How can Tapio effectively enter new international markets and scale its carbon accounting tool to meet the changing regulatory and client demands landscape, while ensuring financial sustainability?
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- In response to the accelerating global climate crisis and the changing regulatory landscape, carbon accounting has become essential for companies seeking to achieve their sustainability goals. This thesis explores the international expansion strategy of Tapio, a Belgian scale-up offering an innovative carbon management software (SaaS), combined with expert consulting services. Given the limited domestic market and increased necessity of accelerating the corporate response to climate change, this study explores how Tapio can effectively enter and expand into new international markets, focusing on France and the Netherlands. A mixed-methods approach will be used, combining a qualitative analysis through interviews with industry experts and business frameworks. In addition, a quantitative analysis will be done, using other frameworks to identify the most promising target countries and entry strategies. A detailed financial model will be developed to assess the feasibility of two expansion scenarios: selling licenses remotely via partners and partial local presence with direct sales efforts. The results show that the second option: a strategy balancing partnerships with a local presence offers the best combination of growth potential and financial sustainability. This thesis provides concrete recommendations to help Tapio address competitive challenges, regulatory changes and market dynamics to become a leading provider of carbon accounting solutions in Europe. More broadly, the research contributes to the development of digital sustainability solutions in a complex and rapidly changing climate compliance environment.