GEA Farm Technologies

IQ-Pass: access to growth

  • Case study on Master level
  • Ref. No. ECASA_2021_4 EN


The market of (temporary) access control is one example of an industry that is impacted by digitization and internationalisation. New possibilities come up and ask for reaction from suppliers, but require the re-specification of needs from customers as well. It is also an illustration how new regulation, in this case especially related to privacy and migration, influences industrial dynamics. Related to new technological possibilities and legislative conditions, the industry is in a process of consolidation. This case focuses on a small but innovative company, IQ-Pass, developing its growth strategy in Europe within its constellation of being a subsidiary of the regional champion Boels Rental. Students will gain an understanding of the challenges of the company, in stretching its technological leverage and customer intimacy on the one hand and expanding its sales to new (geographical) markets on the other hand. 


  1. Dr Arjen van Klink
  2. Dr Helen de Haan


Strategic management, business model innovation, post-merger integration, servitization, digitization, ambidexterity

Case Partners

  • Birkman – Management Consulting
  • IQ Pass – Control Systems
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