Evaluating the role of local partnerships in the international expansion of German B2B startups

: overcoming market entry barriers through strategic alliances

Abstract

This thesis examines how local partnerships enable German B2B startups to enter international markets more quickly. It focuses on the role of partnerships as a tool to compensate for internal gaps and to navigate global expansion under pressure. The study draws on qualitative data from semi-structured interviews with founders, expansion team members, investors, and an incubator mentor involved with German B2B startups. Using the Gioia methodology, the data was coded and analyzed to identify patterns in how partnerships shape internationalization strategies. Research reveals that German B2B startups choose foreign markets because of outside chances rather than their own preparedness. This causes a conflict because limited resources clash with the need for speed. Teaming up with local partners helps solve this problem by giving early market access. These partnerships also build trust with local players and help meet regulatory requirements. Startups use them to adapt quickly in unfamiliar markets. Over-reliance, however, can slow capability development and create strategic risk. Startups introduce trial periods or clear role definitions as safeguards. Partnerships are used as temporary substitutes for internal strength but require active management. The study shows that partnerships are not just a means to enable early internationalization. They are also a response to internal limitations under time pressure. Startups use them to move quickly while being mindful of the dangers of dependency, treating them as short-term tools rather than long-term fixes. This reveals a pattern of calculated reliance, where speed is gained at the cost of delayed capability building.

Date of Award	10 Jul 2025
Original language	English
Awarding Institution	Universidade Católica Portuguesa
Supervisor	Sílvia Isabel Cristina Taveira de Almeida (Supervisor)