How relationships foster the internationalization of startups in the space tech industry

The aim of this article is to analyze the role of relationships in the internationalization process of space tech startups. After reviewing the recent literature on startups and firm internationalization, we conduct an empirical analysis of Italian space tech startups. We collected 6 semi-structured interviews with startups that activated international marketing activities, and other actors involved in their internationalization process such as an incubator and the national trade agency. Preliminary findings identify the actors involved in the startups’ internationalization and the relationships activated in the process that enhance this process. We also discuss the marketing tools that emerged as key in reaching new markets and customers in the tech space industry, such as trade fairs and digital media.