Abstract

High-tech small and medium-sized enterprises (SMEs) are forced to rapidly enter global markets due to market fragmentation and fierce competition. The aim of this paper is to describe difficulties and potential solutions for these companies entering the US market. This study utilised action research to analyse 60 attempts of Finnish high-tech SMEs entering the US. This study indicates that companies ought to start their internationalisation process early, be proactive and utilise the learning-by-doing method. Obtaining business knowledge of their target market, acquiring expertise to their board and management and networking locally seems crucial for success.