Moving to the United States – Details, episodes & analysis

Our guest in this episode is James Isilay, the CEO and Founder of Cognism, a B2B sales enablement platform which helps companies find new markets.

With background in software development, James tells us how he started Cognism, and when, how, and why they expanded to the US. He shares key things that helped his company open an office in New York and acquire new clients.

From building systems and company culture, to having the right advisors and being visible to foreign investors, James outlines the path that brought success to Cognism in America. He also cautions against expanding before a company nails its home market.

"Sales people in general just want to get rich, so as long as you give them a great product, and they are hitting their numbers, they are happy." - James Isilay

01:30 - James' background and how he founded Cognism

03:30 - What benefits clients have from using the Cognism system

05:20 - How Cognism collects all the real-time

07:00 - When the company was founded and where their offices are

08:21 - How they expanded to the US by being visible to foreign investors

10:15 - Why it's so important to have the right advisors

13:00 - How investors discovered and approached Cognism 16:50 - How to transplant the company culture into a new country

20:36 - The typical hiring mistake that companies make when expand abroad

24:32 - Why they chose New York as the location for the American office

27:25 - What are the reactions of customers and employees

31:10 - How they segment the market in America

35:56 - Planning is key if you want to expand

38:10 - What James learnt about systems and processes from living in Switzerland

39:30 - Do's and don'ts for expanding to the US: bring your culture, plan in detail, don't move unless you have a good reason to do it

Send us questions you want answered to info@mtbonnell.com

Cognism

Mount Bonnell Advisors

Connect with James Isilay: LinkedIn

Connect with Sebastian Sauerborn: Website

Connect with Nastaran Tavakoli-Far: LinkedIn

Today our guest is Alex Klein, the co-founder and CEO of Kano Computing.

He invented a computer for kids to assemble when he was challenged by a 6 year old cousin who wanted to make his own computer, but to be as simple and fun as Lego. Although the idea appeals to kids, it’s not the exclusive target of their products. The spirit of the design process is the beginner’s mind.

The goal of Kano is to tell a story that could be comprehensible to any culture, language, and geography. However, the products are particularly caught on in the US. 

Alex caught the opportunity and expanded business in the US, from London where the company was set up. Although that was a very successful move for him, he has a lot of advice on how to be careful when deciding to make that kind of move. 

“If you see an opportunity to do any business in the US, the one that could even be 20-25% of your annual run rate, then take it, because it may expand well beyond that, as it did for us.” - Alex Klein

1:30 What Kano does
3:10 Where the idea came from and how it developed further
5:40 Why they set up in London
9:00 How conquered the US market
10:20 What type of a person their product should appeal to
11:23 When is the right moment to go to the US with the business and why do it
15:57 How they chose the person for running the US office
18:15 Why the product is more popular in the US than in Europe
18:55 How they funded the expansion
19:47 What kind of state you should be in when you want to raise money
20:25 What are the do’s and dont’s if you want your company to expand
23:30 How the US customer is different from the rest of the world
25:10 How things in London were done after the expansion

Send us questions you want answered to info@mtbonnell.com

Kano Computing
Mount Bonnell Advisors

Episode Transcript

Connect with Alex Klein:
LinkedIn profile

Connect with Sebastian Sauerborn:
Website

Connect with Nastaran Tavakoli-Far:
LinkedIn

We caught up for a few glasses of gin and a chat with Eoin Bara, the Founder of Mór Irish Gin, at a pub in Dublin.

Mór Irish Gin is one of Ireland’s fastest growing gins. They started in 2015 at a distillery in Tullamore, continuing the legacy that stretches back to the 1930s when Eoin's grandfather was a master distiller of world renowned Irish whiskey.

They have expanded into the U.S. in 2019, and won some prestigious awards like Double Gold at The Wine & Spirits Wholesalers of America, and Double Gold at San Francisco Spirit World Competition for packaging.

As gin is not the first that comes to mind when we think of American drinks, we wanted to know how you get Americans drinking gin, and how they got that gorgeously designed bottle of Mór across the U.S.

While we taste Wild Berry Gin, Eoin shares his experience of expanding to U.S. spirits market one state at the time, the legal context for selling spirits in different states, and how they got distributors and bartenders on board with Mór.

