How Katam is digitising forestry in Indonesia
Katam, a Swedish software company, began by helping Nordic forestry firms digitise their forest inventories using camera-based technology. As the company matured, it identified greater potential in emerging markets, prompting a strategic pivot towards tropical forestry, with Southeast Asia as a key focus.
Through participation in the BAPSEA programme, Katam explored several Southeast Asian countries. Indonesia quickly stood out due to its vast forestry sector and strong local interest. The scale and momentum of the Indonesian market made it the natural choice for Katam’s expansion.
–When the Swedish Energy Agency introduced the BAPSEA program to assess opportunities in Southeast Asia, it was a great fit, says Anton Holmström, Co-founder and forestry expert.
Rather than over-analysing, Katam adopted a hands-on, action-first strategy. The company prioritised direct engagement with forestry companies, meeting them in the field, building trust, and learning through experience. This unscalable but personal approach proved vital in establishing early credibility.
Trust First, Scale Later
Katam focused on cultivating deep relationships with a select group of committed clients. This trust-based model laid the foundation for broader expansion. The company is now establishing a representative office in Jakarta, hiring local staff, and preparing to scale its operations across the region.
Despite facing bureaucratic hurdles, Katam has remained profitable in Indonesia. By concentrating on revenue-generating activities and delaying structural overheads, the company has managed to grow sustainably while maintaining financial discipline.
Jakarta as a springboard for regional growth
Katam envisions Jakarta as its Southeast Asian hub, with plans to expand into Thailand, Vietnam, and potentially Australia and New Zealand. The aim is to build a highly skilled local team capable of serving the wider Asia-Pacific region without relying on constant support from Sweden.
Advice to other startups – Be Bold, Be Present
The message to other companies is unequivocal, don’t delay. Get on the ground early, meet people, and immerse yourself in the local context. Success in Southeast Asia requires more than a strong product, it demands presence, persistence, and a willingness to adapt.
Katam’s experience in Indonesia illustrates the power of proactive engagement, adaptability, and strategic localization. By embedding themselves in the market and focusing on relationship-building, they laid a strong foundation for sustainable growth in Southeast Asia.