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Product cover image for Solinas Integrity: Scaling a Climate Technology Start-Up in India

Solinas Integrity: Scaling a Climate Technology Start-Up in India

Suresh Srinivasan

Product #:W44794
Supplier:Ivey
Discipline:Entrepreneurship, Strategy
Setting:India, 2023
Details:Case (PDF) • 21 pages • 2025-08-19

Subjects:

Emerging marketsEntrepreneurshipStrategy

Industries:

Construction and engineering

Geography:

IndiaAsia
Your Price:$9.71

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In September 2023, the founders of the Indian climate technology start-up Solinas Integrity Pvt. Ltd., based in Delhi, India, were contemplating how to grow and scale up their venture. The company developed robotics and artificial intelligence technology to address water and sewage problems in the country. The company’s client base mainly consisted of urban local bodies, which were local municipal corporations that implemented water and sewage projects at the city level. The first issue was how to overcome challenges such as a compromised public procurement policy, government corruption, and various entry barriers set up by current competitors in the industry. The founders were also wondering how to choose the right business strategy from three distinctive options business-to-government, business-to-business, or business-to-business-to-government. Each option presented specific risks, marketing and selling costs, customer acquisition costs, and life time value. The founders had to determine which strategy was most suitable for their company.

Learning Objectives

This case is designed for courses on strategic management, strategic thinking, and strategy execution at the undergraduate, graduate, and executive MBA levels. The case is suitable for strategy students to reflect on previously covered strategy concepts for a start-up environment. It covers challenges that arise in scaling start-ups in an emerging market context that is marred by regulatory bottlenecks and institutional underdevelopment. It can also be used in specialized courses on emerging markets, entrepreneurship, technology adoption, marketing, and sales. Finally, the case can be used in executive workshops and management development programs or short-duration sessions. In such situations, the instructor can selectively focus on the relevant learning outcomes that have been targeted. After completion of this case, students will be able to accomplish the following objectives:
  • Understand the importance of NMSs and CPAs in emerging markets, and how such capabilities are key components of the resource bundle to bring together the concept of resource-based view.
  • Discuss how consultative selling can play a role in deepening technology adoption from early adapters to attract mass market customers, especially in an environment with high CAC and low LTV.
  • Understand the concept of go-to-market strategies in scaling a start-up venture.
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Case Study: Solinas Integrity: Scaling a Climate Technology Start-Up in India (English version) | Ivey Publishing