Technology businesses thrive on the edge of change, seeking new terrain and perceiving solutions before most can see opportunity. That same foresight is critical in deciding on international market entry. Unstable economic times can provide lucrative intersections with the right geography. For several strategic reasons, shared here and in this series, enterprise tech companies would do well to target their international expansion for the U.S. market. Kettering International can map out your business development, consistency, and compliance — all key areas — with our proven process for your thriving expansion. 

Read on to join us in our exploration of the all-important question: Why the U.S. market?

First, the numbers are there. 

At Kettering, we work alongside our clients to develop the proper focus and engagement for their successful international market entry. A large part of our proven business development process is knowing the right geography for our clients’ expansion. When your business is established and ready to grow its stake in international markets — you need fertile ground. 

And those numbers point to the U.S. market. According to Statista Research Department, total foreign direct investments (FDI) in the U.S. were valued at approximately 4.63 trillion USD in 2020. When we look at the contributing countries of origin, Australia had the 9th largest source of FDI in the U.S. in 2020. SelectUSA notes that its top industry sectors were software and IT services, healthcare, and business development. The United Kingdom was 4th, contributing to the billions in expansion with its top tier industries of software and IT services, and business development. 

What does this mean for your business? It means there is a demand and a pathway for you to capitalize on for your individualized advantage. Kettering International will lead you through a market entry strategy that will best meet your business’s strengths and targets.

But what about the impending recession? 

That’s a good question. Tech firms are not slowing their spending, and every vertical of business understands that tech investment is a must. Plus, although market adjustments are happening across the board for a potential recession, businesses are not significantly delaying tech service or software purchases. In fact, investment in enterprise tech can soften the cost and variability in training and development. 

Against this backdrop, we see that the opportunities in available fiscal resources and clients to cultivate are abundant in the United States. The U.S. GDP is $20.9 trillion a year, with 327 million people. Though there is ample lucrative opportunity, there’s also a catch: U.S. businesses may be primed to buy tech services and products, but they often prefer working with a U.S. entity for tax and legal considerations. 

In most scenarios, it is hard for a small to mid-sized foreign-based business to jump many of the regulatory and compliance hurdles of selling to U.S. customers; however, with the increasing accommodation of cloud storage and virtual collaboration, the geographical boundaries to business are thinning. The market drive, then, points in one direction: unprecedented opportunity for advantageous expansion in the U.S. 

How does an enterprise tech firm roll out successfully in the U.S. market?

With precision and clarity. 

At Kettering International, we are prudent with our clients’ assets. Our vetted strategies propel your business. Kettering guides strategic market entry forecasting in time and location, as well as being your “boots on the ground” to nourish international client relationships with a dedicated office presence. We have a proven fee structure and process that delivers for our clients repeatedly. 

“We can give you a starting timeline with possible terms of entering different markets that we’ve identified as suitable for you,” says John Crozier-Durham, founder of Kettering International. “That way, you can make decisions about your international expansion efforts strategically and with a clear vision.” 

Our market entry strategy zeroes in on securing initial lighthouse accounts. These accounts help our clients gain credibility in the market and identify key learnings to model and shape their market engagement and expansion.

Consistency and Compliance

Once you have the strategy, it’s time to focus on consistency. Consistency in messaging helps open the forum of communication across international clients. Consistency in procedure saves resources and streamlines processes. Consistency in compliance for international markets is non-negotiable. At Kettering, we attend to all of these touch-points, coaching our clients on the preferred marketplace to match their numbers while examining current business processes for ease of execution. We also navigate the myriad legal considerations to facilitate seamlessness of expansion and prudent use of fiscal resources. 

A key ease point in U.S. market entry is the commercial and legal landscape similarities with shared common law jurisdictions between Australia, the United Kingdom, and the United States. This saves energy and resources for your business. Together we can identify repeatable practices to streamline your business deployment, such as focusing on key relationship building and strategic alliances. This enables you to leverage working as a U.S.entity, over spending resources navigating unnecessary paperwork, bureaucratic red tape, and logistics on your own.

A Unique Opportunity

Sharing legal similarities, tech enterprises based in Australia and the U.K. can capitalize on a promising horizon in international expansion to the U.S. With a well-integrated plan, Kettering International can walk you through this adventure. Our compliance services are underpinned by risk management best practices (ISO 31000), ensuring that you are set up correctly with market expansion working alongside clearly identified and vetted service providers (e.g., legal, tax, and accounting professionals).

Entering the U.S. market involves a nuanced translation between marketplaces. There are some substantial similarities in business practices and etiquette; these differences can bring about advantageous change for both your home and expanded marketplaces. Kettering International’s experience and portfolio of customer success offer you best practices to navigate the uncharted waters of international market entry as well as cultural competency in the marketplace. 

Get the Kettering International Advantage 

We’re known for our authentic and strategic presence in international market roll-out. Schedule a strategy session to learn about our speciality in-market forecasting, knowledge of industry trends, and commitment to developing authentic relationships of success for our clients. With a heart for international business and building client profitability, Kettering strategizes to assist in your market expansion. We help you get going so you can start growing.

Contact Kettering International today to navigate through the profitable benefits of entering the U.S. market strategically and intentionally. In our next article, we’ll explore the primary considerations and necessary actions for bringing your enterprise tech firm to the international marketplace.