Internationalization of a Software Firm in Colombia -Case Study Sophos Banking Solutions

Sara Marcela Ochoa-Giraldo, GopiKannan Gurusamy, Maria Alejandra Gonzalez-Perez


The internationalization phenomenon can be described as the set of processes which helps identifying, entering, establishing and expanding to international markets. Depending on the company and its industry, different internationalization processes might be entertained. This study analyzes the entry modes and market selection strategies followed by Sophos Banking Solutions, a Colombian software company, and also identifies the influencing factors determining their internationalization process. By exploring the existing theories on internationalization and comparing them with the firm’s strategy for internationalization, the study identifies whether the firm used the same or different strategy to enter different international markets. The paper also identifies how variables such as managerial influence and network relationships determine the firm’s internationalization process. The results illustrate that multiple internationalization theories can be related to the different strategies being followed, but after analyzing the different strategies, we concluded that the firm’s internationalization process could be better understood using LLL model.


Internationalization process, software firms, Colombia

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