How do SMEs in the ICT sector in Ireland Internationalise - A multi case analysis

This dissertation aims to contribute to the understanding of how Irish SMEs internationalise in the ICT (information communication and technology) sector. Currently there is no single defined model which companies can adopt to successfully internationalise within the ICT sector. The author will use the model developed by Nessel (2013) to analyse and to explain a path to internationalisation for a SME in the ICT sector in Ireland. Accordingly, the author has done qualitative research on three Irish SME companies in the ICT sector. The research, as per the original Nessel (2013) model, seeks to match the characteristics of the three companies with the two main theories of internationalisation process: the Born Global and Stages models. There will also be a focus on what are the key drives for an SME to internationalise. The author found there are many parts and combinations needed for an SME to internationalise. The entrepreneur/founding team need to have the right characteristics: he/it need to be innovative, a risk taker, and have a constant focus on growth of the company. In order to enable the company to internationalise quickly, the entrepreneur/founding team also need market knowledge, international experience, and international networks built up from their previous international experience. These characteristics, coupled with products or services that are innovative and unique using a strategy of differentiation that makes the product or service attractive to companies in foreign markets. In this study the author found that most importantly SMEs require strong objective characteristics to internationalise. Once they have or acquired these objective characteristics the SMEs could entry foreign markets by means of their private and professional networks in so enable the company to internationalise