Tecnologie digitali e nuovi modelli di business per le imprese Born Global

Framing of the research. The application of digital technologies is modifying traditional business models, reshaping the existing organizational structures and relationships. Purpose of the paper. This study aims to understand the impact of digital technologies in shaping the business models of companies in their internationalization path. Methodology. The analysis approach is based on two case studies of companies that have developed their internationalization path by relying on digital technologies. Results. The results highlight how digital technologies and collaborative design tools can represent the basis for new business models. According to this perspective, new types of Born Global companies can be identified, with a role of “digital-based process coordinator”, for the management of complex projects. Research limitations. The study was conducted in only one country and, within it, only one region. Further studies should consider cases from other regions and other countries, as well as different sectors. Managerial implications. The emergence of new roles opens up market spaces for companies able to offer specialized services which are not based only on technical and IT-related skills, but which combine digital skills with coordination and relational skills, even informal ones, which still characterize business interactions. Originality of the paper. The paper highlights how digital technologies allow the emergence of new roles and new business models in sectors traditionally anchored in the production of low-tech goods. The link between producers and end users can be reorganized in an innovative way, even in the international dimension of the market. Born Global companies can enrich themselves with this profile, which can be identified in the digital basis of the business model.