Paper info

INTERNATIONALIZATION OF SYSTEMIC SOFTWARE PRODUCERS - Use and Selection of Value Adding Partners

Jari Varis, Olli Kuivalainen and Sami Saarenketo

The paper was published at the 17th IMP-conference in Oslo, Norway in 2001.

This study examines the use of value-add partners in the internationalization process of smallsoftware producers. The characteristics of the software industry are presented and the valuenetworks of this industry are illustrated. The software market is characterized by high-levels ofuncertainty. The nature of the market supports externalization through network relationships anddrives companies towards co-operation. The usage of partners is a prominent way to deploycompany's activities and to take advantage of its own strengths. Value-adding partners are oftenenabling software producer's internationalization. The study uses case-study method to providea better view about the use of value-add partners in internationalization. The results of theresearch show that smaller companies in the software sector can and should use partners in theirinternationalization.