INTRODUCTION

Going international can be an exciting and rewarding process for growing technology companies. When it is done properly it will lead to higher profit margins, wider recognition of the company's technology, and ultimately a higher market value for the enterprise. It has been said that when technology companies go international they do it three times. The first time is when they develop a channel that does not perform as well as expected; the second is when they learn from their mistakes and improve the performance of their distribution network; and the third time is when they establish their own offices to sell direct.

The Path to International Success:

For companies that do succeed, there is a clear path to success that they follow: