TY - JOUR T1 - Market Channels of Technology Startups that Internationalize Rapidly from Inception JF - Technology Innovation Management Review Y1 - 2012 A1 - Simar Yoos KW - born global KW - channel partner KW - globalization KW - internationalization KW - market channels KW - marketing KW - startups AB - 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 "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. PB - Talent First Network CY - Ottawa VL - 2 UR - http://timreview.ca/article/618 IS - 10 U1 - 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 ItajaĆ­) in Brazil, and he has a certification in International Trade and Negotiation Skills from Concordia University in Montreal, Canada. ER -