Speaker B breaks down three essentials for entering Australia: relationships and referrals matter more than you'd expect, early hires need to work independently in chaos, and Australian regulations are stricter than the US, sometimes blocking product features outright.
Chapters
are the top 3 things that a CEO, CRO of an early-stage company needs to know when it comes to, uh, the— when, when they think about Australia as a region to expand in?
Yeah, I mean, the first is relationships are always important in sales, but relationships in Australia, I think, are second to none. And that's not just who you know in the industry, who you're friends with. It's what is your name in the industry? Who uses you? What networks are you in? Where can you gain referrals? What is the partner or channel community like? Have you built that community up? I would say the second piece that is also really important is your first couple of hires need to be people that are used to very dynamic and ever-changing environments because they're not going to be well supported. They are gonna have to do a lot of things on their own. They're gonna have to introduce and create a lot of their own processes, and they're gonna have to operate for the most part independently and figure out how to get stuff done. The other thing is, is, you know, probably more of a technical standpoint. There's definitely nuances in, in the local market around how products can and can't work. I know very specific to our industry in unified communications and contact center, there's a lot of differences in how things work. I'm sure it's the same With any industry, whether it be security, et cetera, there's a lot of regulation in Australia, especially compared to the US and elsewhere.
