Case Studies

DIGITAL TRANSFORMATION

Based on market requirements, I developed a strategy for digital and sales transformation for a medium-sized company in the Health Care sector. The aim was to evolve the strong analogue business model into a digitalized operation.

In this context, the implementation of two milestones proved particularly effective:

Build-up of eCommerce

A key component of the transformation strategy was the development of eCommerce, with the webshop at its core serving as a sales growth driver, as well as the introduction of eMarketing. Due to a lack of specific know-how, I first initiated the recruitment of suitable employees:
  • Establishment of an eCommerce department, starting with a managerial position
  • Integration of the new department into the organization and process landscape
  • Training focus on eCommerce in the Marketing and Sales departments
  • Development of eCommerce KPIs to steer actions
  • Breaking down the eCommerce strategy into the annual targets of the manager

    • The main challenges were addressed through information and training, as well as thorough testing:

    • Establishing eCommerce as a contemporary trading channel sustainably among employees
    • Learning the dos and don’ts of eMarketing
As a result, successful knowledge transfer from the market to the company was achieved. At the same time, online sales tripled in the medium term and an important milestone in the transformation strategy was reached.

Development of Business Intelligence and Digitization of Processes

As part of another building block of the transformation strategy, company processes were to be scrutinized to identify effective digitization opportunities. Together with the team, I discovered promising potential:

  • Digitization of master data management in the ERP system, to reduce manual effort and improve data quality
  • Development of Business Intelligence, to support decisions and drive innovation through new connections between data
  • Introduction of a ticket system in customer service, to avoid duplication in processing
  • Introduction of a cloud storage service, to work together more effectively
  • Introduction of eLetter for increased efficiency in marketing and accounting

Digitizing master data management required a thorough analysis and structuring of the existing data. In parallel, I worked with the team to develop meaningful KPIs and reports, which were gradually digitized.

Implementing these initiatives initially meant increased workload for the team, caused by data maintenance, testing new systems before going live, and training.
In the medium term, the digitization of processes led to noticeably greater effectiveness and efficiency in both internal and external collaboration. Moreover, the improved performance of Business Intelligence safeguarded the success of measures taken.