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Reference no. E157
Subject category: Entrepreneurship
Published by:
Stanford Business School (2003)
12 November 2003
25 pages
Data source:
Field research


The case offers an overview of a medium-sized networking startup that designs and sells a switch that virtualizes many of the functions (firewall, SSL acceleration, traffic monitoring/management) in a data center. The case focuses on this company's early decision to expand sales overseas. Less than 18 mos after incorporation, the company chose to sell its products through channel partners in three geographic regions (Japan, Korea-Singapore-Hong Kong, and Europe). The case explores the nature of these channel relationships and addresses some of the challenges associated with doing business overseas.


Networking; Data center services; Virtualization; International channel sales; VARs (value-added resellers); Systems integrators
200 employees, $50 million annual gross revenues
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