The journey of a fast-growth Indian tech startup: a case study in international trade and expansion
Tech startups are at the heart of innovation and global disruption. For an Indian techand Enterprise Investment Scheme (EIS) startup aiming for international growth, the road to success involves not only innovative solutions but strategic planning, robust financial management, and expert guidance. This case study explores the journey of a fast-growing Indian tech startup, detailing how we, as accountants and tax advisors, supported them through their early stages, fundraising, cross-border transactions, and international expansion.
The startup story: from vision to execution
Our client, a promising Indian tech company founded by a group of ambitious entrepreneurs, aimed to revolutionise the social media sector with a cutting-edge product. However, scaling a business from India to global markets presents unique challenges - particularly in raising funding and navigating cross-border tax and regulatory complexities. The founders understood the need for a solid foundation in financial management and strategic advice to make their vision a reality, and that’s where we came in.
Phase 1: initial setup and structuring
Our first step was to ensure that the company was structured correctly. We worked with the founders to choose the best legal and tax structure, ensuring it was optimised not just for Indian regulations but also for future international growth. From setting up the UK registered company to ensuring the proper handling of Intellectual Property (IP) and drafting shareholder agreements, we laid the groundwork for a scalable business.
As an Indian company aiming for international trade, it was essential to account for the complexities of cross-border transactions. We made sure the structure allowed for efficient operations in both India and potential new markets, like the EU and the US, while remaining compliant with UK tax laws.
Our deep understanding of both Indian and international tax laws allowed us to guide the startup on global tax optimisation strategies, helping them expand while minimising tax liabilities across multiple jurisdictions. We also advised them on Research & Development (R&D) tax credits, ensuring they leveraged all available incentives to fuel their innovation.
Phase 2: fundraising strategy: SEIS, EIS registration, and early capital raising
With the business structure in place, the next focus was fundraising. We guided the founders through the process of applying for Seed Enterprise Investment Scheme (SEIS) and Enterprise Investment Scheme (EIS) registrations in the UK, making the company more attractive to investors. These tax-efficient schemes were crucial for raising capital, especially when introducing investors from both India and abroad.
Our network of angel investors played a significant role here. We connected the founders with high-net-worth individuals interested in supporting Indian tech startups, enabling a successful pre-seed round and seed round. At the same time, we offered tax advisory services to help the founders navigate UK tax laws, ensuring they were optimally structured for future rounds of funding.
Phase 3: scaling up and navigating growth – private equity and cross-border transactions
As the company grew, we helped them scale their operations. The need for Private Equity (PE) investment was imminent as the founders began to explore larger funding rounds. We introduced them to PE firms, ensuring the company was prepared for detailed due diligence. During this phase, we also provided essential tax advisory services to ensure that they were compliant with the tax regimes of the countries they were expanding into.
Managing cross-border transactions became a critical part of the advisory process. Working with our Moore Global network colleagues, we ensured the company navigated the complexities of Indian Foreign Exchange Management Act (FEMA) regulations, optimised their transfer pricing strategy, and advised on cross-border VAT, ensuring that all international transactions were structured to avoid unnecessary tax burdens.
Phase 4: employment law and tax advisory for the owners
Alongside company growth, the founders needed ongoing support in employment law and taxation. We worked with them to structure tax-efficient remuneration for the owners, balancing salary, dividends, and other benefits to minimise personal tax liabilities. Our advice on share options and employee stock ownership plans (ESOPs) helped the founders incentivise key talent while maintaining tax efficiency.
This phase also involved advising on complex issues arising from being an Indian-origin startup with international operations, ensuring the founders remained in full compliance with both Indian and international employment laws.
Phase 5: international trade and expansion
With funding secured and operational structure in place, the company turned to international expansion. Given its Indian roots, the company’s global expansion required careful attention to cross-border taxation and international trade regulations. We assisted the founders in expanding into markets like the US, the EU and Canada ensuring compliance with VAT/GST regulations.
Phase 6: ongoing support – a trusted advisor for long-term success
Throughout the startup’s journey, we remained a trusted advisor, continuously helping the founders navigate the challenges of growth, mergers, and potential exits. While we have provided strategic advice on exit options, the founders continue to focus on building a unicorn - focusing on growth, scaling, and market leadership. Our ongoing support ensures that the company is always positioned for long-term success, whether they are preparing for an IPO or exploring other strategic exits.
