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Start Global Insights: Global Sales, Local's Expertise, Actionable Case Studies

Dmytro Shvets, Global markets expert, B2B Sales and Negotiations Expert

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Welcome to the Start Global Insights. The business podcast for companies looking to expand globally. On this show we interview experts from different countries to get insights about local business culture and help you to enter new global markets. Let’s find together the answers to the questions: How to prepare your business for international trade? How to select proper focus markets? How to get market insights and research new markets? How to find proper local partner and start your sales? How to start cross-border trade? How to make your global trade consistent? And many others… Expanding a business internationally is about more than just crossing borders, it’s about understanding people, cultures, and the mechanics of complex sales. Start Global Insights, hosted by Dmytro Shvets, is a dedicated resource for entrepreneurs, sales leaders, and business owners looking to scale globally. We move beyond generic advice to provide practical, expert-led intelligence on how to successfully enter new international markets and build sustainable B2B sales operations. How We Help You Grow This podcast serves as a high-level learning tool, offering deep dives into the strategies required to sell complex products and services in a globalized economy. We feature a variety of formats designed for the lifelong learner: Local Market Blueprints: We decode the business landscape of specific regions, including Sweden, the Netherlands, Norway, Denmark, and many others, providing direct insights into local business etiquette, market structures, and entry roadmaps. The Story of One Exporter: We go behind the scenes with founders and CEOs who share the real-world trials, errors, and breakthroughs of their expansion journeys. These case studies provide a tactical look at how diverse businesses crack foreign markets. Strategic How-To Guides: Practical frameworks on the essentials of global trade, from choosing the right focus markets and conducting deep-dive research to international B2B lead generation and maximizing your ROI at trade shows. Thematic Deep Dives: Specialist episodes exploring the nuances of international business, including interest-based negotiation (utilizing Harvard methodologies), cross-functional team synchronization, and the "Anatomy of Trust" in intercultural partnerships. Insights from Global Experts Every episode features professionals who have been on the front lines of international expansion: Founders and CEOs of successfully globalized companies sharing their practical "on-the-ground" experience. Global Sales Executives from multinational firms like Cisco and LeanIX discussing complex sales cycles and partner channels. Academic Leaders and Specialists from institutions like Harvard and Stanford focusing on cross-cultural communication and negotiation. Trade Officials and Consultants who reveal how to utilize open data and public resources to accelerate market entry. Start Global Insights is for the professional who values practical skill acquisition and a deeper understanding of the global buyer's journey. Join us and gain the expertise needed to scale your business with confidence. Find the Start Global Insights on all major podcast platforms or on YouTube https://www.youtube.com/@start-global

Recent Episodes

JUL 1, 2026
From NASA Tech to EU Shelves: How Ukrainian innovative food producer snEco entered the European Retail Market
What does 1960s NASA technology and 100% natural crunchy cheese have in common? In this episode of Start Global Insights, host Dmytro Shvets sits down with Vadym Gryshyn, co-founder of the Ukrainian brand snEco. Vadym shares the remarkable story of how he and his brother Philip built a patented food-tech business and navigated the highly strict EU regulatory systems to get their products on shelves across Germany, Poland, and Sweden. What You'll Learn in This Episode: The NASA Connection: How snEco adapted NASA technology to create a 100% natural, shelf-stable cheese snack with a 24-month shelf life. The EU "Traces" System: The complex process of becoming the first company in the region approved to export animal by-products to the EU. The Danger of Non-Focus: Why attending international trade shows without a target market resulted in zero Spanish clients. The Swedish Retail: Why Sweden’s decentralized supermarket model requires a completely different sales strategy compared to central-buying markets. B2B Growth Hacks: Creative ways to get the attention of busy category managers and distributors. The Nordic Timeline: Why you need patience, country-risk risk mitigation, and a 3-year horizon when selling to Northern Europe. Episode Chapters & Timestamps: 00:00:23 Introduction to Vadym Gryshyn and snEco. 00:01:11 The origin story: Transitioning from non-food backgrounds to patented cheese tech. 00:02:11 Reinveting NASA-inspired microwave vacuum drying. 00:04:36 Re-building the business and relocating the factory during the full-scale invasion. 00:07:07 Navigating EU animal by-product regulations. 00:10:26 Lessons in focus: Why starting with Europe isn't always the easiest path. 00:12:40 Adjusting product packaging. 