In our Europe to US series, we speak with founders and advisors about the complex topic of breaking into the US market from Europe. We talk about everything from early scrappiness to hiring, culture, and go-to-market strategy. You can find the full conversation on Spotify and YouTube below.
Highlights from this conversation:
- How Pinpoint grew from Jersey to half of its revenue in the US
- The surprising differences between UK and US buyers
- The hiring mistakes European founders often make in the US
Tom Hacquoil founded Pinpoint, an applicant tracking system helping organizations recruit at scale. Bootstrapped from the Channel Islands, the company now generates 8-figure ARR with 85 people on the team – and an even split of revenue between the UK and US.
In this conversation, Tom shares the realities of US expansion: from how American buyers research differently, to building culture in a fully remote team, to navigating a talent market where top performers command premium salaries.
More from the conversation:
- The biggest hiring mistakes Pinpoint made in the US – and how they fixed them
- Why US enterprises are faster to adopt new solutions than European buyers
- How Tom built trust and culture in a distributed team across time zones
- His top three tips for European founders entering the US market