Whatever you think it's going to cost, it's going to cost more. If you go for New York first, you're going to bleed money.  - Eoin Bara 

3:00 - What makes Mór Irish Gin unique and the story of Tullamore
5:30 - The products of Mór Irish Gin and why packaging is equally important as the gin
7:15 - The secret of ingredients and flavours and tasting of Wild Berry Gin
9:59 - Why they wanted to conquer American market and which states they started from
11:25 - The laws in different U.S. states related to selling alcohol - open, closed and controlled states
12:25 - What was the setup and research process in order to expand to the U.S.
16:29 - The stereotypes that Americans have about gin and what is American drinking culture like
18:15 - Why they opted for the strategy of conquering U.S. market state by state, despite having a license for over 40 states
20:30 - How Mór Irish Gin carries out their marketing and PR strategy in the States
22:50 - What is the best and the worst state to set up business at in the U.S, according to Eoin
24:30 - Eoin's advice for small distilleries that are considering expanding to U.S.
26:50 - Why going for New York is the biggest mistake that companies make when they start expanding to U.S.
28:50 - How was the reception in the U.S, and what is Mór's business infrastructure there
34:00 - Mór Irish Gin’s training and sales strategy for distributors and bartenders
38:57 - What were the biggest surprises when they expanded to U.S.
42:00 - Whom would Eoin caution against expanding to U.S.

Mór Irish Gin
Wine & Spirits Wholesalers of America
San Francisco World Spirits Competition

Episode Transcript

Connect with Eoin Bara – LinkedIn

Email us at – Info@mtbonnell.com

Twitter – @mtbonnell

Connect with Sebastian Sauerborn:
Website

Connect with Nastaran Tavakoli-Far:
LinkedIn

Today we travel to a WeWork workspace to meet with Vishal Marria, the CEO and Founder of Quantexa.

Quantexa uses powerful AI technology to help businesses analyse and interpret their data and has offices in both Europe and America. 

Originally an English company, they expanded their offices to America in 2016. In these years Vishal has learned a lot about what it takes to be successful, and the different challenges that come up when operating in such a different culture. 

He shares with us everything he’s learnt along the way, from how he has to run his American teams differently to his European ones, to the importance of funding when first making the move across the pond. 

Many thanks to Vishal for taking the time to talk to us, and sharing his knowledge of moving his business to the United States. 

”It’s always about the people.” - Vishal Marria

01:42 - Who Quantexa are and how their data analysis works.
03:52 - Quantexa’s expansion into America and why they decided to move there.
04:55 - How American clients came to hear of Quantexa.
08:38 - What the issues and challenges of financial crime are.
10:28 - How the reception of new tech differs between countries.
12:55 - How culture affects a business and how this differs across countries.
15:14 - How to build trust with clients in the UK and America.
16:45 - The difference in operating a business in America, and the importance Americans place on being in a team.
19:31 - How perceptions of risk are different in America.
21:05 - When you need to get a visa, how long it takes, and how much it costs.
26:20 - The way America has influenced Vishal and his background in business.
29:20 - The risks involved with being an entrepreneur.
32:02 - How colleagues reacted to hearing that Vishal was starting his own business.
35:02 - The early stages of setting up outside the UK and the importance of funding.
37:45 - Advice Vishal would give to his past self before making the move.
40:58 - The necessity for a company to have a main base.
43:01 - Quick tips for someone thinking of expanding their business to America. 

www.mtbonnell.com
www.quantexa.com
www.wework.com
Prelinger Archives

Episode Transcript

Connect with Vishal Marria: LinkedIn

Email us at - Info@mtbonnell.com

Twitter - @mtbonnell

Connect with Sebastian Sauerborn: Website

Connect with Nastaran Tavakoli-Far: LinkedIn

To start off the season we meet up with Róisín Callaghan, Co-founder and CEO at Cogs & Marvel, a brand experience and creative event agency. 

Having moved her business to San Francisco in 2016, she’s learnt a lot over the past 3 years about the dos and don'ts involved with moving a business across the pond. 

From finding her first contracts and building up her companies reputation, to the struggles she faced and expectations she had to overcome, she shares with us all she’s learnt...

”It’s hard work in setting it up and getting established, but there are networks and organisations to help you with that, so use them. Americans are really good at networking and they really want to help you.” - Róisín Callaghan

02:19 - Working in events and event management.
04:06 - When Cogs and Marvel started.
05:11 - Working with Google and gaining their first contracts.
08:47 - What makes their events special and stand out from others.
10:44 - What inspired Roisin to move her business to San Francisco.
15:12 - Good reasons and bad reasons for wanting to expand your business to the US.
16:06 - The types of businesses that might struggle more in the US compared to the UK.
17:40 - The logistics involved with moving to America, and the qualities that helped Roisin be successful.
22:09 - The differences involved with setting up the company in America compared to Ireland.
23:42 - Advice for people who are just starting with their move to America.
25:50 - The existing communities that are available to help entrepreneurs with moving their businesses abroad.
30:53 - The different challenges that come up when running an event in America compared to Europe.
38:02 - The process of proving themselves when first arriving in America.
42:11 - The expectations that come with being an Irish company in America.
44:00 - Advice for those thinking of moving their business to San Francisco.

www.mtbonnell.com
www.cogsandmarvel.com
www.enterprise-ireland.com

Episode Transcript

Connect with Róisín Callaghan: LinkedIn

Email us at - Info@mtbonnell.com

Twitter - @mtbonnell

Connect with Sebastian Sauerborn: Website

Connect with Nastaran Tavakoli-Far: LinkedIn

The wait is over and Season 2 of Move Your Business to The United States is finally here. 

