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

This study examines the use of value-add partners in the internationalization process of small software producers. The characteristics of the software industry are presented and the value networks of this industry are illustrated. The software market is characterized by high-levels of uncertainty. The nature of the market supports externalization through network relationships and drives companies towards co-operation. The usage of partners is a prominent way to deploy company’s activities and to take advantage of its own strengths. Value-adding partners are often enabling software producer’s internationalization. The study uses case-study method to provide a better view about the use of value-add partners in internationalization. The results of the research show that smaller companies in the software sector can and should use partners in their internationalization.