Entering the DACH Market - Easier Said Than Done

Asia-Pacific Market Entry - Lessons From the Field

"We want to expand into Asia." – That sentence usually signals a company is not ready - not because the ambition is wrong, but because the thinking is too broad. There is no single Asia-Pacific market. Singapore is nothing like Indonesia. Japan operates on completely different principles than Vietnam. If you cannot name the country and the city, the work has not started. Drawing on years of operating experience across Asia-Pacific, Christoph Walser sets out what Swiss SMEs consistently underestimate when they look East: * Why specificity is the first test of market readiness * Which markets fit which sectors - from precision manufacturing and medtech to consumer goods and digital services * Why speed, not strategy, catches most Swiss executives off guard * The most common mistake: flying in, holding a few meetings, and expecting results * Why presence and patience open doors that product quality alone cannot Asia-Pacific rewards curiosity and punishes arrogance. For a Swiss SME with the right capability, it is not a gamble. It is a discipline. Three Minutes of Clarity with Christoph Walser. Sharp conversations on Swiss SME growth, transformation, and value creation.

Entering the DACH Market - Easier Said Than Done

Most Swiss companies treat Germany as a natural extension of the home market - same language, short distance, low perceived risk. That instinct is precisely what gets them into trouble. In this episode, Christoph Walser makes the case that familiarity is a liability, not an advantage: the closer a market feels, the less rigour it receives. He looks at why German procurement, formalised decision cycles, and price-driven negotiation catch Swiss SMEs off guard, why Austria is often the smarter first step, and the three operational mistakes that undermine most DACH entries - underestimating local presence, failing to defend the Swiss premium, and underinvesting in visibility. The takeaway: treat Germany with the same strategic rigour you would apply to entering Japan. Three Minutes of Clarity with Christoph Walser. Sharp conversations on Swiss SME growth, transformation, and value creation. Concept, argument, and editorial line: mine. Audio production: AI.

Your First Market Beyond Switzerland - How to Choose

Swiss SMEs often default to Germany for their first move abroad. That is understandable, but it is not a strategy. In this episode, Christoph Walser explains why the right first market should not be chosen by size or proximity, but by fit: customer need, competitive openness, and operational readiness. Sometimes the right answer is Germany. Sometimes it is Austria. Sometimes it is much further away. Follow the problem, not the geography. Concept, argument, and editorial line: mine. Audio production: AI.

Strategic Focus vs. Adjacency Expansion

Most SMEs underestimate how much growth is still available in their core business. They move into adjacencies because the core feels mature. But often the market is not mature. What is mature is the company’s imagination about what more can still be done there. In this episode of Three Minutes of Clarity, I look at one of the hardest disciplines in strategy: deciding what not to do. Because not every growth opportunity is strategic. Some are simply distraction with a better story. Key question: What is the specific capability that gives you the right to win in the adjacent space? Concept, argument, and editorial line: mine. Audio production: AI.

The Swiss Premium

Most Swiss SMEs have outstanding engineers and product people - but underinvest in commercial capability. In this episode of Three Minutes of Clarity, Christoph Walser looks at why the Swiss premium must evolve, where the real pricing opportunity sits, and what CEOs can do to sharpen their commercial position. A short conversation for CEOs, owners, and board members who want to compete on value, not price. Concept, argument, and editorial line: mine. Audio production: AI.