Objective: The aim of this study is to analyze the strategy of valuation of technolgy companies, especially of a Brazilian cloud computing spin-off , focused on the market of small and medium-sized enterprises, in order to guide entrepreneurs in this sector to the phases of participation negotiation to raise funds for Venture Capital investor for the purpose of expanding or shutdown of the business.Methodology: A case study was carried out in a specific spin-off, , focusing on solutions of software for business management for small and medium-sized enterprises.Originality: The market for cloud computing grew, in Brazil, 47% in 2016, what indicate a great potential for new companies focused on this segment. and that offer these services to their customers. Thus, it becomes relevant, the study of growth, expansion or sales strategies of these enterprises.Main results: The application of the results obtained from this study can be useful to guide the fundraising strategies for the purpose of expanding these cloud computing enterprises through their evaluation both for future entrepreneurs and investors.Theoretical Contributions: This study involves the application of a valuation method for a spin-off of a company that operates in the cloud computing segment for Venture Capital Investors fundraising, which represents a contribution for both entrepreneurs and investors.
The present study aims to analyze the entrepreneurial behavior of owners of small and mediumsized enterprises software in order to identify behaviors and actions that can improve their organizational performance. The study was conducted in a resales network of a national company of Enterprise Resource Planning-ERP software, which has more than 100 companies representing the country. These resellers have entrepreneurs with different behaviors, with great difference in the final results and their individual performance. The work is based on a theoretical review about entrepreneurial behavior, organizational performance, small and medium-sized companies in the technology and entrepreneurship industry, aiming more understanding of these topics. A descriptive study was carried out, with the application of a quantitative survey with the owners of these companies, through a structured and validated questionnaire based on the literature, which was made available online. The results obtained indicate that the entrepreneurial behaviors of self-realization, planning, innovation, in addition to the entrepreneurial aggressiveness construct, are of greater significance for greater organizational performance, As well as some of the sociodemographic characteristics of its owners, such as company time between 5 and 15 years and within the age range between 26 and 45 years. The study presents proposals for training, recruitment and management for the owners of the resellers and for the managers of the company studied, in order to strengthen some of the entrepreneurial behaviors of the owners of the resellers, in search of the increase of their organizational performance. These results apply just for this research, because the sample is not probabilistic and cannot be generalized.
Para o mercado de PeQUenas e mÉdias emPresas decio Krakauer CEO e proprietário da empresa Ramo Sistemas Digitais, focada em ERP, CRM, BI e B2B soluções. Jane aparecida marques Doutora em Ciências da Computação pela USP. Professora livre-docente da área de Comunicação e Marketing na USP.
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