Throughout my career, I have traveled the world building businesses and helping many companies open up new markets outside the U.S. Sometimes I would have a morning meeting in one country and a late afternoon meeting in another. On a few occasions, I even had three different meetings in three different countries in a single day! In all cases, I always brought a positive attitude to all my visits. I have met many fascinating people and learned a lot about what it takes to succeed in different countries. No matter my level of fatigue, I often wrote notes of my experiences, which laid the foundation for my book and online course.
I have been spearheading company expansions for 30 years and through my experiences it became clear to me that most companies have not created any type of structured process for entering new markets in different countries. Expanding without a research-based, organized plan is like playing the lottery—a lot of chances to lose and only a small chance to win. I searched for a comprehensive book that could guide companies in the expansion process but did not find any that conveyed what I knew was needed. So I elected to take my notes and turn them into my book, International Business Expansion, and my online course, International Expansion, A Blueprint for Success.
Expanding internationally should be a critical component of any serious company's growth strategy. We now live in a single, global market and opportunities abound to sell your product or service anywhere in the world. Ignoring the international segment not only impacts your near-term revenue, but also poses a longer—term competitive threat as you are inviting new entrants into the marketplace. In order to maximize your chances of profit and success, you need a structured expansion plan. My book and course provide precisely that step-by-step process for business leaders to create a successful expansion. I am happy to talk to any company about expansion.
I am a Silicon Valley-based executive and author of International Business Expansion: A Step-by-Step Guide to Launch Your Company Into Other Countries. My first company helped launch the wireless PDA market, my second became the market leader in biometrics for mobile phones, and my third offered the first desktop Android IP phone.
I have over 30 years of experience managing fast growth high technology companies, specializing in building and leading global organizations. I have served as President & CEO of three US-based technology companies: CloudTC, Inc., Atrua Technologies, Inc. and AirPrime, Inc. Two of the companies (CloudTC and AirPrime), were acquired by foreign corporations, and the third generated over 80% of its business overseas. I also served as a division General Manager at Xircom, and as VP of Sales, Marketing and Business Development at several companies in the technology industry that were headquartered in Australia, Europe and North America. In my more recent positions, I have been Vice President of Marketing for large public technology company based in the US (Synaptics, Inc.) and a Swiss biometrics startup (KeyLemon SA). Currently, I am an Executive Vice President and General Manager at Pixelworks, Inc., a Silicon-Valley-based visual processing technology company.
Earlier in my career, I worked at large multinational corporations including AT&T, Compaq Computer Corporation (acquired by Hewlett Packard) and IBM in various roles in engineering, marketing, finance, and sales. Throughout his career, my focus has been on international business. Some of my activities have included setting up an R&D center in China; opening up sales and support offices in Belgium, Germany, Japan, Singapore, South Korea, Taiwan, and the UK; establishing joint development agreements with companies in Bulgaria, India, Romania, South Korea, and Taiwan; and forming strategic partnerships with companies in Africa, Asia, Australia, Europe, North America, and South America.
My educational background consists of earning a BSEE from New York Institute of Technology and an MBA in finance from the University of Southern California.
For more details about my background, please visit me at
Over the last 30 years, advances in technology, communications, and transportation have brought the world closer together. Innovations such as the Internet, jet aircraft, and wireless telephony have quickly lowered or even removed former barriers that hindered the flow of goods, capital, ideas, and people from one country to another. This process has entered a new word in our daily vocabulary: globalization. Today, international trade is no longer a luxury available to only Fortune 500 corporations. Companies of all sizes can easily take advantage of globalization and quickly become multinational organizations.
The importance of international markets will continue to grow. While the United States has the largest economy in the world, today its share of global GDP is down to 22% as other nations expand trade. And while the US GDP will continue to expand, its portion of the global economy will keep on shrinking. Over the next 20 years, we can expect the US GDP to fall to only 10 to 15% of the global economy.
The message is: the future is in international trade. By not expanding internationally, you will likely severely limit your business opportunities. For a US company, ignoring international markets means overlooking between 80% and 90% of the potential economic opportunity for growth. If you are a non US-based company focused only on your domestic market, the opportunity loss is even greater! Coupled with the increasing and more predictable global demand, the time is right for you to embrace international expansion.
By 2025, it seems likely that we will see more than 70% of successful companies with sales greater than $10 million to be multinationals with a dedicated presence in at least one other country outside their home nation. Over 50% of multinationals will have offices in at least three continents. Without a global presence, your company may end up being squeezed out of the market.
International Business Expansion: A Step-by-Step Guide to Launch Your Company Into Other Countries is intended to help you capitalize on these future opportunities. With a little bit of planning, companies of all sizes, including start-up organizations, can quickly become multinationals. As long as you are already generating revenue at home, setting up operations in foreign countries has never been easier.
Whether you are proactively looking for growth or reacting to competitive pressure, it's time to do something for the long-term success of your business. International Business Expansion will help you make intelligent, well-structured, strategic decisions as you expand your business. It provides a blueprint for:
By the end of this book, you will have the tools to create the vision, build determination and plan your successful international expansion. Specifically, at the conclusion of this book you will be able to:
If properly planned and executed, global business expansion can be very profitable!
"Comprehensive, professional, practical - this book will be immediately useful, chapter after chapter. Crisply written, with recommendations that come from decades of experience on the front lines of international trade, country after country."
John L. Nesheim, Professor of Entrepreneurship, Johnson School, Cornell University & Author of bestseller High Tech Start Up
"Everything a startup CEO needs to know before starting an international operation. I strongly recommend this book."
Bob Hawk, Investor, former CEO of US West Multimedia Communications
How can your company benefit from the global marketplace?
International markets present huge opportunities...but only to those companies with clear goals, in-depth strategies and visibility to measure performance. I'm sure you've heard people say things like, "There are 1.2 billion people in China and if I can only capture 1% of that market, my revenue and profitability will skyrocket." or "With Brazil's current growth rate, how can we not succeed by offering our product for sale in that market?"
When companies struggle, it is often because they:
While there are many large population centers throughout the world, how can that translate into a successful business? Not all markets are created equal, and when you take into account disposable income, unique regulations, competition, distribution channels and operating costs, you may be surprised at which countries you should be targeting.
This course, International Expansion: A Blueprint for Success, will help you make intelligent decisions as you expand your business internationally. It provides a blueprint for researching markets, setting clear and realistic goals, evaluating various market entry options, modeling your international business and growing your global business long term.
As an executive and entrepreneur whose companies have consistently generated more than 50% of revenue and profitability outside of the United States, I have successfully setup sales offices, distributorships, licensing partnerships, R&D centers, joint ventures and mergers with overseas companies in Asia, Europe and Latin America. My course captures my years of learning into a concise, detailed plan to help you succeed in your international expansion. As part of this course, I also discuss many of the pitfalls to avoid when expanding internationally, because mistakes in foreign markets can be quite costly.
Since every company has its own unique circumstances, I make myself available via e-mail and phone to assist you in planning your global expansion. If global expansion is done right, your ROI can be incredible!
An action plan to profitably expand your business through International sales and partnership.
This course is ideal for:
Over the years, I have published various articles on technology and global business. Below are links to some of the more relevant ones.