00:14:26 Trade show realities: The truth about building trust vs. closing immediate sales. 00:17:18 Active export markets. 00:19:33 Supporting your distributor: Why selling to the warehouse is only half the battle. 00:22:00 Multi-channel sales approaches. 00:31:30 The patience game. 00:32:43 Final takeaways and tips for exporters. LinkedIn profiles: Host, Dmytro Shvets: https://www.linkedin.com/in/dshvets/ Guest, Vadym Gryshyn: https://www.linkedin.com/in/vadym-gryshyn-sneco/ Don't forget to subscribe for more global business insights. Spotify: https://rebrand.ly/SGISpotifyRSS Apple podcasts: https://rebrand.ly/SGIAppleRSS YouTube: https://rebrand.ly/SGIYTRSS In your browser: https://rebrand.ly/SGISGRSS Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at [email protected] Develop your international expansion strategy with Start Global
35 MIN
JUN 3, 2026
International Hiring Strategy: How to Find, Contract & Onboard Your First Employee Abroad
Hiring employees abroad is one of the biggest operational challenges in international expansion, and most companies get it wrong from day one. In this episode, executive search expert Andriy Strekhaliuk shares a full international hiring strategy. Andriy is the founder of Astra Plus and brings 14+ years of experience in global recruitment, including senior roles at DuPont EMEA and Mondelez International across 11 countries. What you'll learn: The #1 mistake companies make when hiring in a foreign country How to build your employer value proposition when no one knows your brand EOR (Employer of Record) vs. freelancer vs. legal entity, which model to use The €45,000 legal trap when misclassifying foreign employees How to benchmark international salaries (Mercer, Hays, Glassdoor, local boards) How to localise, not just translate, your job descriptions 90-day onboarding goals and exit strategy planning Chapters: 00:00 Intro. The cost of a wrong international hire 00:57 Andriy's background: Executive search, DuPont, Mondelez, & Astra+ 04:13 Mistake #1: Copying your domestic hiring playbook abroad 05:57 Sales psychology: Treating recruitment as a partnership value proposition 07:31 The Brand-Zero Strategy: Attracting talent when no one knows your company 12:44 Step-by-step roadmap: Internal capacity vs. hiring agencies 18:13 Legal entities vs. Employer of Record (EOR) vs. Freelancers 19:49 The compliance reality: The €45,000 independent contractor risk 20:47 Beyond the offer: Onboarding, cultural adaptation, & 30-60-90 day metrics 24:24 Digital footprint: Localizing JDs and maintaining marketing consistency 26:19 Salary benchmarking: Navigating generic data vs. real-time verification (Mercer, Hays, Glassdoor) About the guest: Andriy Strekhaliuk is founder and CEO of Astra+ (astraplus.io), an executive search agency specialising in senior and international roles. He is a visiting lecturer at UCU Business School and brings 14+ years of experience in global talent acquisition across technology, FMCG, and industrial sectors. LinkedIn profiles: Host, Dmytro Shvets: https://www.linkedin.com/in/dshvets/ Guest, Andriy Strekhaliuk: https://www.linkedin.com/in/andriystrekhaliuk/ About Start Global Insights: The podcast for companies looking to expand internationally. Every episode features local experts and global sales leaders sharing actionable insights on market entry, B2B global sales and international business culture. Don't forget to subscribe for more global business insights. Spotify: https://rebrand.ly/SGISpotifyRSS Apple podcasts: https://rebrand.ly/SGIAppleRSS YouTube: https://rebrand.ly/SGIYTRSS Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at [email protected]
33 MIN
APR 29, 2026
Negotiating with Ukrainians: Relationship First, Contract Second | Part 2
While Part 1 of this series explored the cultural identity of Ukraine, this concluding episode moves directly into the meeting room. The episode is a practical guide for any international leader ready to close deals and manage successful partnerships in the Ukrainian market. Host Dmytro Shvets continues his conversation with cross-cultural expert Maryna Starodubska to share practical tips for negotiating in Ukraine. This episode explains how to turn cultural differences into a clear business advantage. In this episode, we dive into: 00:03:53 - How Ukrainians view written obligations as a mix of fixed rules and flexible frameworks. 00:08:45 - Navigating low-trust environments and the practical steps to build a "trust account." 00:11:38 - Understanding the sequence of deal-making and why the legal agreement follows the personal connection. 00:11:51 - Why decision-makers agree on big-picture principles before managers handle the granular details. 00:14:20 - Managing emotional expression and blunt feedback at the negotiation table. 00:21:09 - How to navigate competitive negotiation styles and frame proposals effectively. 00:26:26 - Why the contract is often seen as a minimum baseline. 00:30:51 - The cultural reasons behind the lack of positive feedback, the fear of "jinxing" success, and the importance of flexible planning. 