경제성장의 견인차역할을 하는 대표적인 지식산업으로 중요도를 더해 가고 있는 소프트웨어관련 벤처기업이 어떠한 방식으로 국제화를 추진하는 것이 바람직한가를 기존의 국제화 이론과 신국제벤처 이론에서 제시하는 국제화 요인을 기초로 국내 소프트웨어 관련 벤처기업들의 성공적인 해외진출 사례를 살펴봄으로써, 어떠한 방법으로 해외진출을 모색하는 것이 바람직한가를 살피고자 한다. 본 연구는 패키지 소프트웨어 업체 중에서 해외시장 진출을 적극적으로 모색하고 있거나, 이제 갓 성공적으로 첫 진출을 한 국내 기업을 대상으로 그들의 경험을 통해 해외시장 진출의 핵심성공요인(key success factor)이 무엇이었으며, 해외시장 진출의 어려움은 무엇이었는가를 파악해 앞으로 정부차원에서 국내 패키지 소프트웨어 기업들의 성공적인 해외진출을 어떻게 지원할 것인가를 파악하는데 있다. 심층 면접에 의한 실증연구결과 대부분의 기업들이 해외시장 진출에 실패한 이유로는 제품기획 및 해외시장 진출에 대한 장기적인 준비부족, 해외시장에 대한 과소평가, 해외시장 진출 초기의 자금부족, 현지에서의 네트워크 형성에 실패한 경우로 볼 수 있었으며, 해외시장진출의 핵심성공요인으로 미래신기술 분야 경쟁력 또는 기존 기술제품 경쟁력, 국내시장에서의 성공경험, 해외시장에서의 경험과 비전 등을 들수 있다.

This paper aims to find out a desirable way for Korea’s software ventures to successfully tap foreign markets, examining successful cases built on an extensive in-depth interview with key decision makers of firms that have made successful foreign market entry. A brief literature review precedes the case study, covering the theory of internationalization and international new venture. This study attempts to identify the key success factors of tapping foreign markets, the barriers and difficulties faced by venture firms in their process of internationalization, and the ways how to overcome the barriers. The government level support for these firms are also drawn from the case study. The cases based on in-depth interviews reveal the reasons of success and failure simultaneously. The identified failure factors are lack of product planning, lack of preparation before entering foreign markets, lack of financial capability in the beginning of foreign market entry, lack of business networks in the targeted foreign markets, and lack of understanding foreign market. On the other hand, the key success factors are competitiveness of existing technical products and new technology field, strong foothold in the domestic market, international experiences of the firms and visions of decision makers.

This paper aims to find out a desirable way for Korea’s software ventures to successfully tap foreign markets, examining successful cases built on an extensive in-depth interview with key decision makers of firms that have made successful foreign market entry. A brief literature review precedes the case study, covering the theory of internationalization and international new venture. This study attempts to identify the key success factors of tapping foreign markets, the barriers and difficulties faced by venture firms in their process of internationalization, and the ways how to overcome the barriers. The government level support for these firms are also drawn from the case study. The cases based on in-depth interviews reveal the reasons of success and failure simultaneously. The identified failure factors are lack of product planning, lack of preparation before entering foreign markets, lack of financial capability in the beginning of foreign market entry, lack of business networks in the targeted foreign markets, and lack of understanding foreign market. On the other hand, the key success factors are competitiveness of existing technical products and new technology field, strong foothold in the domestic market, international experiences of the firms and visions of decision makers.

Software, Venture business, Globalization, Key Success Factor, Foreign Market Entry