Mémoire-projet

Abstract

This thesis explores how strategic partnerships boost the commercial growth of small tech companies offering AI solutions for industrial B2B markets, focusing on PEPITe, a Belgian company. PEPITe's software, DATAmaestro, and its methodology, OPTImaestro, help optimize industrial operations by maximizing production data usage. With a presence in plastics, steel, hydrogen, and HVAC sectors, PEPITe stands out for its innovative edge and lack of direct competition.

Challenges for PEPITe include resistance to change, skepticism toward new technologies, and competition from larger companies. Strategic partnerships are vital in addressing these challenges, enhancing credibility, accessing new markets, and driving innovation. Collaborations with institutions, universities, and large enterprises can significantly boost PEPITe's market position.

The research question examines how strategic partnerships impact the commercial development of AI tech companies in industrial B2B sectors. The study combines theoretical analysis with a practical case study of PEPITe, using qualitative methods like semi-structured interviews. Key concepts include partnership nature, B2B business models, SME growth, and high-tech roles in industry.

Findings highlight partnership benefits like resource sharing, innovation, market expansion, and new customer access. Successful partnerships require aligning objectives, managing trust and communication, and assessing compatibility. The study provides actionable recommendations for PEPITe and similar companies to leverage partnerships for sustained growth and competitive advantage.