Barreiras comerciais de entrada de software no Brasil: um guia para empresas americanas

Abstract

This study investigates the trade barriers faced by American software companies exporting to Brazil, focusing on a Silicon Valley company seeking to establish itself in the Brazilian market. The research employs a qualitative descriptive analysis of regulatory and tax data (SEC, FTC, ANPD, Receita Federal) alongside interviews with 10 sales professionals active in both countries. Results show that Brazil's complex tax structure, with rates reaching up to 40% on software, significantly impacts costs and sales success. Cultural differences also play a crucial role, with the Brazilian market requiring a more relational and personalized sales approach, emphasizing trust and interpersonal communication. The study concludes that cultural adaptation and formalizing a local presence, through a CNPJ, are essential for the success of American companies in Brazil. Future research coul