This study exposes relevant tensions between deep-tech startups’ sound technological solutions, confronted with lack of marketing skills to communicate their unique value proposition for targeted customers. Incorporating technological foresight as an essential component of strategic foresight, this study explores how the interplay between firm internal technological, environmental, and market features influences enhanced foresight capabilities. The model is tested with Partial Least Square-Structural Equation Modelling (PLS-SEM) and uses survey data from managers of European deep-tech companies. PLS-SEM findings reveal a significant correlation between market features, tech features and environmental features jointly influencing enhanced foresight capabilities. The strong correlation between tech features and enhanced foresight capabilities give promising insight for upgrading this managerial capability as it influences successful scaling from laboratory to pilot customers. In turn, the lack of correlation between firm internal features and enhanced foresight capabilities proves that rapid technological advances outpace market readiness or customer adoption, claiming to replace “learning from the past” with “learning from the future”. The findings enrich the current body of knowledge, while the practical implication highlights how enhanced foresight capabilities enable deep tech firms to leverage technology dominance with desirable business agility, in order to adopt a virtuous cycle of capturing-market maker opportunities towards a future shaping builder.

中文翻译：

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爱上战略远见，而不仅仅是技术：欧洲深度科技初创公司的成功路线图


这项研究揭示了深科技初创公司的良好技术解决方案之间的相关紧张关系，这些解决方案面临着缺乏营销技能来向目标客户传达其独特价值主张的问题。本研究将技术预见作为战略预见的重要组成部分，探讨了企业内部技术、环境和市场特征之间的相互作用如何影响增强的预见能力。该模型通过偏最小二乘结构方程模型 (PLS-SEM) 进行测试，并使用欧洲深度科技公司经理的调查数据。 PLS-SEM 的研究结果揭示了市场特征、技术特征和环境特征之间存在显着相关性，共同影响增强的预见能力。技术特征和增强的前瞻能力之间的紧密相关性为升级这种管理能力提供了有希望的见解，因为它影响着从实验室到试点客户的成功扩展。反过来，公司内部特征与增强的前瞻能力之间缺乏相关性，证明快速的技术进步超过了市场准备或客户采用的速度，声称用“向未来学习”取代“向过去学习”。这些发现丰富了当前的知识体系，而实际意义则强调了增强的前瞻能力如何使深度科技公司能够利用技术主导地位和理想的业务敏捷性，从而采取良性循环，捕捉做市商机会，塑造未来的建设者。