Take the global leap: a practical playbook

Kiwi-born, London-based advisor and headhunter Peter Gillingwater distills decades of international scale-up experience into a practical game plan for founders. He covers the readiness pillars, the most common mistakes Kiwi SaaS companies make offshore, and why the United Kingdom (UK) can be a powerful springboard. “Going international is all about risk management,” he says.

Key themes include:

1. The pitfalls that hurt Kiwi companies offshore
   Assuming NZ product–market fit will translate; misreading the competitive intensity.
   Sending the wrong people: HQ exports without local know-how; under-hiring to “save” costs. Underestimating distance and time zones; fly-in/fly-out burns time and budget.

2. A best-practice path (no cookie cutter)
   Choose the right first market based on data; validate before lift-off. Create a team for success. Get to revenue faster: pressure-test pricing, consider channels/partnerships, tighten messaging. Launch credibly: proof beats “we’re from NZ.” Show support capacity and vertical relevance. “There is no linear journey” - adapt fast as you learn.

3. Readiness pillars: knowledge, plan and capital
   Knowledge: close gaps with primary customer research and competitive mapping.
   Plan: set clear ownership, sequencing, and KPIs for entry, launch and scale.
   Capital: budget for longer cycles; line up funding before you go; explore grants.

4. Why the UK is a high-leverage entry
   Large, open, tech-forward market with deep talent, buyers, and capital; not just London. Practical realities: company setup is simple; bank accounts can take months; be GDPR/UK compliance aware. Active funding landscape attracts capital and regional grants can help.

5. Lessons from the field
   Common thread: validate, adapt, and put A-players on the ground.

Key takeaways:

• Validate before you fly: run primary customer interviews, test pricing and map competitors.

• Appoint an owner: send a founder to lead expansion; hire top local talent and stand up an advisory board.

• Budget for reality: expect it to cost more and take longer!

• Build credibility using local references where possible.

• Favour channels: partnerships can be the fastest first revenue in the UK.

Watch the full discussion and access Peter’s expansion readiness self-assessment tool.