How does the SCALE2US program work and who can become its participant

Asror Arabjanov, Co-founder of Silkroad Innovation Hub

About Me

I am the co-founder of Silkroad Innovation Hub. This is a hub and platform located in Silicon Valley, in the city of Palo Alto, with the goal of helping our startups, technology companies, and corporations enter the American market, serving as a bridge between our region and the Valley.

About the SCALE2US Program

Many who work on startups or are involved in the IT industry in our region know that countries and IT hubs are developing startup ecosystems and actively increasing IT exports. IT export is primarily the export of IT services. This is how large corporations operate, such as EPAM and the Indian company Infosys, which successfully compete in international markets.

When creating new products, companies often engage outsourced IT services. Even technology giants outsource part of their work to third-party contractors when they need additional resources. The American market actively uses outsourcing: Offshore — working with companies from other continents, Nearshoring — cooperation with neighboring countries, such as Mexico and Latin America, Onshoring — transferring IT services within the USA.

Uzbekistan and Kazakhstan are rapidly becoming IT service hubs, offering services to the global market. There are already more such companies in the region than technological startups, and many of them aim to enter foreign markets, especially the US — the largest IT market with a volume of about 300 billion dollars per year.

To help IT service companies reach an international level, a special hybrid program was created. Part of the training will take place online and offline, while key stages will be held in Silicon Valley. Successful entry into the American market requires personal presence and building long-term business relationships.

Participation in the Program

Applications are accepted until March 15. You can apply on the website scale2us.com. If a team does not have English-speaking employees or developers, the company is likely not yet ready. And for the sake of participating in the program, it is not worth hiring people who have just joined the team.

We focus on companies with 10-15 employees, a quality project or service, a strong portfolio, and the necessary qualifications. Knowledge of English is a minimum requirement for successful market entry.

First Stage: Selection and Analysis of Startups

The program includes three stages; however, for startups, there are effectively two, since the third represents a preliminary selection process. Despite this, significant work is already being done at this stage: after receiving applications and information about startups, it is necessary to conduct interviews with their teams and involve profile specialists to assess their potential. The main goal is to determine which companies are truly ready to enter the American market.

Another important aspect is identifying the startup's key specialization and its market value. It is not enough to simply claim a wide range of services, for example: "We do everything — from crisis consulting to website development and AI solutions." It is important to define the strengths of the project and formulate a clear story that will attract clients and investors, since a clear and structured narrative works more effectively than just a list of services. This is exactly what we will help startups with by adjusting their positioning.

During the first stage, not only selection but also individual work with each startup is conducted, including those who ultimately do not pass. Perhaps at the initial stage the project meets the criteria, but during the interview process, it may turn out that the current level of knowledge, competencies, and resources is insufficient for successful entry into the American market.

Second Stage: Online Training

During this stage, participants will receive comprehensive knowledge necessary for entering the American market.

The program covers a wide range of topics, including:

— understanding the specifics of the American market and business culture
— legal and tax aspects
— risk management
— key market trends and legislative norms.

Special attention is paid to business operations — effective structuring of the company, personnel management, and interaction with clients. Issues such as employee rotation across projects, setting KPIs, and adapting business processes to the requirements of American clients will be considered.

Additionally, the program includes a block on digital promotion and marketing. For example, if an IT company enters the American market but its website contains text in Russian or Uzbek, potential clients will find it difficult to understand its value. We will analyze positioning errors and teach how to properly adapt marketing materials.

An important part of the training is the sales process. Participants will study key stages:

— market entry strategy
— cold calls and email outreach
— handling incoming requests
— building effective networking.

Third Stage: Practical Experience in Silicon Valley

The final phase of the program is a five-month bootcamp in Silicon Valley, providing practical experience for participants.

At this stage, a representative of the startup team, whom the company plans to appoint as the head of the American division or branch, immerses themselves in the program. Their main task is to consolidate the knowledge gained and apply it in practice under real market conditions.

The program includes:
— individual work with trainers and trackers
— support in closing deals and developing partnerships
— adapting business processes to the American market.

Results

In the long term, our goal is to create a sustainable flow of orders and clients from the US to our region. We plan to develop the program as a separate brand with its own reputation, so that in the future its participants will be considered as certified service companies that have undergone selection and training.

We strive to form an ecosystem in which companies from our region can become the next major players in the IT services market, similar to Infosys, EPAM, Wipro, and Accenture.

The short-term goal of the program is to help each participating company start receiving orders, work with clients from the US, and become pioneers in entering the American market.

Recommendations

We will analyze key mistakes during the accelerator, examining the most common problems faced by companies from our region when entering the market.

There is no universal formula for success, but one of the main mistakes is trying to work "with one foot here and the other there." Entering the American market requires significant investments: in the team, processes, client management, tools for handling requests, and customer support.

The approach of "I'll try, and if it doesn't work, I'll come back" rarely leads to success. You need to make a conscious decision and consistently work on its implementation. Entering a new market is a long-term process that requires time, resources, and investments in innovations and internal company processes. The biggest mistake is viewing this as a temporary experiment that can be easily canceled in case of failure.

Plans

We plan to conduct the SCALE2US program every year, focusing not only on quantity but also on quality, selecting strategically important companies. If 10 companies annually go through the program, and at least some of them establish themselves in the American market, that will be a great success.

In addition to this program, we also work with startups. This year, a major startup competition will take place in an online format. Winners will have the opportunity to go to Silicon Valley for a week-long program as part of TechCrunch.

Additionally, we have planned new startup acceleration programs, the details of which we will announce later. Stay tuned — the first updates will appear on the The Tech channel.