Internationalisation of a Digital B2B Freelancer Matching Platform in the Consulting Industry, the Case of COMATCH
- In this work the business case and model of a closed freelancer matching platform named COMATCH is introduced to explain the company’s internationalisation and growth prac-tises. Underlining the utmost importance of networks in today`s B2B environment of the consulting industry, the case shows where digitalisation is nevertheless gaining ground, and at which speed. Firstly, underlying principles are reviewed (the revised Uppsala model, the born global firm, the gazelle theory) and the current growth and change of the consulting industry displayed. Then, by generating an inside-out look of the two-sided marketplace based on qualitative research, the case companies perspective is developed. Both approaches are concluded to extract managerial implications. Lastly, possibilities and limitations of the work and approach are discussed.