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Scaling strategies for industrial small tech firms : exploring the market scaling process, barriers, and outcomes
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A1 Alkuperäisartikkeli tieteellisessä aikakauslehdessä
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23
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California Management Review, Volume 68, issue 1, pp. 32-54
Abstract
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).
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Publisher Copyright: © The Regents of the University of California 2025. This article is distributed under the terms of the Creative Commons Attribution 4.0 License (https://creativecommons.org/licenses/by/4.0/) which permits any use, reproduction and distribution of the work without further permission provided the original work is attributed as specified on the SAGE and Open Access pages (https://us.sagepub.com/en-us/nam/open-access-at-sage).
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Garcia Martin, P C, Koporcic, N, Sjödin, D & Parida, V 2025, 'Scaling strategies for industrial small tech firms : exploring the market scaling process, barriers, and outcomes', California Management Review, vol. 68, no. 1, pp. 32-54. https://doi.org/10.1177/00081256251374721