Business model innovation of IT management consulting companies based on SAP ERP technology in Indonesia

https://doi.org/10.35912/ijamis.v2i2.3226
Published: Jul 24, 2025

Abstract:

Purpose: This study aims to examine how IT management consulting companies in Indonesia innovate their business models based on SAP ERP technology to remain competitive and adaptable amidst digital transformation demands. It explores the influence of technology, customer needs, profitability, and infrastructure on the evolution of their business strategies.

Research methodology: The study employs a qualitative descriptive approach using purposive and snowball sampling techniques. Data were collected through in-depth interviews and observations with top executives and senior consultants from three leading IT consulting firms: PT. Soltius Indonesia, PT. Sigma Cipta Caraka (Telkom Sigma), and PT. Wilmar Consultancy Services. Business Model Canvas (BMC) and Pivot Theory were used as the analytical frameworks to evaluate business model changes and innovation scores.

Results: The findings reveal that the consulting companies have shifted from traditional project-based models to data-driven, cloud-based, and subscription-oriented service models. Four main pivot dimensions resource-driven, offer-driven, customer-driven, and finance-driven underpin this transformation. Strategic innovations include co-creation approaches with clients, preconfigured ERP packages, KPI-based outcome services, and integration of AI, cloud, and analytics. These changes enable the companies to address growing demands for digitalization, efficiency, and insight-based decision-making.

Conclusions: Business model innovation enables IT consulting firms in Indonesia to adapt to digital transformation. By shifting to cloud-based, data-driven, and subscription models, they enhance flexibility, efficiency, and client value. Success depends on technology, customer needs, and organizational readiness, positioning these firms as strategic partners in digitalization.

Limitations: This study is limited to three case studies and relies on qualitative data, which may not capture the full spectrum of innovation practices across the broader consulting industry. The findings are context-specific and may not be generalizable without further quantitative validation.

Contribution: This study offers a strategic reference for IT consultants to adapt their business models through innovation aligned with digital trends.

Keywords:
1. Business Model Canvas
2. Business Model Innovation
3. IT Management Consultant
4. Pivot Theory
Authors:
1 . Blasius Febrianus Dwi SW
Telkom University, Bandung, Jawa Barat, Indonesia
https://orcid.org/0000-0001-5080-5032
2 . Siska Noviaristanti
Telkom University, Bandung, Jawa Barat, Indonesia
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SW, B. F. D., & Noviaristanti, S. (2025). Business model innovation of IT management consulting companies based on SAP ERP technology in Indonesia. International Journal of Accounting and Management Information Systems, 2(2), 113–129. https://doi.org/10.35912/ijamis.v2i2.3226
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Issue & Section
Vol. 2 No. 2 (2024): August
Articles
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This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.

References

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    Tavoletti, E., Kazemargi, N., Cerruti, C., Grieco, C., & Appolloni, A. (2022). Business model innovation and digital transformation in global management consulting firms. European Journal of Innovation Management, 25(6), 612-636. doi:https://doi.org/10.1108/EJIM-11-2020-0443

