The document provides advice for Australian startups looking to enter global markets, particularly the US. It discusses the importance of having a physical presence and connections in the target market. It also recommends hiring a local salesperson who understands the industry as the first critical hire. The document also discusses partnering with local resellers and channels to gain traction, but cautions that these partners must be properly incentivized to sell the startup's products. It compares the pros and cons of setting up a local subsidiary ("flip-up") versus remaining based in Australia ("born global") when expanding globally.

2. Context/History OEM Channel Enterprise Consumer EmU Tech Reach Software 90’s 2000 2003 2004 2006 2008 High Touch Low Touch NetWorth

9. “Born-Global” or “Flip-up” PTY LTD Commercial Ready Grant I personally prefer a data-room scanned from early on –”Investor/Acquirer Ready” Founders Investors Patents OEM/Channel contracts New Investor Due Diligence Delaware .Inc THEN Acquires 100% of PTY LTD ThreatMETRIX was a “flip-up” – the so-called “Israeli model”

11. Questions?