Selling SaaS Globally paddle.com The SaaS market is changing. Giant funding rounds and record breaking valuations are going to be harder to come by. And even when you do secure cash in the bank – the pressure is on to make sure you use it wisely. Now more than ever, SaaS leaders need to think strategically about which growth levers to pull. Where before this might have been a decision based on how rapidly the business could grow, it’s now one that needs to be based on e昀케cient growth that doesn’t expose the business to unnecessary risks. Expanding internationally undoubtedly opens up potential revenue and growth opportunities for SaaS. And it’s arguably “easier” than it is for other business models because, by its very nature, accessing new markets is possible without dedicated sales and marketing resources. But without strategy and intention behind your international expansion, you risk missing out on huge revenue potential from untapped markets – or falling victim to the barriers that trip too many SaaS businesses up on the way (sales tax compliance, anyone?). As you start building out your expansion strategy, there’s only one rule you need to remember: The secret to selling globally is thinking locally. Whether you’re building relationships with partners or customers, being aware of and adapting to local nuances is the best way to expand your international reach. As a SaaS company, there are a few critical areas to focus on. 5