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

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 2018
• The 2011 meeting with UK government at the Manhattan consulate that changed everything
• Years of transatlantic commuting before establishing the full-time London presence
• Building credibility and authenticity in both markets simultaneously
Why In-Person Matters (Especially in London)
• Pre-pandemic London's concentrated in-person meeting culture
• The 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 powerhouse
• Building 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 innovation
• The "I want to believe" mentality: a market actively seeking the better mousetrap
• Historical context: how America's immigrant roots created a culture of seeking incremental advantage
• Understanding 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 companies
• The "garage to IPO" approach: working with startups from inception through public markets
• Blended team model in London: American expat and English solicitors working together
• Supporting 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 years
• Managing expectations from boards, investors, and family
• The value of steadily keeping at it without getting discouraged
• Learning to enjoy the journey and give yourself grace through the process

Notable Quotes

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."

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.

Connect with Daniel Glazer
• Company: Wilson Sonsini Goodrich & Rosati
• Location: 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.