Serendipitous Network Internationalization

Abstract

This chapter addresses the internationalization case of an ICT (information and communication technology) company in the services sector. After an initial review of the theoretical framework on the internationalization of SMEs, where it is found that the subject is still under-researched, and an analysis of the criteria these companies follow to select markets to be addressed, the case of a company whose internationalization efforts were based on the anticipation of an internal market shock and on the leveraging of serendipitous network connections, with very relevant business impact and financial results, is analyzed. The case study ends with a “what-if” approach, where the taken approach is confronted with a more structured “textbook-like” theoretical scenario of market selection, with significant differences arising from the comparisons made.