B.COM Unit – 4 ( CORPORATE SOCIAL RESPONSIBILITY ( CSR ).pptx
Why International Tech Companies Fail Their US Market Entry
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Why international tech companies fail their US market entry.
Markets, Products and People.
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Tech Scouting and Market Expansion
Engineer (PoliMi), MBA (IMD Lausanne)
IBM, P&G, HP + a couple of startups
Lived and worked in 5 countries
In USA since 1998
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About Me
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Why do international tech companies
fail their US market entry?
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• What the market values
• Distribution dynamics
• Regulatory shaping of industry structure
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Misunderstood Market Dynamics
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Sample of One (Customer)
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A.K.A. Extreme Market Extrapolation :)
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“Many companies come to America because one big
customer has called them, but they have no plan beyond
that one customer.”
Franz Neumeyer, German Automotive Executive
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Sample of One
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Mistakes of
Product
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Photo: Steven Barringer/CC
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“You have to network.”
Nima Adelkhani, CEO, PITME
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Cultural Faux Pas
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“They do not take the time to learn how to
do business here, in terms of business
culture and practices.”
Matteo Daste, Partner, Squire Patton Boggs
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Cultural Faux Pas
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“Many international entrepreneurs […] over
estimate the value of the transactional aspect
of business and under estimate how much of
the business in SV is relationship based.”
Fadi Bishara, CEO, Blackbox VC
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Cultural Faux Pas