01780nas a2200229   4500008003900000022001400039245008800053210006900141260004200210300001000252490000600262520110400268653001601372653002001388653001801408653002501426653002001451653001401471653001301485100001601498856003601514       2012                          d  a1927-032100aMarket Channels of Technology Startups that Internationalize Rapidly from Inception0 aMarket Channels of Technology Startups that Internationalize Rap  aOttawabTalent First Networkc10/2012  a32-370 v23 aThe 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 "born global" 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. 10aborn global10achannel partner10aglobalization10ainternationalization10amarket channels10amarketing10astartups1 aYoos, Simar  uhttp://timreview.ca/article/618