Navigating foreign market entry on a budget : A Strategy for Scale-Up Companies with Limited Financial Resources
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This master’s thesis investigates strategies for scale-up companies with limited financial
resources to enter foreign markets successfully. The research addresses a significant gap in
understanding how SMEs aiming to scale up can achieve international growth despite their
financial constraints. The primary objective is to answer the main research question: “How can
scale-up companies with limited financial resources enter foreign markets successfully?”. This
question is explored by combining both theoretical frameworks with the empirical case study of
two companies, Almada Label and Måndag, which successfully entered foreign markets with the
support of the consulting company Abraca.
The study begins by reviewing the characteristics of scale-up companies and the specific
challenges they may encounter, including financial constraints. This review includes an analysis
of the literature on internationalisation, scaling up, and foreign market entry, highlighting the
factors critical for efficient market entry on a budget. The methodology employed includes
qualitative case research, data collection through in-depth interviews, and comparative analysis
of the case companies.
The findings from this research provide valuable insights into effective strategies for overcoming
financial constraints. These strategies include leveraging strategic partnerships, optimising
resource allocation, and employing cost-effective market entry modes. The case studies illustrate
practical applications of these strategies, demonstrating how the companies navigated their
financial limitations to achieve successful market entry. The research also emphasises the
importance of thorough market research, strategic planning, and adaptability in the foreign market
entry process.
The thesis concludes with a practical step-by-step guide designed specifically for scale-up
companies with limited financial resources. This guide offers actionable recommendations for
each stage of the market entry process, from initial market research to the implementation of entry
strategies. This comprehensive approach aims to provide scale-up companies with the tools and
knowledge needed to expand internationally while managing financial constraints effectively.