In order to boost a dynamic of growth in Western Europe, a leader in the industrial sector put in place a new selling strategy. This project was implemented in order to move from a product-driven strategy (push) to a customer-driven strategy (pull).  Wavestone was put in charge of the IT&RBP stream steering.


In close collaboration with the customer, Wavestone had 3 challenges to address:

  • Rethink, harmonize and implement the business processes endorsing the sales forces’ transformation (pre-sales, sales, cases, claims, etc.)
  • Guarantee the delivery of a stable and long-term solution within a short time frame
  • Engage various international stakeholders (9 affiliates – 14 countries) within a new IT landscape

Responses and key success factors

Wavestone manages an IT and business program with adaptability whilst dealing with strong change management stakes

  • Analysis of the different business streams and their associated impacts on IS, and co-construction sessions with affiliates to adapt the functional specifications
  • Managing the development partner by making his delivery methods more agile
  • Migration strategy definition and steering in order to secure business continuity