LeanInternationalizationByKatapultGroup

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Agenda

• 9-9:45:Welcomeandintros• Including:Expectationstotheworkshop?• TopofmindquestionsandfearsregardingtheUSA?

• 9:45-10.15:CharacteristicsoffirmsthatsucceedintheUSA• 10.15-12LeanInternationalization• 12-13:Lunch• 13-18Individual30minsessions• 18-18:30Wrap-upandevaluation

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Whatwehopetoachievetoday

Whatwewanttodeliver:•Sharetherelevantpartsofourmethodologysoyoucaninternationalizemoreefficiently•Educateyousoyouknowthemostcommonpitfallsandtrapstoavoid•HelpcomeupwithconcretenextstepsforassessingandsmartlyenteringtheUSA•ProvideinputtoyourUSstrategy(ifyouhaveoneyet)

Ourcontexttodaywillbeonthepre- andearlystagesofyourUSexpansion

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PitfallstosuccessintheUSA

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Biggestpitfalls• LackofExecutivebuy-inandsupport• Lackofsupportfromthehomeorganization(ex.Techsupport)• Lackoffocus• Everythingvsonesstrengths• Allsegmentsvsperfectcustomer• AllUSAvslogicalscope

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Biggestpitfalls• Emphasizingthewrongthingsatthewrongtime• Teamisdoingmanynon-importantthings• Non-competitiveprice/value• Thinkingtheproductwillsellitself• Forgettingthesoftaspects

NotetheSupportinginformationsectionforcharacteristicsonfirmsthatsucceedintheUSA

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LeanInternationalizationUsingLeanBusinessBuilding®tointernationalizeyourfirm

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KeyprinciplesofLeanInternationalization

• Continuouslyrankandtestthebiggestrisksassumptions• Doonlythemostnecessarytoachievetheabove

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BenefitsofLeanInternationalization?

• Primarybenefit:Acceleratetimetocash-flowpositive• AcceleratestimeittakestodefinetheattractivenessoftheUSmarket,i.e.Govs.No-go• EntertheUS-marketatatfractionoftheinvestment• HigherchanceofsurvivingYearOneintheUSA• Strongerfoundationandincreasedoddsforlongtermwinningbusiness

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Groupwork

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Individualcompanysessions

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Wrap-up

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HowtocontactusViaphone:+1.844.528.2785Viaemail:hello@katapultgroup.comTwitter:@katapultgroup

Supportinginformation

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CharacteristicsoffirmsthatsucceedintheUSA• Segments:• Understandswhotheirperfectcustomeris• Focusonnicheandexpandfromthere

• Product/Servicecharacteristics• Stronganddifferentiatedalongonerelevantcompetitivedimension• Strongprice-valuebalance• Focusisonsucceedingwithonesolutionbeforeexpandingtheportfolio

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CharacteristicsoffirmsthatsucceedintheUSA• Organisationandteam:• USAmarket isapriorityfortheCEOandBoardofDirectors• USAleadpersonisoneofthecompanyfounders oranexecutivewith5+yearshistoryatcompanyanddeepandtrusted rootsacrossthehomeorganization

• 24/7attitudewithanabilitytoexecuteontheplanbut learn,changeandadapttofindproductmarketfit

• SeestheUSmarketasamarathon,notasprint.LongtermtheUS-market isconsidered a“must”

• Dedicatedpersonchampioningandsupporting theUSAmission inthehomeofficeonadailybasis

• US-Founder =Heavilychargedwith customerengagement• Recruitshelp/Outsources lessvalueaddedactivities includingadmin,book keeping,etc.

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CharacteristicsoffirmsthatsucceedintheUSA• Financialsandfunding:• Wellfunded, financialrunwayfor24-36months

• Extremelyleanoperationuntilproduct-marketfithasbeenfoundandcansupportscaletheUSA

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Operationsandpeople:• USleadershipandtheoperationreceivesextraordinaryamountofvisibilityandpriorityathomeintheinitialyears• HigherdegreeofinteractionbetweenHQandUS-marketoffice,I.e.meetings,visits,calls,other• Emphasizecustomerengagementpre- marketentryandcontinueputtingsalesastheprimaryactivityduringgrowthofthefirm• Focusisonsmallandfrequentwinsthroughoutthecompanybuilding

CharacteristicsoffirmsthatsucceedintheUSA

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