Matthew Westaway and Lethabo Motsoaledi, co-founders of the award-winning conversation intelligence and compliance monitoring solution, Voyc, have just returned from a week-long trip in America with the ScaleNL West Coast ’23 Cohort. ScaleNL is a collaborative growth platform dedicated to propelling Dutch tech scaleups into the U.S. market.
Join us as we engage in a discussion with Matthew and Lethabo about their experience, exploring the highs, challenges, and valuable lessons from this exciting opportunity.
How did the collaboration with ScaleNL come about?
Matthew:
The Techleap community for scaleup tech companies in the Netherlands shared some information on ScaleNL, and they encouraged applications. When we looked further into it, it looked like it was meant to be – a group of founders with a shared ambition of expanding into the U.S. supported by an organisation with a strong network of operators and investors that want to help.
Lethabo:
We immediately saw it as an opportunity for us to dig deep into figuring out our expansion, more specifically how we are going to grow and enter the U.S. market. We researched the experiences of other founders in the program – their stories, successes, and the benefits they gained. It became clear that joining ScaleNL would open a door of opportunities. So, we applied, and despite the rigorous process, we were selected among the final 12 out of the 80 applicants. We take great pride in this collaboration.
What were the goals of your recent trip to America?
Matthew:
We really wanted to see whether we can replicate the success we have in the UK. Our goal was to explore potential markets and assess the viability of our solutions in the American tech ecosystem.
Lethabo:
Exactly that, we aimed to understand how we would establish our market presence within the U.S. We understand the UK very well and have positioned Voyc perfectly, but we realise that even though our product works, we need to make sure we are speaking about what matters to our customers.
Can you share some highlights or key moments from the trip?
Lethabo:
Definitely presenting in Silicon Valley to the Prime Minister of the Netherlands, the Minister of Economic Affairs, and Gradient Ventures was a standout moment. Out of 12 firms present on the trip, only three were selected to present that day. It was an honour to showcase Voyc to such an inspiring group of people. The experience was amazing, one that we won’t forget.
Matthew:
For me, it was probably our visit to Silicon Valley Bank in Menlo Park. I had a conversation with a successful Dutch entrepreneur named Douwa Kiela, holding a Ph.D. in AI from Stanford. During this conversation, I asked about the growth of AI customer service agents and the future need for a solution like Voyc. He predicts an even bigger demand than we have now. He used an analogy of self-driving cars: we see heightened standards of quality and compliance expected by the public from these vehicles, and similar expectations will arise for AI agents. Of course, Lethabo and I will always see the need for Voyc, but hearing this from a successful entrepreneur in the field was undoubtedly a great moment.
Were there any surprises or unexpected discoveries during the trip that influenced your perspective on the industry or your business?
Lethabo:
We knew the U.S. market differed from Europe, but the extent of the differences were quite phenomenal. We quickly realised that the only similarity between the U.S. and the UK is language, but even though we speak the same language, interpretations can vary. Additionally, the U.S. has 50 states, each requiring its own ‘strategic approach’ as the markets within those states differ widely. These insights only became clear when we were physically there on the ground, experiencing and understanding everything for ourselves.
Matthew:
In a conversation with Vignesh Ravikumar, one of the partners at venture capital firm Sierra Ventures, I asked a similar question to the one I mentioned previously regarding AI customer service agents. He revealed an ongoing debate within the round tables he regularly attends. The topic is whether quality and compliance checks should be conducted by vendors of these AI agents or entrusted to third parties such as Voyc. This is, of course, an industry trend that directly impacts our operations. Staying aware and on top of these developments is crucial for navigating the ever-evolving landscape in which we operate.
Were there any challenges faced during the trip, and how were they overcome?
Matthew:
Juggling time zones posed its challenges, as coordinating with both clients and our team in Amsterdam and Cape Town required planning and some sacrificed sleep. It was particularly eye-opening as we aspire to acquire as many clients as we can in the U.S. one day. Despite the hurdles, the experience was invaluable. It reinforced the need to remain agile and adaptable.
Lethabo:
Adjusting our communication style to resonate with Americans. Coming from Europe, especially the Netherlands – where things are more direct – we often downplay what we’ve achieved. What I really enjoyed about the American context was how upbeat and full of energy it is. It was a challenge, but a positive experience figuring out how to talk about ourselves and Voyc in that same lively way.
What sets Scale NL apart as a partner, and how does it align with Voyc’s values and goals?
Matthew:
Straight off the bat – they directly align with our value of ‘people over everything.’ It’s so clear that this initiative is built on a desire to help others achieve. There is no hidden agenda. They have an outspoken commitment to fostering relationships and providing unbiased support – a truly amazing environment to exist in and a great initiative to be a part of.
Lethabo:
I’ll echo that. ScaleNL is genuinely committed to paying it forward and pulling out all of the stops to help startups succeed. It’s their belief that, once these companies hit their stride, they’ll pay it forward, aligning seamlessly with our ‘people over everything’ value, as Matthew pointed out. It’s also a principle we picked up during our Techstars days – putting people first and embracing a ‘give first’ approach. We’re firm believers that if a company gives opportunities and shares ideas first, that value will eventually come full circle.
Is there anything else you would like to share about your trip to America or your collaboration with Scale NL?
Matthew:
I would first say that the pace of the U.S. stood out. Everything – from communication to decision-making – happens so quickly. It’s a very passionate and exciting market to enter, but definitely something we need to tackle at full speed.
Lethabo:
We can’t wait to move to America. It’s an amazing market. Voyc loves America, and I feel that America will love Voyc. We know that this journey is going to be a lot of work, but it is such an exciting time and opportunity for our growth. We are planning on going there very strong.
Matthew:
Another point I’d like to mention that I reflected on during our time there, is how all scaleups are facing the same problems; we aren’t alone. Engaging in conversations and observing how other scaleups tackled challenges showed us that if one has solved it one way, it’s highly likely the same solution can be used by ourselves.
Final thoughts
It’s evident that the journey with ScaleNL has been an exhilarating chapter for Voyc thus far. Matthew and Lethabo’s experiences have filled the team with enthusiasm about their future in the U.S. The shared values between Voyc and ScaleNL not only serve as the foundation for this collaboration but also instil confidence in the company’s journey into the U.S. market. With a commitment to these values, a fast approach, and the support of the huge ScaleNL’s network, Voyc is poised for success. Keep an eye out for Voyc as it continues to carve its path into the U.S. market.
