Scaling Strategies for Industrial Small Tech Firms: Exploring the Market Scaling Process, Barriers, and Outcomes
研究了工业小型科技企业如何通过系统化数字解决方案试点，进而采用生态系统规模化或服务化规模化两种策略实现市场扩张，揭示了不同策略下的活动配置与过程。
Scaling is both the main goal and the ultimate challenge for industrial small tech firms (STFs). This is particularly true when firms offer complex and innovative digital solutions for industrial applications. We delineate scaling strategies deployed by STFs, uncovering the underlying configuration of activities driving the scaling process. This study reveals a distinctive sequence, where scaling evolves from a common phase of systematic digital solution piloting, into two distinctive strategies called ecosystem scaling (i.e., solution market evaluation, ecosystem development, and horizontal partner-led scaling activities) and servitization scaling (i.e., customer insights mining, service operations development, and vertical customer-led scaling activities).