Scaling Stateside Podcast - Episode 5 US Expansion from the Other Side with Daniel Glazer, Wilson Sonsini

Episode Summary

In this episode, David and Matt sit down with Daniel Glazer, a New York lawyer who made the reverse transatlantic journey to help UK and European tech companies scale in the US. Dan heads up Wilson Sonsini's London office and leads their US expansion practice, bringing a unique perspective as an American expat building bridges between the European and American tech ecosystems.

From processing record numbers of cars at Burger King to advising companies through their US expansion journey, Dan shares candid insights about building trust across cultures, the importance of in-person relationships in London, and why Americans are wired to "want to believe" in the better mousetrap. The conversation explores the challenges of commuting between continents, the pre-pandemic meeting culture that defined London business, and practical advice for founders looking to crack the US market.

Key Themes & Topics:

The Reverse Journey: An American in London

Dan's career path from 1990s dot-com era New York to opening Wilson Sonsini's London office in 2018The 2011 meeting with UK government at the Manhattan consulate that changed everythingYears of transatlantic commuting before establishing the full-time London presenceBuilding credibility and authenticity in both markets simultaneously

Why In-Person Matters (Especially in London)

Pre-pandemic London's concentrated in-person meeting cultureThe unique geography of London tech: finance, government, and tech all "a tube ride away"How East London's tech ecosystem developed alongside the City's financial powerhouseBuilding the level of trust needed between company and counsel through face-to-face interaction

Cultural DNA: Why Americans Buy Differently

Americans' willingness to be more aggressive in purchasing innovationThe "I want to believe" mentality: a market actively seeking the better mousetrapHistorical context: how America's immigrant roots created a culture of seeking incremental advantageUnderstanding buyer psychology when entering the US market

The Wilson Sonsini Model

Founded in early 1960s as one of Silicon Valley's first law firms working with tech companiesThe "garage to IPO" approach: working with startups from inception through public marketsBlended team model in London: American expat and English solicitors working togetherSupporting UK and European companies through their full US lifecycle

Practical Expansion Wisdom

The importance of patience: "Rome wasn't built in a day"What you can't accomplish in the short term vs. what's possible over yearsManaging expectations from boards, investors, and familyThe value of steadily keeping at it without getting discouragedLearning to enjoy the journey and give yourself grace through the process

Notable Quotes

On London's business culture: "One of the things that we found is that the level of trust that needed to be built up between company and counsel really needed to be built in person... everything is so concentrated. It's the seat of finance, the seat of government, the seat of entertainment."

On American buyer mentality: "Americans on average are willing to be more aggressive in purchasing innovation or trying out innovation... they're willing to do more to gain some sort of incremental advantage than almost anywhere in the world."

On the American mindset: "You are pitching to a market that wants to believe. They want to find the better mousetrap that you've built and get that edge."

On patience and perseverance: "You'd be surprised at how little you can accomplish in a short period of time, but how much you can accomplish in a long period of time... If you're committed and you keep at it, you don't get discouraged, over time you really can accomplish a lot."

On advice for his younger self: "Just be patient... it's all going to be okay."

Fun Facts

Dan's first paid job was at age 14 as a cashier at a brand new Burger King, where he took the very first orderHe set the record for most cars processed through the drive-through (though he's unsure if it still stands)Three years later, he was "poached" by McDonald's across the street for 25 cents more per hourDan's backpacking trip through Europe in the mid-90s planted the seed for eventually living in LondonHe entered the legal profession during the late 1990s dot-com era, when it seemed normal for companies to go from incorporation to IPO in six months

Guest Background

Daniel Glazer leads Wilson Sonsini's London office and US expansion team, working with UK and European tech companies through their US lifecycle - from launch to scale, fundraising, and exit. Originally from New York, Dan has been working with European startups on the transatlantic corridor for nearly 15 years. He moved to London full-time in 2018 to open Wilson Sonsini's office there, bringing together a blended team of American and English corporate tech lawyers.

About Wilson Sonsini Goodrich & Rosati

Wilson Sonsini is a Silicon Valley-headquartered law firm that began working with tech companies in the early 1960s when the first venture funds were formed. The firm pioneered the model of working with startups from garage stage through IPO and beyond as public companies. Their London office provides integrated support for UK and European companies expanding into the US market.

Takeaways for Founders

Build authentic relationships in both markets - Success requires credibility and presence on both sides of the AtlanticUnderstand cultural differences in buying behavior - American buyers are wired to seek competitive advantage through innovationBe patient with the process - Building something meaningful takes time; focus on steady progress over years, not weeksLeverage the right support network - Whether it's legal counsel, business partners, or advisors, having people who understand both markets is invaluableGive yourself grace - The pressures from boards, investors, and family are real, but expansion is a journey that unfolds over time

Connect with Daniel Glazer

Company: Wilson Sonsini Goodrich & RosatiLocation: London, UK

Scaling Stateside is hosted by David Rose and Matt Oxley of US Expansion Partners (USXP), helping UK and European venture-backed tech expand into the US market.