Conclusion: a journey of strategic support
This case study highlights the importance of having the right financial and tax advisors by your side, especially when scaling a tech startup from India to the global market. Our guidance on company setup, fundraising, cross-border tax, and international trade helped the company not only secure initial funding but also grow sustainably in new markets.
As the company continues to build toward its unicorn status, we are proud to have been a trusted partner on their journey by helping them transition from a startup to a global success story. For Indian companies aspiring to grow internationally, a solid financial strategy and expert advice are essential to navigating the complexities of both domestic and international markets. For further information, contact Vijay Tanna, Partner at Moore Kingston Smith LLP on 020 4582 1890, or by email [email protected].
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Sabina Ciofu is Associate Director – International, running the International Policy and Trade Programme at techUK.
Based in Brussels, she leads our EU policy and engagement. She is also our lead on international trade policy, with a focus on digital trade chapter in FTAs, regulatory cooperation as well as broader engagement with the G7, G20, WTO and OECD.
As a transatlanticist at heart, Sabina is a GMF Marshall Memorial fellow and issue-lead on the EU-US Trade and Technology Council, within DigitalEurope.
Previously, she worked as Policy Advisor to a Member of the European Parliament for almost a decade, where she specialised in tech regulation, international trade and EU-US relations.
Sabina loves building communities and bringing people together. She is the founder of the Gentlewomen’s Club and co-organiser of the Young Professionals in Digital Policy. Previously, as a member of the World Economic Forum’s Global Shapers Community, she led several youth civic engagement and gender equality projects.
She sits on the Advisory Board of the University College London European Institute, Café Transatlantique, a network of women in transatlantic technology policy and The Nine, Brussels’ first members-only club designed for women.
Sabina holds an MA in War Studies from King’s College London and a BA in Classics from the University of Cambridge.
Policy Manager for International Policy and Trade, techUK
Daniel Clarke
Policy Manager for International Policy and Trade, techUK
Dan joined techUK as a Policy Manager for International Policy and Trade in March 2023.
Before techUK, Dan worked for data and consulting company GlobalData as an analyst of tech and geopolitics. He has also worked in public affairs, political polling, and has written freelance for the New Statesman and Investment Monitor.
Dan has a degree in MSc International Public Policy from University College London, and a BA Geography degree from the University of Sussex.
Outside of work, Dan is a big fan of football, cooking, going to see live music, and reading about international affairs.
Theo joined techUK in 2024 as EU Policy Manager. Based in Brussels, he works on our EU policy and engagement.
Theo is an experienced policy adviser who has helped connect EU and non-EU decision makers.
Prior to techUK, Theo worked at the EU delegation to Australia, the Israeli trade mission to the EU, and the City of London Corporation’s Brussels office. In his role, Theo ensures that techUK members are well-informed about EU policy, its origins, and its implications, while also facilitating valuable input to Brussels-based decision-makers.
Theo holds and LLM in International and European law, and an MA in European Studies, both from the University of Amsterdam.
Lewis' programmes cover a range of policy areas within Market Access (international trade regulation, sanctions and export controls, technical standards and product compliance, supply chains) and Consumer Tech (media and broadcast policy, consumer electronics, and connected home technology).
Prior to joining techUK, Lewis worked in government affairs and policy roles for international trade associations in Southeast Asia including the American Malaysian Chamber of Commerce and the European Chamber of Commerce in Cambodia.
He holds an undergraduate degree in Social and Political Sciences from the University of Cambridge and an MSc in Public Policy & Management from SOAS University of London.
Tess joined techUK as an Policy and Public Affairs Team Assistant in November of 2024. In this role, she supports areas such as administration, member communications and media content.
Before joining the Team, she gained experience working as an Intern in both campaign support for MPs and Councilors during the 2024 Local and General Election, and working for the Casimir Pulaski Foundation on defence and international secuirty. She has worked for multiple charities, on issues such as the climate crisis, educational inequality and Violence Against Women and Girls (VAWG). In 2023, Tess obtained her Bachelors of Arts in Politics and International Relations from the University of Nottingham.
