ANALYSIS OF PT TELKOM INDONESIA (PERSERO) TBK'S READINESS FOR CORPORATE TRANSFORMATION FROM A BUSINESS-TO-CONSUMER (B2C) MODEL TO A DIGITAL BUSINESS-TO-BUSINESS (B2B) MODEL IN RESPONDING TO GLOBAL BUSINESS COMPETITION: A CASE STUDY OF PT TELKOM INDONESIA (PERSERO) TBK
DOI:
https://doi.org/10.62567/micjo.v3i3.2557Keywords:
Corporate Strategy, Business , Transformation, B2B Digital, Global Business , Competition, PLS-SEMAbstract
The Indonesian telecommunication industry is currently experiencing saturation in the Business-to-Consumer (B2C) market segment, prompting PT Telkom Indonesia (Persero) Tbk to aggressively execute business transformation by shifting toward a Business-to-Business (B2B) Digital model to maintain relevance amidst increasingly competitive and dynamic global business competition. This shifting phenomenon demands comprehensive internal readiness, particularly regarding resource orchestration and marketing ambidexterity maturity to balance traditional connectivity business with the exploration of high-value digital service innovation. This research employs a quantitative methodology with descriptive and causal approaches to dissect and objectively measure the level of organizational readiness in facing such market disruptions. Primary data collection was conducted with 385 respondents consisting of employees and strategic stakeholders involved in the transformation process at PT Telkom Indonesia using a nonprobability sampling technique with a purposive sampling method. All collected data were subsequently processed and tested using the SmartPLS version 4 analysis tool to ensure accuracy in modeling the complex relationships between the variables. The data analysis techniques utilized include descriptive statistics to provide a general overview of the data and variance-based Structural Equation Modeling (PLS-SEM) to test the significance of relationships between latent variables within the research model. The research findings project that corporate strategy significantly and positively influences business transformation success and B2B Digital model development, while simultaneously providing a strong direct impact on strengthening the company's competitiveness at the global level. The analysis results also indicate that internal transformation effectiveness and the implementation of B2B digital solutions are primary determinants capable of substantially enhancing the company's ability to compete across borders in the digital platform era. Furthermore, the mediating roles of business transformation and B2B Digital model variables have proven to be crucial in reinforcing the link between corporate strategic orientation and the achievement of sustainable international competitive advantage. Overall, this study provides an empirical foundation regarding the importance of precise resource orchestration for Telkom Indonesia to realize its vision as a preferred digital telco capable of winning competition in international markets.
Downloads
References
Abdillah, W., & Hartono, J. 2015. “Partial Least Square (PLS): Alternatif Structural Equation Modeling (SEM) Dalam Penelitian Bisnis.”
Adelia Monesi, Leony, and Prawira Fajarinda Belgiawan. 2023. “International Journal of Current Science Research and Review Factors Influencing Customer Purchase Intention in B2B Telecommunication Industry.” doi:10.47191/ijcsrr/V6-i1-42.
Arikunto, Suharsimi. 2013. “Prosedur Penelitian.”
Arti Lestari 1*, Jayadi2, Arif KY3, Harry Wiyanto4. 2025. “Pengaruh Personal Branding, Kepercayaan, Dan Engagement Terhadap Keputusan Konsumen Pada Akun Instagram Karin Novilda.”
Bintang, Rismayanti, and Hendra. 2023. “Peran Teknologi Informasi Terhadap Kinerja Perusahaan Multinasional Dalam Menghadapi Persaingan Bisnis Global.” INNOVATIVE: Journal Of Social Science Research 4(1): 682–95.
Compagnucci, Lorenzo, Francesca Spigarelli, Paolo Sernani, Emanuele Frontoni, and Paolo Seri. 2025. “A Systematic Literature Review of Business-to-Business Platforms for the Digital Transformation of the Manufacturing Industry: Taking Stock and Advancing through Research.” Technovation 148. doi:10.1016/j.technovation.2025.103330.
Cui, Jiuying, Ying Liang, Lihong Zhao, Yan Qin, Qiuping Li, Xianjiu Liao, and Liqing Li. 2023. “Application Progress of Modern Information Technology in the Teaching of Emergency and Critical Nursing.” Creative Education 14(08): 1581–87. doi:10.4236/ce.2023.148102.
Cui, Miao, and Jinfang Qian. 2024. “Business Transformation from B2C to B2C & B2B: A Fintech Company Case Study.” Technology Analysis and Strategic Management 36(7): 1461–75. doi:10.1080/09537325.2022.2099264.
Dewi, Grace Citra, Yulianah Yulianah, Ria Sandra Alimbudiono, and Daniel Kurniawan. 2023. “Application of Business Strategy to Create Competitive Advantage in Indonesian Micro, Small and Medium Enterprises.” Jurnal Manajemen Bisnis 10(1): 77–83. doi:10.33096/jmb.v10i1.481.
Farah, Athaya, Idaya Calista, and Arif Hartono. “PT TELKOM INDONESIA’S DIGITAL TRANSFORMATION STRATEGY FACING THE DIGITAL ERA BY UTILIZING CORPORATE COMMUNICATIONS.”
