Overview

Companies that have business in foreign markets are worth much more than companies that only have customers domestically. Even just small export ratios can increase the value of a technology company more than ten times. Software companies typically commence international expansion before they are firmly settled in their domestic markets, before they have a professional management infrastructure in place and at a time where they can allocate only tiny budgets to the endeavour. Going Global on a Shoestring is a handbook for the executives and business developers in small and medium sized software-companies (20-200 employees) that lay out the strategies for global expansion as well as perform the actual field work with winning the first customers abroad. It is a book about how to get the first customers outside your domestic market. We could call it establishing the bridgehead or building the foundation for further growth. Getting the foundation in place and then scaling it to market leadership are two very different tasks. This book is mainly about the first task and not so much about the other. The book is based on Everett M. Rodger's principles around Diffusion of Innovations, Alexander Osterwalder's business model framework, thirty case software industry stories and the author's personal experience with growing companies from incubation to global market leadership. It provides a practical approach to international expansion, when you cannot afford making big mistakes.

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Finally, there is a book that is directing this journey practically and in a straightforward manner. By using the principles presented, more software products can find more customers worldwide. ★★★★★ Gönül Kamali, Chairman at YASAD, The Turkish Software Industry Association, Istanbul, Turkey. Having an innovative product is a good start, but it doesn't always make customers beat a path to your door. Hans Peter's book is a toolbox with hacks that can produce great results for the small software company that has a great product, but not the deep pockets required for traditional marketing and sales. ★★★★ Gregorio Navarro, CEO at Wepall, software for robots, Murcia, Spain. Business development is not a synonym for sales. That is especially true in an international context. This book provides the framework for how smaller software companies can exploit the global potential of their products faster and without making the huge investments required by the traditional approaches. ★★★★★ Allan Martinson, CEO at XOLO, the virtual business platform, Tallinn Estonia. Regardless of the business or industry that you're in, the global marketplace will always be larger than the domestic one. This book provides a framework and simple-to-implement tips for software companies with limited budgets to take advantage of their global potential with strategies such as thought leadership development. ★★★★★ Pamela Campagna, professor at Hult International Business School, Cambridge, Massachusetts, USA.

Finally, there is a book that is directing this journey practically and in a straightforward manner. By using the principles presented, more software products can find more customers worldwide. Goenul Kamali, Chairman at YASAD, The Turkish Software Industry Association, Istanbul, Turkey. Having an innovative product is a good start, but it doesn't always make customers beat a path to your door. Hans Peter's book is a toolbox with hacks that can produce great results for the small software company that has a great product, but not the deep pockets required for traditional marketing and sales. Gregorio Navarro, CEO at Wepall, software for robots, Murcia, Spain. Business development is not a synonym for sales. That is especially true in an international context. This book provides the framework for how smaller software companies can exploit the global potential of their products faster and without making the huge investments required by the traditional approaches. Allan Martinson, CEO at XOLO, the virtual business platform, Tallinn Estonia. Regardless of the business or industry that you're in, the global marketplace will always be larger than the domestic one. This book provides a framework and simple-to-implement tips for software companies with limited budgets to take advantage of their global potential with strategies such as thought leadership development. Pamela Campagna, professor at Hult International Business School, Cambridge, Massachusetts, USA.

Author Information

Hans Peter Bech is a bestselling author and a professional blogger on international business development in the IT industry. Hans Peter also facilitates workshops for the TBK Academy(R) and is an advisor for governments and companies. He holds an M.Sc. in Macroeconomics and Political Science from the University of Copenhagen.

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