Queenslander Chris Saad, who has been a startup builder and former Head of Product at Uber’s Developer Platform, knows all about it.
Drawing on more than a decade of experience in Silicon Valley, Chris recently joined Viki Forrest, TIQ’s Senior Trade and Investment Commissioner for the Americas, for a special Trade and Investment Queensland (TIQ) webinar, ‘Go-to-Market Strategies that Scale in the US.’
Together they explored the bold moves and innovative approaches required to thrive in the world’s largest and most competitive market.
- Chris Saad, Queenslander and former Head of Product at Uber
Chris’ top seven insights for scaling into the US
Chris’ experience includes work with tech heavyweights Facebook, Twitter, Google, Microsoft, CNN and Disney to name a few. Today he helps startups operate efficiently, is host of the Startup Podcast and is a self-described ‘Fractional Chief Product Officer’ for several companies.
Referred to as a Silicon Valley “Sherpa” in the San Francisco Standard, Chris is currently helping international start-ups navigate the AI boom in the tech capital.
Here are seven key insights from Chris from the webinar that may address crucial questions such as, "How can I expand my business to the USA?" and "What does it take to succeed in the American market?"
American Dream: Queenslander Chris Saad, former Head of Product at Uber's Developer Platform has worked with tech heavyweights Facebook, Twitter, Google, Microsoft, CNN and Disney. Picture: Chris Saad.
1. Recognise the diversity of the US market
Chris emphasised the importance of understanding that the United States is not a single, uniform market.
“The US isn’t one big market; it’s a theme park of towns and states, each with unique characteristics,” he said.
He explains Boston is a hub for MedTech, while Silicon Valley is the leading destination for technology startups. Chris said businesses should carefully choose their target market based on their industry focus, customer density, and growth potential rather than relying on familiarity or convenience.
2. Leverage Silicon Valley’s resources
Silicon Valley has provided unmatched access to capital, experienced operators, and supportive networks, creating an environment that fosters innovation and rapid growth.
But Chris says business leaders need to experience this ecosystem in person to understand its dynamics.
“You can’t understand Silicon Valley until you breathe its air,” he explained, encouraging founders and business owners to immerse themselves in the region’s pace and culture.
3. Embrace a faster pace
The speed of business in Silicon Valley is renowned for being significantly faster than other markets. This is also true for the rest of the US.
Chris shared his experience moving from Australia to the United States, describing the shift as going from “60km/h to 100.”
He noted that organisations like Uber operate at an even greater pace. He says adapting to this requires a focus on decisive action, frequent iteration, and the ability to seize opportunities quickly.
Why scale your business into the US
The US is Queensland’s 10th largest export market (valued at $3.2 billion during FY23-24) and one of the most diversified, offering significant opportunities for Queensland companies looking to scale their business into the US. More than $33 billion of goods and services were exported to the US from Australia in 2023.
Queensland companies including Infravision, Go1, VALD Performance, Arkose Labs, Skedulo, FloodMapp, and One Model are building their American dreams with export assistance from TIQ, which has offices in San Francisco and New York.
4. Prioritise recruiting high-quality talent
Hiring the right people is vital for success in the United States.
Chris described the best candidates—what he called “AAA players”—as being not only highly skilled but also well-aligned with the fast-paced, innovative culture of Silicon Valley. He suggested identifying standout individuals from respected companies and approaching them with a compelling vision for your business to attract their expertise.
5. Think bigger and aim for growth
The US market offers substantial opportunities for businesses that think beyond incremental improvements.
Chris encouraged entrepreneurs to consider their long-term goals, asking, “do you want to create enough wealth for a Lamborghini, or do you want to create generational wealth?”
By aiming for rapid, sustained growth — such as achieving 20% month-on-month increases — businesses can reach a larger audience and make a more significant impact.
Chris being interviewed by,Viki Forrest Queensland Senior Trade and Investment Commissioner - Americas.
6. Adapt to cultural differences
Operating in the United States can require a shift in mindset.
Chris highlighted the importance of understanding the disruptive and ambitious culture of Silicon Valley.
While many Australian businesses often work within established ways of doing business, Silicon Valley thrives on challenging and redefining them, he says. Chris said adjusting to this mindset is critical for businesses entering the US market.
7. Take action and engage directly
Chris urged entrepreneurs to consider to avoid waiting for ideal conditions or programmes before entering the United States market.
“If you’re waiting for permission, you’ll never start."
- Chris Saad
“If you’re waiting for permission, you’ll never start,” he said. Instead, he recommended visiting the country, attending events and forming relationships.
While initiatives like Austrade’s Landing Pad and TIQ’s delegations can be valuable, Chris emphasised that success depends on taking bold and proactive steps.
How we could help your business scale into the US
Trade and Investment Queensland is the Queensland Government’s dedicated global business agency with representation in 16 countries, across 21 locations, with 12 Trade and Investment Commissioners covering seven regions around the world.
TIQ helps Queensland companies access international markets and facilitates foreign investments in the state
TIQ helps Queensland companies access international markets and facilitates foreign investments in the state.
Is your business ready to unlock global markets? Learn more about your future export success through TIQ.
Whether you are an experienced exporter looking to expand your global footprint or a new exporter starting your journey, TIQ can help you scale your business internationally.