Whether you are an Independent Software Vendor
(ISV) with an innovative application and a vision to bring its benefits to millions of small businesses around the world or
one with an ingenious way to enable large enterprises to become more
competitive, choosing the right business model to expand internationally will
be critical to your success.
Now that you have done your homework – determined
which customer segments to target, refined your value propositions, researched
the best countries to enter and analyzed your global and local competition – one
key question remains: do you go direct with a local sales office or do you sell
indirectly through partner channels?