INDUSTRIES

TECHNOLOGY & COMMUNICATION

What challenge(s) do our clients face?

Technology has often been at the centre of transformation in many Industries over recent decades. Facing tremendous competition, rapid pace of development and changing global demand patterns it is critical that technology companies have the ability to transform themselves on a continuous and sustainable basis.

The Technology industry’s significant rise over recent decades is clear for all to see. Technology is a broad industry, however, which brings with it a whole spectrum of challenges and opportunities.

At one end of the spectrum we have products, which are typically high volume with relatively low transaction costs, a quick sales cycle and a relatively low lifecycle. These Technology products can include anything from Phones, Watches and Wearables to Software and Applications.

At the other end of the spectrum, we have Services, which are much lower in volume with a high average transaction cost relative to product sales and a slow sales cycle of months and sometimes years in pursuit.

There is therefore no one-size-fits-all answer to the challenges that Technology Companies face.

With the appetite for automation, artificial intelligence and 5G growing, this trajectory is showing no sign of slowing down. Despite this rise, however, tech companies are not immune to the same challenges, questions and opportunities that many of our clients face, such as:

  • Uncertain paths to growth
    The introduction of new business models, new products and services, or entry into new markets can bring challenges and opportunities for tech companies. Working with clients as they transition to Cloud and Open-Source Software, technology companies find themselves cannibalizing their high margin, traditional sources of income:

    • How should they navigate that transition?
    • How should they differentiate offerings and pricing to continue with growth?
  • Evolving ways of working

Modern tech companies need to continuously evolve in their ways of working. Typically, this means reassessing and designing new organizational structures, building new capabilities, new partnerships, and new processes. As technology evolves at a rapid pace:

  • How do you build, buy or partner to ensure you stay relevant in the eyes of your customers?
  • How do you attract, recruit and retain creative, innovative talent from startups into established technology companies?
  • Raising productivity

It is key for companies in this sector to gain productivity in internal and production processes, ensuring end-to-end connection in their supply chain and high service levels. With supply chains in products and services being very global:

  • How do you ensure you have the right mix of local and global supply to constantly meet unpredictable demand?
  • How do you ensure that your cost of production/service is at a competitive level to play and win in the markets you operate in?

How do we help?

We partner with our high-tech clients to combine our skills with their knowledge and understanding of their unique business context.

Integration has delivered over 170 projects to high-tech companies, including some of the largest companies in the world today. Clients trust us to immerse ourselves in their challenge and commit to delivering results with excellence and care.

We bring the right blend of technical skill and human touch to deliver sustainable transformation, whether our clients need to:

  • understand how they can create competitive advantage in a mature and fast moving market,
  • connect shifts in global supply chains with their business strategy or
  • integrate new companies in to their organisations.

Our clients know that they can count on us to deliver for them.

For this transformation to be sustainable however, and for us to leave long lasting and impactful change, we need to build up and unleash the capabilities and potential of the whole client team. In doing this, any transformation which we initiate can be sustained across business cycles.

It is this human dimension that we bring to our clients, and the honesty of our relationships which is the reason why our high-tech clients come back to us time and time again.

Commonly applied services

Clients

We have worked with clients in different categories, geographies and positions along the value chain:

WATCH TESTIMONIAL

In this video, Mr Levy shares his experience with Integration and says that the unquestionable knowledge that Integration has in the segmentation area, and their great experience in stimulating and facilitating strategic discussion through the high quality of its professionals left an excellent legacy for the company and a relationship that has continued since 2006.


Michel Levy, President | Microsoft

SUCCESS STORIES

CHALLENGE

A world leading software company was executing a strategic transformation globally, aiming to move their products to cloud-based solutions. This required the company to reassess their local Go-to-Market strategies.

APPROACH

Integration was responsible for redefining their client segmentation in Brazil, creating a unique approach better adapted to  the cloud platform environment, based mainly on the IT expenditure of different enterprise segments. An engagement plan was fundamental to sustaining this revision as the variable compensation of the entire sales team was based on the client’s potential, as defined by the new segmentation.

RESULT

As a result, the client was able to:

  • identify new sources of growth
  • focus on the right industries
  • provide a better service level to their customers

CHALLENGE

A global multi-category technology company needed to change their end consumer service model. This involved changes not only in their Go-to-Market strategy but also a transformation in the approach of the management team towards a costumer centric mindset – a key factor for their business evolution.

APPROACH

Integration led the entire transformation process, which involved 14 multi-disciplinary work fronts such as commercial policy, sales rituals, controls and indicators, hiring, sales training, change management and product launch process redesigns.

RESULT

During this process, 74% of the sales organizational structure changed and 12% of SKUs were discontinued with no negative impact on the total revenue.

CHALLENGE

Our client, a mobile phone business, was in the process of implementing a commercial strategy turnaround in Brazil – focused on delivering an innovative online customer experience.

The new strategy aimed to reduce costs by increasing the conversion rate of online sales, thus enabling them to close a proportion of brick and mortar stores. The strategy was underpinned by the hypothesis that growth in online sales would be driven by providing one hour sim card delivery, and the client asked for Integration’s support in preparing them to enable this business model.

APPROACH

Integration supported the client with the design and implementation of a new operational model. The new model was based on an assessment of opportunities within 5 key pillars:

  • inventory location strategy
  • courier hiring model
  • customer experience per process step
  • control tower monitoring & visibility
  • enabling technological platform.

In parallel, we defined the system requirements and supported supplier selection, to reach a viable proposal for how to achieve 1hr lead time from click to delivery.

RESULT

The new model delivered a new level of competitiveness to our client:

  • 100% increase in super express deliveries within 5 months after implementation,
  • Increase from <50% to 96% on time deliveries;
  • 50% reduction in delivery unit cost

TALK TO US

Augusto Ribeiro

Augusto Ribeiro is a Managing Partner at Integration and has been working since 2003 in the Marketing & Sales practice. Augusto built a solid international experience, leading and implementing strategic Marketing & Sales projects in industries ranging from Consumer Goods through Construction & Property Development to the Financial Industry, especially in the Private Equity sector.

Daniel Rodrigues

Daniel is a Director within our Marketing & Sales practice and leader of Integration’s TechLab. Over the course of over 10 years with Integration, Daniel has helped clients from diverse industries and countries with digital and commercial challenges ranging from Go-to-Market Strategy to Commercial Due Diligence. Through his extensive business experience Daniel ensures that our [...]

Gilberto Volpe

Gilberto is a member of Integration’s Tech.LAB area. Connecting theoretical mathematical models to business needs, Gilberto supports Integration’s clients through his deep experience in Advanced Analytics, AI, simulations and forecasting. Gilberto holds a degree in Computer Sciences from Universidade de São Paulo, with a specialization in Machine Learning.

Jairo Pakes

Jairo is a Digital Transformation Manager within Integration’s Tech.LAB area and has been working in the company since July 2007.  His 12 years of experience within the Marketing & Sales practice help him to support our clients taking on the challenges and opportunities arising with digitalization. He has served client in industries as diverse as [...]

Jamie Gale

Jamie is a Partner in our office in London. He has spent more than 25 years in the consulting industry and private sector. Jamie is recognised for his extensive experience in digital, developing and executing strategies that enable business transformation. He has supported clients across Manufacturing, Retail, Telecommunications, Financial Services and Transportation with improving operational [...]