Open Journal Systems

Key Success Factors for 5G Technology Commercialization in Telecommunication Company Case Study of an Established XYZ Company in Indonesia

Sahat Hutajulu, Wawan Dhewanto, Eko Agus Prasetio, Priyantono Rudito


Abstract. Technology commercialization is the long process to bring technology from the research domain into the commercialization area to end-users with monetizing purposes. This study analyzes critical success factors for 5G technology commercialization in an established company in Indonesia. By defining the most significant factors, a company can strategize the most effective investments to important factors only and avoid other less meaningful areas. 5G is approaching fast, and some of the major early adopters Mobile Network Operators (MNO) have already deployed 5G within this year. However, some other MNOs or telecom companies, in general, remain skeptical, considering the wide range of new business cases, the readiness of industries, and twice significant capital investment compare to predecessor technology 4G. This study is based on interpretivism philosophy and uses Qualitative semi-structured in-depth interviews, observation, and deductive scenario planning as the methodology. Use cases, innovation ecosystem, and technology complementary are found to be the key success factors for 5G commercialization in an established company. The novelty of this study is to identify the key success factors for technology commercialization specific for the 5G technology context in Indonesia. Three axes deductive scenario planning using critical success factors as the uncertainties are considered as the originality of this study.

Keywords:  Key success factors, technology commercialization, established company, 5G


Key Success Factors; Technology Commercialization; Established Company; 5G.

Full Text:



Aslani, A., Eftekhari, H., Hamidi, M., & Nabavi, B. (2015). Commercialization methods of a new product/service in ICT industry: Case of a science & technology park. Organizacija, 48(2), 131-138.

Baldassarre, F., Ricciardi, F., & Campo, R. (2017). The Advent of Industry 4.0 In Manufacturing Industry: Literature Review and Growth Opportunities. Dubrovnik: University of Dubrovnik. Retrieved from

Carayannis, E. G., & Campbell, D. F. (2009). 'Mode 3'and'Quadruple Helix': toward a 21st century fractal innovation ecosystem. International journal of technology management, 46(3-4), 201-234.

Chen, C. J. (2009). Technology commercialization, incubator and venture capital, and new venture performance. Journal of Business research, 62(1), 93-103.

Datta, A. (2011). Essays on technological innovations: Commercialization and radicalness [Doctoral dissertation, Washington State University]

Duhm, E. J., & Wielockx, A. (1991). From research to volume production. International Journal of Technology Management, 6(1-2), 123-130.

Eesley, C. E., Hsu, D. H., & Roberts, E. B. (2013). The contingent effects of top management teams on venture performance: Aligning founding team composition with innovation strategy and commercialization environment. Strategic Management Journal, 35(12), 1798–1817.

Eisenhardt, K. M., & Schoonhoven, C. B. (1990). Organizational growth: Linking founding team, strategy, environment, and growth among U.S. Semiconductor ventures, 1978–1988. Administrative Science Quarterly, 35(3), 504-529.

Elayoubi, S., Bedo, J.-S., Filippou, M., Gavras, A. Giustiniano, D., … Tjelta, T. (2017). 5G innovations for new business opportunities. Mobile World Congress, Feb 2017, Barcelone, Spain.

Galbraith, C. S., Merrill, G., & Campbell, K. (1991). The vertical transfer of technological know-how in the navy research and development community. The Journal of High Technology Management Research, 2(1), 15–33.

Gbadegeshin, S. (2018). Lean Commercialization: A New Framework for Commercializing High Technologies. Technology Innovation Management Review, 8(9),50–64.

Golish, B. L., Besterfield?Sacre, M. E., & Shuman, L. J. (2008). Comparing academic and corporate technology development processes. Journal of Product Innovation Management, 25(1), 47-62.

Gopal, B. G., & Kuppusamy, P. G. (2015). A comparative study on 4G and 5G technology for wireless applications. IOSR Journal of Electronics and Communication Engineering, 10(6), 67-72.

Hanafizadeh, P., Hashemi, A., & Parvin, E. S. (2009). Robust strategic planning employing scenario planning and fuzzy inference system. International Journal of Decision Support System Technology (IJDSST), 1(3), 21-45.

Huang, Y., I, C.-L., Yang, G., Yu, J., Shen, X., & Li, K. (2017). Adding Value to 5G Ecosystem. (n.d.). Retrieved from

Institute for The Future (IFTF). (2019). 20 Combinatorial Forecasts: The Technology Horizon. Retrieved from

Ismudiar, W. K., & Rufaidah, P. (2016). Marketing Innovation on Personal Electronic Products. The Asian Journal of Technology Management, 9(1), 37-51.

Jacob, S. A., & Furgerson, S. P. (2012). Writing interview protocols and conducting interviews: Tips for students new to the field of qualitative research. The Qualitative Report, 17(6), 1-10.

Jensen, R., & Thursby, M. (2001). Proofs and prototypes for sale: The licensing of university inventions. American Economic Review, 91(1), 240-259.

Khan, A., Minokuchi, A., Tsubouchi, K., Kunito, G., & Iwashina, S. (2018). Technology and Standards Accelerating 5G Commercialization. IEICE Transactions on Communications, e102–b(3), 410-417.

Kirchberger, M. A., & Pohl, L. (2016). Technology commercialization: a literature review of success factors and antecedents across different contexts. The Journal of Technology Transfer, 41(5), 1077-1112.

Kublik, F., Stones, A., von Glischinski-Kurc, M., Kang, C., Borggreve, A., & Whysall, J. (2017). Shell Energy Scenarios Germany [Brochure]. Germany: Royal Dutch Shell Plc.