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  1. Afif, M. R. (2024). Analisis Faktor Kesuksesan Penerapan ERP di BUMN Industri Konstruksi (Studi Kasus di PT Wijaya Karya (Persero) Tbk). Journal of Syntax Literate, 9(9), 4745-4758. doi:https://doi.org/10.36418/syntax-literate.v9i9.16337
  2. Akmal, M. H. (2025). Strategic Management of Digital Transformation: Prioritizing Initiatives Using AHP in Indonesia’s IT Sector. Jurnal Bisnis dan Pemasaran Digital, 4(2), 111-131. doi:https://doi.org/10.35912/jbpd.v4i2.4530
  3. Barella, Y., Fergina, A., Mustami, M. K., Rahman, U., & Alajaili, H. M. A. (2024). Quantitative Methods in Scientific Research. Jurnal Pendidikan Sosiologi Dan Humaniora, 15(1), 281-287. doi:https://doi.org/10.26418/j-psh.v15i1.71528
  4. Cerruti, C., Tavoletti, E., & Grieco, C. (2019). Management Consulting: A Review of Fifty Years of Scholarly Research. Management Research Review, 42(8), 902-925. doi:https://doi.org/10.1108/MRR-03-2018-0100
  5. Fernandes, J. M., & Afonso, P. (2018). Changing and Pivoting the Business Model in Software Startups. In W. v. d. Aalst, S. Ram, M. Rosemann, C. Szyperski, & G. Guizzardi (Eds.), Lecture Notes in Business Information Processing (Vol. 336, pp. 157-171): Springer.
  6. Hutamy, E. T., Marham, A., Alisyahbana, A. N. Q. A., Arisah, N., & Hasan, M. (2021). Analisis Penerapan Bisnis Model Canvas pada Usaha Mikro Wirausaha Generasi Z. Jurnal Bisnis dan Pemasaran Digital, 1(1), 1-11. doi:https://doi.org/10.35912/jbpd.v1i1.453
  7. Ibatova, A. Z., Kuzmenko, V. I., & Klychova, G. (2018). Key performance indicators of management consulting. Management Science Letters, 8(5), 475-482.
  8. Iskandar, P. P., & Ratri, W. (2024). Factor Analysis of Enterprise Resource Planning Applications at PT. Hanampi Sejahtera Kahuripan. International Journal of Financial, Accounting, and Management, 6(3), 413-430. doi:https://doi.org/10.35912/ijfam.v6i3.2334
  9. Jerónimo, C., Pereira, L., & Sousa, H. (2019). Management consulting business models: operations through and for digital transformation. International Conference on Engineering, Technology and Innovation (ICE/ITMC), 1-6. doi:https://doi.org/10.1109/ICE.2019.8792592
  10. Joyce, A., & Paquin, R. L. (2016). The Triple Layered Business Model Canvas: A Tool to Design More Sustainable Business Models. Journal of Cleaner Production, 135, 1474-1486. doi:https://doi.org/10.1016/j.jclepro.2016.06.067
  11. Man, A.-P. d., Man, M. d., & Stoppelenburg, A. (2016). The Characteristics of New Business Models in Consulting: An Analysis of Practice. Academy of Management Proceedings(1), 16812. doi:https://doi.org/10.5465/ambpp.2016.16812abstract
  12. Miles, M. B., Huberman, M., & Saldana, J. (2014). Qualitative Data Analysis: A Methods Sourcebook. California: SAGE Publication.
  13. Park, G., Lee, S.-K., & Choi, K. (2021). Evaluating the service operating efficiency and its determinants in global consulting firms: a metafrontier analysis. Sustainability, 13(18), 10352. doi:https://doi.org/10.3390/su131810352
  14. Ramdani, B., Binsaif, A., & Boukrami, E. (2019). Business model innovation: a review and research agenda. New England Journal of Entrepreneurship, 22(2), 89-108. doi:https://doi.org/10.1108/NEJE-06-2019-0030
  15. Sibarani, R. M. (2019). The Culture Styles of Management Consulting Industry in Indonesia. Proceedings of the 2nd International Conference on Inclusive Business in the Changing World (ICIB 2019), 1, 143-150. doi:https://doi.org/10.5220/0008428501430150
  16. Sjödin, D., Parida, V., Jovanovic, M., & Visnjic, I. (2020). Value Creation and Value Capture Alignment in Business Model Innovation: A Process View on Outcome-Based Business Models. Journal of Product Innovation Management, 37(2), 158-183. doi:https://doi.org/10.1111/jpim.12516
  17. Specht, J. M., & Madlener, R. (2018). Business Models for Energy Suppliers Aggregating Flexible Distributed Assets and Policy Issues Raised. FCN Working Paper(7), 1-26. doi:https://dx.doi.org/10.2139/ssrn.3236095
  18. Sukmawati, S. (2023). Development of Quality Instruments and Data Collection Techniques. Jurnal Pendidikan Dan Pengajaran Guru Sekolah Dasar (JPPGuseda), 6(1), 119-124. doi:http://dx.doi.org/10.55215/jppguseda.v6i1.7527
  19. Suryanto, & Tyas, A. A. W. P. (2024). Enterprise Resource Planning Implementation Towards Improving Company Performance. Jurnal Ilmiah Manajemen Kesatuan, 12(3), 797-804. doi:https://doi.org/10.37641/jimkes.v12i3.2608
  20. Taherdoost, H. (2021). Data Collection Methods and Tools for Research; A Step-by-Step Guide to Choose Data Collection Technique for Academic and Business Research Projects. International Journal of Academic Research in Management (IJARM), 10(1), 10-38.
  21. Tahi Hamonangan Tambunan, T. (2011). Development of small and medium enterprises in a developing country: The Indonesian case. Journal of Enterprising Communities: People and Places in the Global Economy, 5(1), 68-82. doi:https://doi.org/10.1108/17506201111119626
  22. Tavoletti, E., Kazemargi, N., Cerruti, C., Grieco, C., & Appolloni, A. (2022). Business model innovation and digital transformation in global management consulting firms. European Journal of Innovation Management, 25(6), 612-636. doi:https://doi.org/10.1108/EJIM-11-2020-0443
  23. Wiraguna, R. T. (2021). Implementasi Pivot Strategy pada Startup dalam Menghadapi Persaingan (Studi pada Startup CV. Reddone Digital). Bisman (Bisnis dan Manajemen): The Journal of Business and Management, 4(1), 64-71.
  24. Yudistira, I. G. N. B., Astina, M. A., & Hum, M. (2025). Penerapan Standard Operating Procedure Room Service di Mandapa a Ritz-Carlton Reserve. Jurnal Studi Perhotelan dan Pariwisata, 2(2), 87-97. doi:https://doi.org/10.35912/jspp.v2i2.3248
  25. Yumiza, Y., Kurniawa, V. R. B., & Rezalti, D. T. (2024). Business Development Strategies Formulation based on Business Model Canvas, SWOT Analysis, and AHP. Primanomics: Jurnal Ekonomi & Bisnis, 22(2), 11-20. doi:https://doi.org/10.31253/pe.v22i2.2728