Scaling Stateside Podcast - Episode 1: Matt Oxley's US Expansion Journey with Opal

Episode Overview

Welcome to the very first episode of Scaling Stateside! Host David Rose sits down with his business partner and co-host Matt Oxley to explore Matt's incredible 10-year US expansion journey with Opal. From selling everything he owned in London to securing funding from top-tier VCs like Accel, Matt shares candid insights about the human side of international expansion, the challenges of building enterprise relationships, and why "learning American" is crucial for UK founders entering the US market.

Episode Length: ~42 minutes
Published: October 1, 2025
Hosts: David Rose (USXP) & Matt Oxley (USXP)
Guest: Matt Oxley sharing his founder story

Guest Profile

Matt Oxley is a seasoned entrepreneur with 30+ years of experience scaling companies. He spent the last decade in the U.S. growing Opal into a successful B2B SaaS business, where he remains as President and board member. Now as Managing Director of USXP, he helps UK startups expand into the U.S. with the backing and insight they need. He’s also an Entrepreneur in Residence at Smedvig Ventures and an active angel investor supporting early-stage founders.

Connect with Matt:

• LinkedIn: linkedin.com/in/mdoxley

Key Discussion Points & Timestamps:

Early Entrepreneurial Journey (03:30 - 05:50)

The Origin Story of Opal (05:55 - 09:00)

Making the Decision to Move to the US (09:00 - 11:10)

The Reality of Uprooting Your Life (11:10 - 12:30)

The Human Side: Isolation and Loneliness (12:30 - 15:00)

Landing Enterprise Customers (12:40 - 16:15)

Go-to-Market in the Early Days (15:30 - 16:15)

Fundraising Journey: From Angels to Accel (16:15 - 20:15)

Scaling Beyond Founder-Led Sales (22:30 - 24:15)

Learning American: Cultural Adaptation (24:45 - 27:15)

Choosing Your US Location (27:30 - 31:05)

The Practical Challenges (31:05 - 33:20)

Partner Visa Challenges and Relationships (33:45 - 37:15)

The Decision to Return to the UK (37:20 - 39:00)

Final Advice: Just Book Your Flight (39:30 - 42:45)

Key Takeaways

1. Commit Fully or Don't Go: Half-steps and "trying it out" don't work in the competitive US market
2. The Human Side Matters: Isolation, visa challenges for partners, and cultural adaptation are real hurdles that need planning
3. US Brands Embrace Innovation: American enterprises are more willing to work with startups and take risks on new technology
4. "Learn American": Understanding cultural references, sports, and social cues is crucial for business relationship building
5. Avoid the "Hollywood Sales Hire": Don't hire someone who succeeded on top of a machine; hire someone who can build the machine
6. Location Matters: Choose your US city based on where your customers and talent are located
7. Enterprise Sales Requires Face-to-Face: Accessibility and willingness to travel are essential for high-value deals
8. The 10-Year Journey: Building a great business takes time, and the "missteps make you great"

Notable Achievements & Metrics

• First 5 customers: Nike, Beats by Dre (Apple), Nestle, Starbucks, Levi's
• Funding rounds: Angel funding → Series A (Madrona) → Series B (Accel)
• Timeline: 4 years from founding to Series B, 2.5 years between A and B rounds
• 10-year journey: Successful scale in the US market

Resources Mentioned

• Companies Referenced: Nike, Beats by Dre, Apple, Nestle, Starbucks, Levi's, Opal
• Investors: Madrona (Seattle), Accel (Sand Hill Road)
• Locations: Portland, London, Bermondsey, Sand Hill Road
• Key Concepts: Product-market fit, founder-led sales, enterprise sales, visa challenges

About USXP

USXP are the launch to revenue experts European tech scaleup companies count on for successful US expansion. Our Team of experienced operators will lead your company through the entire lifecycle of readiness, launch, and scale in the US market. www.usxp.co

Hosts:

• David Rose - LinkedIn | X
• Matt Oxley - LinkedIn

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This episode is powered by Wilson Sonsini, providing legal counsel for technology companies and growth enterprises.

• Website: wsgr.com

Subscribe & Connect

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• Apple Podcasts
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Follow USXP:

• Website: usxp.co
• LinkedIn: linkedin.com/company/usxp
• X: @usXpartners
• YouTube: @USXPartners

Want to share your US expansion story on Scaling Stateside? Get in touch with the USXP team.