Several firms worldwide that attempted to penetrate the bottom of the pyramid (BOP) with digital service innovations have encountered disappointing returns. This article explores what capabilities firms should develop and how they should nourish them for value creation at the BOP. Using the multiple-case method, this study inductively derives persuasion, co-creation, adaptation, and self-sustainability as essential capabilities. Cumulative maneuvering of these capabilities resulted in a sand cone model. Both established incumbents and digital natives benefit from this model, which enables them to safeguard their digital offerings while penetrating or expanding within BOP markets.

中文翻译：

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金字塔底层成功数字服务创新的基本能力

全球范围内有几家试图通过数字服务创新渗透到金字塔底层 (BOP) 的公司都遭遇了令人失望的回报。本文探讨了企业应该发展哪些能力以及如何培养这些能力以在国际收支中创造价值。本研究采用多案例方法，归纳得出说服、共同创造、适应和自我维持等基本能力。这些能力的累积运用产生了沙锥模型。老牌企业和数字原住民都受益于这种模式，这使他们能够在渗透或扩展国际收支市场的同时保护其数字产品。