Domestic small-and medium-sized technology companies (SMTC) that are currently plotting their strategic direction are faced with a daunting competitive environment today. On the one hand, SMTCs are struggling to survive in the lull of a once-booming and competitive US technology market. On the other hand, should they look outside the US market, they are faced with the prospect of competing head-on with large multinational corporations that have already established a global presence.
The pervasive belief surrounding international expansion of any scale is that it is not an initiative to be launched by a company with limited resources-a belief that would eradicate the entire SMTC segment from the global technology marketplace if taken seriously. The result is that SMTCs hold off on any non-domestic activities until financial and human resources are comfortably able to accommodate a new market entry. Niko Partners, an international business consultancy for small- and medium-sized technology companies, believes that waiting for a high comfort-level would be too late for SMTCs, and in fact could mean the loss of critical competitive ground in the long term. The true first hurdle to globalization is not a resource issue but is the achievement of the strategic global awareness of how
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