet” isn’t treated as a stop sign.
It tells you what needs to happen first.
Sometimes the U.S. plan is right. The sequence is just wrong.
usxp.co/readiness-assessment…
Most teams debate the US for a year, then commit blind.
Tom Fandrich ran US hours from a Hamburg satellite office for one quarter, hit 30 opportunities, then moved.
Today ~70% of revenue is American.
New episode: youtu.be/OtF03BHoiBc
"When should you move to the US?" is the question I hear most from European founders. @MariusMeiners and @peec_ai just answered it: they did a third of their revenue stateside before opening an office there. The demand shows up earlier than most teams expect.
When should a European company move to the US?
Peec AI grew to 15 million in revenue from Berlin, without any presence in the US.
A few weeks ago, they opened a GTM office in New York. Even before that step, they already made 1/3 of their revenue in the US.
The goal for the expansion: 50% US revenue share.
My learning: European companies need to sell into the US market as soon as they can. Being too European-focused in GTM will cost you the leadership position in your market, and you will become an acquisition target rather than the acquirer quite quickly.
The full video of me visiting Peec's GTM office in the US is online on YT!
Opening a US office is the easy part. Winning the US market is the real work.
@blwiertz from @techeurope_ flew to New York to sit down with Berlin's @peec_ai on their go-to-market journey — and what it actually takes to compete stateside.
Worth a watch: youtube.com/watch?v=4SPxjQ2s…
