SoftBank’s Global Playbook: Insights for Founders

Why I’m Writing This

Everyone knows Softbank's iconic investments. For some reason, it's top of mind, but one of the things I've been looking at more closely since Softbank joined Raincoat (the startup I'm part of) is the amount of knowledge they've about all the companies in their portfolio.

Ever thought your products could expand globally, if only you had the right playbook? That’s exactly what SoftBank Vision Fund explored in a recent Sōzō report. Two of its portfolio stars, Databricks and Wiz, offer global expansion lessons that founders can use now, without needing a billion-dollar bank account.

Here are the top lessons founders can borrow, and put to work right now.

1. Start With the Why and Where

SoftBank-backed teams begin with research, not hype. Databricks built a “Databricks 4000” global customer model to find markets with the highest demand. They didn’t jump because a VC told them to, they knew which countries made sense.

Key takeaway: Always have a data-backed ‘why’ for each market. Use any source, industry reports, customer data, etc., to avoid jumping too fast.

2. Commit Before You Close

Databricks in Germany started with fly-ins. But in Japan? They built an office, hired a local GM, and staffed up with massive commitment. Wiz did the same: a deep customer-first presence, no single sales rep, and a call quota.

Key takeaway: A slow launch is fine. But when you go in, go all the way. Offices and leadership matter a lot in some places.

3. Customize Support & Culture

Wiz learned that Japan expects deep, local customer support, and full product localization. Unlimited PTO? Doesn’t mean much where staff value predictable schedules.

Key takeaway: Adapt to cultural and operational norms. Support, benefit packages, language, and sales cycle lengths.

4. Hire or Hire, just Do It

SoftBank stars moved execs across regions: sales VPs to Singapore and EMEA heads to London. These local leaders aren't copies; they’re cultural anchors.

Key takeaway: Your first hires abroad should be locals or trusted core team members who can carry your culture and know your market.

5. Put Patience in the Plan

In Germany and Japan, sales cycles run 6–9 months, not weeks. Wiz executes knowing full well patience pays later in loyalty.

Key takeaway: Budget for the cash burn and timeline realities of each region. Quick wins are rare, but durable wins can really drive growth.

Outrun the 60% Failure Rate.

Only about 40% of global expansions turn even a small profit. That’s why clarity, commitment, and local fit aren’t just nice, they’re must-haves.

Your Founder Action Plan

1. Run your market selection data

2. Build your case for one launch country

3. Decide: fly-in, hybrid, or full office play

4. Plan local hiring + fully localized support

5. Set expectations with your investors on timeline and costs

Sebastián Vidal
Founder, Off the Radar

Full article here, enjoy!