00:34:49 - Practical advice on decision-maker status, language etiquette, and avoiding regional stereotypes. Whether you are looking to sell to the Ukrainian market, invest or find a reliable local partner, this episode provides the insights necessary to build resilient and productive business relationships. About the Guest: Maryna Starodubska is a cross-cultural interaction consultant and adjunct professor at Kyiv-Mohyla Business School. She has over 20 years of experience in employee relations, culture, reputation management, and crisis communication. She is the author of Understanding Ukrainians: Cross-Cultural Dimensions. LinkedIn profiles: Host, Dmytro Shvets: https://www.linkedin.com/in/dshvets/ Guest, Maryna Starodubska: https://www.linkedin.com/in/starodubska/ Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights. Spotify: https://rebrand.ly/SGISpotifyRSS Apple podcasts: https://rebrand.ly/SGIAppleRSS YouTube: https://rebrand.ly/SGIYTRSS Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at [email protected]
38 MIN
APR 15, 2026
Understanding Ukrainians: A Business Cultural Guide | Part 1
As global interest in Ukraine reaches an all-time high, international businesses are looking beyond the headlines to understand the real identity of the nation. In this first episode of a special two-part mini-series, Dmytro Shvets explores the "frontier culture" of Ukraine with cross-cultural expert Maryna Starodubska. Designed for global businesses looking to navigate the Ukrainian market, this episode moves past the headlines to reveal the core identity of the people you will be doing business with Key insights from this episode include: The Power of Status: Why sending mid-level managers to meet Ukrainian founders often leads to failed negotiations. The Trust Gap: Navigating a society with low institutional trust where personal loyalty is the major currency. The Frontier Mindset: Understanding why Ukrainians prioritize acting over planning and "needs-based" entrepreneurship over long-term strategy. Relationships First, Contracts Second: Why a signed agreement in Ukraine is the culmination of trust, not the beginning of it. Managing Uncertainty: Practical advice on breaking long-term strategies into visible, measurable stages. Whether you are an investor, a consultant, or a business owner looking to enter the Ukrainian market, this episode provides the essential cultural foundation needed to build resilient and productive partnerships. Coming Soon: Stay tuned for Part 2, where we dive deeper into the specific tactics of How to Negotiate with Ukrainian Business People. About the Guest: Maryna Starodubska is a cross-cultural interaction consultant and adjunct professor at Kyiv-Mohyla Business School. She is the author of Understanding Ukrainians: Cross-Cultural Dimensions and specializes in employees relations, cross-cultural interaction, reputation management and crisis communications. LinkedIn profiles: Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/ Guest: Maryna Starodubska, Cross-Cultural Interaction Consultant, Kyiv Mohyla Business School Adjunct Professor. https://www.linkedin.com/in/starodubska/ Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights. Spotify: https://rebrand.ly/SGISpotifyRSS Apple podcasts: https://rebrand.ly/SGIAppleRSS YouTube: https://rebrand.ly/SGIYTRSS In your browser: https://rebrand.ly/SGISGRSS Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at [email protected]
38 MIN
FEB 18, 2026
How to Export to Australia: Market Entry Secrets with local expert
Australia is often perceived as a remote market, but for international businesses, it represents one of the most affluent and high-growth opportunities in the world. In this episode of Start Global Insights, host Dmytro Shvets interviews Marcus Alexander, Managing Partner of Codu Group, to reveal how international brands can break into the Australian market. What You Will Learn: The "Home of Duopolies": Why the Australian retail landscape is dominated by a few massive players and how to navigate them. The DIY Goldmine: Why high labor costs for tradespeople drive Australians to do it themselves, creating a massive demand for raw materials and tools. 3 Routes to Market: The pros and cons of going direct to retailers, hiring international agents, or finding a local distributor. Supply Chain Diversification: Why Australian retailers are actively looking to move away from Chinese dependency and why "Made in Europe" carries a significant price premium. Aussie Business Culture: Why a relaxed, partnership-focused "have a go" attitude wins over a formal suit-and-tie pitch. Timestamps: 03:30 – Overview of the Australian DIY market. 08:00 – 3 Strategies for entering the Australian market. 10:45 – The "Art of the Cold Call" and the element of surprise. 15:00 – Perception of European vs. Chinese quality. 19:40 – Private label vs. own brand entry. 23:50 – Using annual reports to read a retailer's strategy. 26:00 – Navigating Australian business culture. 30:45 – Using Australia as a bridge to New Zealand. LinkedIn profiles: Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/ Guest, Marcus Alexander https://www.linkedin.com/in/marcus-alexander-aa560224/ Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights. Spotify: https://rebrand.ly/SGISpotifyRSS Apple podcasts: https://rebrand.ly/SGIAppleRSS YouTube: https://rebrand.ly/SGIYTRSS In your browser: https://rebrand.ly/SGISGRSS Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at [email protected] Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/
34 MIN