Preparing For Global Expansion: The Strategies and Frameworks You Need to Win in New Markets

Global expansion is often the next step in a brand’s story to unlocking future growth. But how should business leaders think about which market to expand into next, and when? Jeetu Mahtani was HubSpot's SVP of Sales and Managing Director of International, leading HubSpot's global expansion into new markets throughout APAC and EMEA. In 2013, Jeetu played a pivotal role in launching HubSpot’s first international office. Fast forward to 2023, and HubSpot has established 12 offices and services customers from over 120 countries across the globe. Jeetu details how HubSpot made decisions to go international including his framework for knowing when your organisation is ready to enter a new market, the different GTM options to consider, and the metrics you should care about when you land. Jeetu also shares his passion for establishing a local culture and why (and how) setting teams up for success is critical to the long term success of the regional business. Bookmarks: (8:48) Jeetu's framework for assessing new markets (17:54) GTM strategy (20:11) Foundational elements to get right (32:30) Important metrics (33:35) Jeetu's top 3 lessons Helpful Resources: Jeetu's International Framework HubSpot Blog: The HubSpot Culture Code, Creating a Culture We Love HubSpot APAC Report: Building Winning Regional Marketing Teams HubSpot Blog: Customer Acquisition Cost: How to Calculate CAC [+Benchmarks and Formulas to Know HubSpot Blog: What is a Good LTV to CAC Ratio?