<?xml version="1.0" encoding="UTF-8"?><xml><records><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Simar Yoos</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">Market Channels of Technology Startups that Internationalize Rapidly from Inception</style></title><secondary-title><style face="normal" font="default" size="100%">Technology Innovation Management Review</style></secondary-title></titles><keywords><keyword><style  face="normal" font="default" size="100%">born global</style></keyword><keyword><style  face="normal" font="default" size="100%">channel partner</style></keyword><keyword><style  face="normal" font="default" size="100%">globalization</style></keyword><keyword><style  face="normal" font="default" size="100%">internationalization</style></keyword><keyword><style  face="normal" font="default" size="100%">market channels</style></keyword><keyword><style  face="normal" font="default" size="100%">marketing</style></keyword><keyword><style  face="normal" font="default" size="100%">startups</style></keyword></keywords><dates><year><style  face="normal" font="default" size="100%">2012</style></year><pub-dates><date><style  face="normal" font="default" size="100%">10/2012</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/618</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><volume><style face="normal" font="default" size="100%">2</style></volume><pages><style face="normal" font="default" size="100%">32-37</style></pages><abstract><style face="normal" font="default" size="100%">The study of technology startups that internationalize rapidly from inception has increased in recent years. However, little is known about their channels to market. This article addresses a gap in the &quot;born global&quot; literature by examining the channels used by six startups that internationalized rapidly from inception as well as the programs they used to support their channel partners and customers. The six startups examined combined the use of the Internet with: i) a relationship with a multi-national, ii) distributors, iii) re-sellers, or iv) a direct sales force. They also delivered programs to support partners and customers that focused on communications, alliance and network development, education, marketing and promotion, and financial incentives. 

This article informs entrepreneurs who need to design go-to-market channels to exploit global opportunities about decisions made by other entrepreneurs who launched born-global companies. Normative rules and practitioner-oriented approaches are needed to help entrepreneurs explain and apply the results presented in this article. </style></abstract><issue><style face="normal" font="default" size="100%">10</style></issue><custom1><style face="normal" font="default" size="100%">Carleton University
Simar Yoos has 15 years of experience launching and growing companies as well as helping international companies to solve commercialization-related conflicts. He is currently completing his MASc degree in Technology Innovation Management at Carleton University in Ottawa, Canada. His research examines how technology startups can accelerate their internationalization from inception. Simar also holds a Business Administration degree with specialization in Marketing from Univali (University of Vale do Itajaí) in Brazil, and he has a certification in International Trade and Negotiation Skills from Concordia University in Montreal, Canada.</style></custom1></record></records></xml>