Background
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.
Challenges
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