Li, Y., Guo, H., Liu, Y., & Li, M. (2008). Incentive mechanisms, entrepreneurial orientation, and technology commercialization: Evidence from China’s transitional economy. Journal of Product Innovation Management, 25(1), 63–78.

Marshall, C., & Rossman, G. B. (2014). Designing qualitative research. London: Sage publications.

Marabissi, D., Mucchi, L., Fantacci, R., Spada, M. R., Massimiani, F., Fratini, A., ... & Fedele, L. (2019). A real case of implementation of the future 5G city. Future Internet, 11(1), 4.

Meyers, A. D. (2009). Commercialization of innovative technologies: Bringing good ideas to the marketplace. Journal of Commercial Biotechnology, 15(4), 374-375.

Miller, G. T., Spoolman, S. E., Malatesta, K., Yip, L., Marinkovich, A., Hugel, R., ... & Ciemma, R. (2009). Living in the Environment: Concepts, Connections, and Solutions, 16e. International Student Edition. Belmont: Brooks/Cole, Cengage Learning.

Moore, J. F. (1993). Predators and prey: a new ecology of competition. Harvard business review, 71(3), 75-86.

Natarajan, P., Hedge, V., & Ramalingegowda, C. (2019, Feb 26th). 5G Technology: The Future of Connectivity. Retrieved from

Nevens, T. M. (1990). Commercializing technology: What the best companies do. Planning Review, 18(6), 20–24.

Porter, M. (1980). Competitive strategy. New York: Free Press.

Oztemel, E., & Gursev, S. (2018). Literature review of industry 4.0 and related technologies. Journal of Intelligent Manufacturing, 31, 127-182.

Radosevich, R. (1995). A model for entrepreneurial spin-offs from public technology sources. International Journal of Technology Management, 10(7–8), 879–893.

Ringland, G., & Schwartz, P. P. (1998). Scenario planning: managing for the future. John Wiley & Sons.

Roberson, B. F., & Weijo, R. O. (1988). Using market research to convert federal technology into marketable products. The Journal of Technology Transfer, 13(1), 27-33.

Rogers, E. M. (1962). Diffusion of Innovation 4th Edition. Free Press.

Santos, F. M., & Eisenhardt., K. M. (2005). Constructing markets and organizing boundaries: Entrepreneurial action in nascent fields. Working paper, INSEAD.

Saunders, M. N., & Lewis, P. (2012). Doing research in business & management: An essential guide to planning your project. Harlow, England: Pearson.

Schoemaker, P. J. (1993). Multiple scenario development: Its conceptual and behavioral foundation. Strategic management journal, 14(3), 193-213.

Schwartz, P. (1991). The Art of the Long View: Paths to Strategic Insight for Yourself and Your Company. New York: Doubleday.

Shell (Producer). (2017, December 11th). Navigating an Uncertain Future [Video file]. Retrieved from in 10th July 2019 at 15:50.

Shell (Producer). (2013, June 4th). Impact and Influence [Video file]. Retrieved from in 10th July 2019 at 15:50.

Siegel, R. A., Hansen, S., & Pellas, L. H. (1995). Accelerating the commercialization of technology: Commercialization through co-operation. Industrial Management & Data Systems, 95(1), 18-26.

Singtel. (2019). 5G Garage. (n.d.). Retrieved from

Slater, S. F., & Mohr, J. J. (2006). Successful development and commercialization of technological innovation: Insights based on strategy type. Journal of product innovation management, 23(1), 26-33.

Suharto, Y. (2014). Linking Technology Capabilities to Marketing Requirements: Case of Indonesian Aircraft Industry. The Asian Journal of Technology Management, 7(1), 9-18.

Taylor-Powell, E., & Renner, M. (2003). Analyzing Qualitative Data, Program Development and Evaluation. University of Wisconsin-Extension Cooperative Extension, Madison, Wisconsin.

Teece, D. J. (2007). Explicating dynamic capabilities: the nature and micro foundations of (sustainable) enterprise performance. Strategic management journal, 28(13), 1319-1350.

Teja, A. (2017). Indonesian FinTech business: New innovations or foster and collaborate in business ecosystems? The Asian Journal of Technology Management, 10(1), 10-18.

Thomas, W. (2014). Modelling and Qualitative Scenarios. PowerPoint Presentation of OECD – NAEC Seminar. Retrieved from OECD_NAEC/oecd-presentation-shell-thomas-1-dec14-v1.

Tudzarov, A., & Gelev, S. (2017). Requirements for next generation business transformation and their implementation in 5G architecture. International Journal of Computer Applications, 162(2), 31-35.

Vora, L. J. (2015). Evolution of mobile generation technology: 1G to 5G and review of upcoming wireless technology 5G. International journal of modern trends in engineering and research, 2(10), 281-290.

Wood, S. C., & Brown, G. S. (1998). Commercializing nascent technology: The case of laser diodes at Sony. Journal of Product Innovation Management 15(2), 167-183.

Yole Development. (2017, Oct 12th). 5G’s impact on RF front-end industry: How will wireless infrastructure and cell phone terminals change in the next decade. Retrieved from

Zadeh, N. K., Khalilzadeh, M., Mozafari, M., Vasei, M., & Ojaki, A. A. (2017). Challenges and difficulties of technology commercialization? a mixed-methods study of an industrial development organization. Management Research Review 40(7), 745-767.

Zahra, S. A., & Nielsen, A. P. (2002). Sources of capabilities, integration and technology commercialization. Strategic Management Journal, 23(5), 377-398.



  • There are currently no refbacks.