EXAMINE
Where should we actually grow?Market attractiveness, channel fit, regulatory friction and timing—not simply population or GDP.
COMING SOON · ADVANCE READER EDITION NOW AVAILABLE
GLOBAL
WITHOUT GUESSING
What Every CEO Needs to Know Before Entering New Markets and Scaling Across Borders
More than 25 years of lessons from building, fixing and scaling businesses across international markets.
Global expansion rarely fails because the opportunity wasn’t there. It fails because the company wasn’t built to execute the opportunity.
Companies rarely struggle internationally because there was no market opportunity. They struggle because what worked at home did not survive the trip. Pricing changes. Regulations change. Customers change. Leadership changes. Payments, logistics, culture, technology and even the way people build trust change.
Global Without Guessing shows CEOs and executive teams what experienced global operators examine before the money moves—and what they watch after launch to determine whether they have actually built a market.
LESSONS EARNED ACROSS BORDERS
THE EXPENSIVE LESSONS, BROUGHT TOGETHER.
Pat Berry has spent more than twenty-five years building, launching, fixing and leading businesses internationally.
He has experienced global expansion from nearly every side of the table—as a technology executive, entrepreneur, independent field leader, consultant, corporate executive and global operator.
Some lessons came from extraordinary successes. Others came from mistakes, stalled markets, wrong partners, wrong assumptions and expensive corrections.
Pat describes those lessons as a multi-million-dollar education. Global Without Guessing brings those lessons together so the next CEO does not have to learn all of them the expensive way.
“That’s the scar tissue, and it’s what I’m really offering you.” — Pat Berry
INTRODUCING
THE XPAND METHOD™
PRESSURE-TEST
Does the business model actually work there?Pricing, taxes, duties, payments, payouts, unit economics and margins before significant capital is committed.
ADAPT
What has to change—and what must never change?Localization is much more than translation.
NETWORK
Who actually makes the market work?Leaders, partners, regulators, payment providers, logistics companies and local relationships.
You don’t enter countries. You enter networks.DEPLOY
How do we execute and measure?Build an operating system with clear ownership and signals for when to accelerate, adjust, fix or exit.
WHO THE BOOK IS FOR
WRITTEN FOR LEADERS MAKING GLOBAL DECISIONS.
CEOsFoundersPresidentsBoard MembersChief Growth OfficersInternational ExecutivesHeads of ExpansionCountry & Regional LeadersInvestorsDirect-Selling ExecutivesConsumer BrandsTechnology & SaaSE-commerce CompaniesManufacturers
Although many of Pat’s lessons come from direct selling—one of the most difficult business models to globalize—the principles apply broadly to companies operating across borders. If an international expansion system can survive one of the hardest models to globalize, the lessons transfer almost anywhere.
WHAT READERS WILL LEARN
FROM MARKET SELECTION TO THE BOARDROOM.
Choosing the right marketsWhy population is not opportunityGlobal vs. local strategyMarket economicsPricing across bordersMarket-entry modelsRegulatory riskProduct registrationPayments and payoutsLogistics and fulfillmentTechnology that travelsLocal leadershipCultural adaptationChina strategyJapanKoreaSoutheast AsiaIndiaMiddle EastAfricaEuropeLatin AmericaSocial commerceAI and international growthFixing stalled marketsKnowing when to scaleKnowing when to leaveWhat boards should ask
GLOBAL GROWTH DIAGNOSTIC™
EVERY CHAPTER ENDS WITH QUESTIONS YOUR TEAM SHOULD BE ABLE TO ANSWER.
Every chapter includes a Global Growth Diagnostic™ followed by The Executive Question. These are not theoretical exercises. They are designed to be taken into executive meetings, planning sessions and boardrooms.
The questions are easy to ask. The difficult part is answering them with evidence.
CHAPTER 26
The One-Page Market View
Every market should be reviewed quarterly through four questions:
- Is the economics working?
- Is the market healthy?
- What could hurt us?
- How concentrated are we?
Revenue tells the board where a market has been. The One-Page Market View tells it where the market is going.EXPLORE THE BOOK RESOURCES →
EXECUTIVE RESOURCES
BUILT TO MOVE FROM READING TO EXECUTIVE DISCUSSION.
Readers will have access to selected executive resources, including an executive version of the XPAND One-Page Market View. Resources will be released in stages as the book moves from Advance Reader to preorder to publication.
No private Advance Reader files are linked from this public page.
ADVANCE READERS WANTED
BECOME AN ADVANCE READER.
Help Make the Final Book Stronger.
Before final publication, Pat is sharing a limited number of Advance Reader Copies with experienced leaders who have actually made international business decisions.
I’m not looking for compliments. I’m looking for candid feedback.
- What made you stop and think?
- What would be most useful to a CEO or executive team?
- What was unclear, repetitive or missing?
- What do you disagree with?
- What should every CEO understand before entering another market?
OFFICIAL RELEASE COMING SOON
BE NOTIFIED WHEN GLOBAL WITHOUT GUESSING IS RELEASED.
Get publication updates, launch information and selected executive resources from the book.
FROM KNOWING TO EXECUTING
WHEN THE QUESTION BECOMES
“HOW DO WE DO THIS?”
The book helps leaders identify the decisions, risks and operating realities behind international expansion. Companies that need support executing market entry, regulatory strategy, expansion planning or international growth can work with XPAND Global.
COMING SOON
BEFORE YOU ENTER ANOTHER MARKET,
KNOW WHAT YOU’RE WALKING INTO.
GLOBAL WITHOUT GUESSING
What Every CEO Needs to Know Before Entering New Markets and Scaling Across Borders
Learn more about Pat Berry →