This season will be hosted and led by Nastaran Tavakoli-Far, a Journalist and Business reporter for the BBC, who also studied at graduate school in the US. 

In Season 1 we went around London talking to lawyers, bankers, and accounts, and talked about the general mechanisms involved with moving your business to the United States. 

This season is a bit different.

We’re going to be meeting people who have actually done it. Successful entrepreneurs who have made the move. They’ll share with us what helped them to succeed, as well as the difficulties they came across along the way. 

Stay tuned...

00:38 - What we have coming up in Season 2. 

01:36 - Nas’s background and previous experience. 

03:18 - The kinds of questions that frequently come up as instability looms. 

www.mtbonnell.com

Episode Transcript

Email us with your questions at - Info@mtbonnell.com

Twitter - @mtbonnell

Connect with Sebastian Sauerborn: Website

Connect with Nastaran Tavakoli-Far: LinkedIn

On their return from SXSW, Sebastian and Emmett are back in Europe in their Dublin office to reflect on the first ‘Move Your Business to the United States Podcast’ season. They marvel that it has been almost a year since they embarked on this podcasting venture, recapping some memorable moments and featuring some of the highlights of this chart-topping series, as well as discussing the next season.  Among some of their past podcast interviewees featured are Dan Dilliard, a passionate Austinite who established Founding Austin; Andy Jones, partner at Marvelous Events, as well as Andris Macs from GECKO Governance.

Sebastian Sauerborn: Website

Kevin Turley: Website

 Emmett Glynn: Email

 Founding Austin Magazine

Masters and founders podcast

Dan Dillard: LinkedIn

 Andy Jones: LinkedIn

 Andris Macs: LinkedIn

It’s day 4 at SXSW and the Mount Bonnell team visit the Enterprise Ireland Stand, which dwarfs its British neighbour in size. There Kevin encounters Andris Macs from Gecko Governance who talks about his 1st time at the event. Next up, Kevin chats to Paul from Enterprise Ireland who is an old hand now being there for the 7th year. Then Kevin meets Christine who represents Service Bot, specialising in conversational AI. Another company at the Krib aka Enterprise Ireland stand is System-Link, represented by Sophie Madigan. Then finally, Kevin talks to Mark Russell from HyperSciences.

Episode Transcript

Sebastian Sauerborn: Website

Kevin Turley: Website

Andris Macs: LinkedIn

Sophie Madigan: LinkedIn 

Mark Russell: LinkedIn

The Mount Bonnell team catch up with Ray Salter, CEO of WLG X, to talk about his impressions of South by South West. He summed up this year’s SXSW in one word, ‘buzz’.

Then Ray reveals how inspired by global festivals such as SXSW, WLG X will be a blend of tech, design, film, music and gaming, albeit with a uniquely New Zealand touch and to reflect the smaller local feel of Wellington, kicked off on the first evening with an Irish inspired pub craw to sample some of the finest craft beers to get a real feel for this friendly city.

Episode Transcript

Sebastian Sauerborn: Website

Kevin Turley: Website

Ray Salter: LinkedIn

WLG X: Website

It’s our second day at South by Southwest, Austin’s international festival of media and tech.

While enjoying the free food and drink, we meet up with Stefan and Kerry, who both work for Berlin Partner, a company that offers business and technology support for investors and entrepreneurs in Berlin.

They talk to us about the ins and outs of everything that’s going on in this cultural capital. We talk about the growth of startups, and why Berlin’s becoming so popular for entrepreneurs.

Discussing how it compares with Austin, we sure learned a lot and had another very interesting and very successful day at the festival.

 ”Berlin is like New York in the 80s, and that was a great time.” - Stefan

4:30 - What the Berlin Saloon is and why we’re here.

7:33 - Why Berlin is such a hotspot for entrepreneurs.

8:59 - The mix of work and play in Berlin.

10:58 - How Berlin Partner and the German government encourages entrepreneurs to come to Berlin.

12:42 - The open mindset of those in Berlin.

13:52 - The range of entrepreneurship within Berlin and the main sectors within it.

15:49 - How reporters respond to Berlin Partner and what they do.

17:14 - The way that Berlin is seen as a hub of business by many Americans.

23:42 - Whether it’s easier to raise money in Austin or Berlin.

24:33 - What makes Austin attractive for entrepreneurs.

26:44 - The culture shock when moving to America.

Transcript

Berlin Partner

Connect with Kevin Turley: Website

Connect with Sebastian Sauerborn: Website

Connect with Stefan Franzke: LinkedIn

Connect with Kerry Quintiliani: LinkedIn