Ghozali. 2008. “Structural Equation Modeling, Metode. Alternatif Dengan Partial Least Square.”
Grover, Varun, and Kalle Lyytinen. 2022. “Editors’ Comments Special Issue Editorial: Platform Competition in the Digital Era— Overview and Research Directions.” MIS Quarterly Executive 21(1): 7–22.
Hatammimi, Jurry, and Syarief Darmawan. 2024. “Perancangan Digitalisasi Bisnis Berbasis Website Menggunakan Metode Design Thinking (Pada Perusahaan PT Justatrip Sahabat Perjalanan).” JIBR: Journal of Indonesia Business Research 2: 38–46. doi:10.25124/jibr.v2i1.7528.
Logue, Danielle, Peter Williamson, Anna Roberts, Yadong Luo, and Michael Barrett. 2025. “Digital Innovation, Platforms, and Global Strategy.” Information and Organization 35(1). doi:10.1016/j.infoandorg.2025.100562.
Luo, Yadong, and Shaker A. Zahra. 2023. “Industry 4.0 in International Business Research.” Journal of International Business Studies 54(3): 403–17. doi:10.1057/s41267-022-00577-9.
Mawele, Gershom. 2023. “A Qualitative Study of Effective Leadership in the Non-Governmental Organization (N.G.O) Health Sector.” Open Journal of Business and Management 11(03): 1271–1303. doi:10.4236/ojbm.2023.113071.
Prof. Mahfud Sholihin, Dr. Dwi Ratmono. 2021. “Analisis SEM-PLS Dengan WarpPLS 7.0 Untuk Hubungan Nonlinier Dalam Penelitian Sosial Dan Bisnis.”
Roger Bougie, Uma Sekaran. 2017. “Research Methods For Business: A Skill Building Approach.”
dos Santos, José F.P., and Peter J. Williamson. 2024. “Beyond Connectivity: Artificial Intelligence and the Internationalisation of Digital Firms.” Information and Organization 34(4). doi:10.1016/j.infoandorg.2024.100538.
Sarstedt, M., Ringle, C. M., & Hair, J. F. 2021. “Partial Least Squares Structural Equation Modeling.”
SHAFFAI, NURUL ESLY BINTI SABIRAN HADIJAH BINTI KODIRON MOHD RAKIME BIN. 2021. “INTRODUCTION TO INTERNATIONAL BUSINESS.” (305).
Sharififar, Amin, Pasquale Borrelli, Sandra J. Evangelista, Damien Field, Trevan Flyn, Nicolas Francos, Irene Heuser, et al. 2025. “Soil Policy Principles and a Policymaking Framework Using the Soil Security Concept.” Environmental Science and Policy 168. doi:10.1016/j.envsci.2025.104057.
Silakova, Liubov, and Arina Nikishina. 2021. “Digital Transformation of Telecom Providers Management Customer System: A Process Research and Effects Assessment.” In ACM International Conference Proceeding Series, Association for Computing Machinery, 81–90. doi:10.1145/3527049.3527085.
Sisca Eka Fitria, and Akbarrul Ismail. 2024. “Perancangan Digitalisasi Bisnis Berbasis Website Menggunakan Metode Design Thiking.” JIBR: Journal of Indonesia Business Research 2: 1–10. doi:10.25124/jibr.v2i1.7535.
Sugiyono. 2010. Sugiyono, Metode Penelitian Bisnis : Pendekatan 43 Kuantitatif, Kualitatif Dan R &D, 2010.
Telkom Indonesia. 2024. “ANNUAL REPORT TELKOM INDONESIA 2024.” ANNUAL REPORT TELKOM INDONESIA 2024.
Telkom Indonesia. B2B Strengthening Program.
Tukirin, Tukirin. 2023. “Business Strategy and Competitive Advantage of Companies.” Jurnal Ilmiah Manajemen Kesatuan 11(3): 1495–1504. doi:10.37641/jimkes.v11i3.2334.
Vial, Gregory. 2019. “Understanding Digital Transformation: A Review and a Research Agenda.” Journal of Strategic Information Systems 28(2): 118–44. doi:10.1016/j.jsis.2019.01.003.
Wang, Jingyi. 2025a. “Strategic Digital Transformation in B2B Companies: Enhancing Competitiveness Through Technological Innovation.” In INSTICC, 11–17. doi:10.5220/0013228100004558.
Wang, Jingyi. 2025b. “Strategic Digital Transformation in B2B Companies: Enhancing Competitiveness Through Technological Innovation.” In INSTICC, 11–17. doi:10.5220/0013228100004558.
Wardhana, Aditya. BUSINESS STRATEGY & POLICY IN THE DIGITAL ERA-EDISI INDONESIA PENERBIT CV. EUREKA MEDIA AKSARA.
Warner, Karl S.R., and Maximilian Wäger. 2019. “Building Dynamic Capabilities for Digital Transformation: An Ongoing Process of Strategic Renewal.” Long Range Planning 52(3): 326–49. doi:10.1016/j.lrp.2018.12.001.
Downloads
Published
How to Cite
Issue
Section
License
Copyright (c) 2026 Mikael Julian Irsa, Mahir Pradana, Yogi Suprayogi
This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.
