Expanding a business beyond national borders is, for many entrepreneurs, a natural step toward growth. However, internationalization requires more than ambition or a competitive product. ‘The biggest mistake is believing it’s enough to translate the website and open a foreign tax ID,’ says Thiago Oliveira, CEO of Saygo, a Brazilian holding company with over 23 years of experience in foreign trade and currency exchange services.
According to him, lack of planning and understanding of risks can compromise not only international operations but the business itself in Brazil.
Brazilian companies entering the global market face obstacles such as legislative differences, customs requirements, tariff barriers, and cultural adaptation. According to a survey by the National Confederation of Industry (CNI), 64% of companies that attempted to export in 2024 faced challenges with foreign sanitary regulations and taxes. Additionally, 57% reported currency barriers as a major bottleneck.
‘Sustainable global growth only happens with strategic clarity,’ says Oliveira. He points out that the process starts with adapting the product or service to the target market—from technical specifications to packaging and consumer communication. ‘The same solution that performs well in Brazil may fail abroad if not localized for the audience,’ he explains.
Another critical aspect is financial planning. Without a well-structured foreign exchange policy, companies are exposed to the volatility of the dollar and other strong currencies. ‘We see companies with operational profits eroded by exchange losses that could be avoided with proper management,’ reports the CEO of Saygo. According to him, tools like hedging, foreign currency accounts, and the Drawback regime, which allows tax exemptions for exporters, are essential in this context.
However, the expansion challenge is not limited to operations. The journey is also influenced by the entrepreneur’s ability to build strategic alliances. Oliveira argues that partnerships with local distributors, logistics hubs, and international accelerators are key to reducing risks and speeding up growth. ‘Internationalization is a team sport. Those who try to do it alone usually fail,’ he summarizes.
Saygo, which currently advises over 3,000 companies in Brazil and abroad, has observed a growing trend of entrepreneurs exploring markets like Canada, Europe, and Southeast Asia as alternatives to the US, amid new tariffs and trade uncertainties. ‘Diversifying destinations and entry channels is an irreversible trend. But it requires technical, legal, and cultural preparation,’ he emphasizes.
Thiago Oliveira’s story, who began his career as a delivery worker and now leads an ecosystem with operations in currency exchange, technology, and social impact, reinforces the argument that scaling is different from growing. ‘The difference between a good idea and an impactful business lies in execution. And when it comes to scaling abroad, that execution must be even more disciplined and strategic,’ he concludes.
