Triggers for digital transformation - business case development and PoC implementation

Ankur Jain

Oct 10

3 min read

If you are in IT sales, then key for you is to know what could be the possible trigger for the business to think about :-

Digital Transformation
Existing IT systems upgrade
Existing IT systems benchmarking with industry peers
ERP systems modernization
....

IT sales guys keep looping between business and IT side, with the two mostly head to head in terms of case for modernization versus as-is state of affairs. For the business, digital transformation only makes sense when it adds to the revenue function while for IT team, there are several metrics which can be upgraded through modernization such as latency, RTT, Jitter, TTFB, P99 latency and others.

It is pertinent to note that these metrics in themselves don't directly affect revenue but indirectly affect the revenue, business case for which has to be developed, presented and passed-through.

Below are certain triggers which have worked for large system integrators in very recent past :-

Indian Steel Manufacturer X Indian Top 6 IT Major | Triggers for digital transformation

"While you have successfully leveraged use-case for product trace-ability, you are not tracking product genealogy for optimal weeks"

Two keys words here : genealogy and optimal weeks

Product trace-ability helps in understanding where product is, but it does not help when you have to recall the batch, which batch, what was the hour, what was the heat-treatment process, what was the strand number....

Global Pharma Manufacturer X Cognizant | Triggers for digital transformation

"Post-acquisition you are inheriting company factories with minial MES deployments, in other words you are inheriting manual paper-based tracking....and in your existing sites of 50+ sites, only 30 have full-use case toolkit developed."

Two key words : Acquisition and use-case expansion

Each time, separate entities undergo acquisition, from a manufacturing standpoint, there is always entry available for IT guys, enter to unite, enter to integrate or enter to modernize as well in some cases. Another case in point of how Shriram Pistons and Rings acquired 3 Anotlin plants with advanced MES and have work in their existing plants for IT modernization

European A&D Manufacturer X Capgemini | Triggers for digital transformation

"You are under-reporting OEE by multiple basis points across the shopfloor value chain"

Only one word : Under-reporting-OEE

OEE is "the" performance metric for manufacturing shopfloor team till the higher-up being CTO level. If you ask why OEE is important, it is crucial because OEE is the Du-Pont analysis for manufacturing as it involves right from availability to actual run time and final non-defect to defect ratio

Indian Tank Manufacturer X Indian Top 15 IT Major | Triggers for digital transformation

"You are observing revenue-leaks of the order of 10 -15%"

Two key words : Revenue-leak and leak percentage

When you run a diagnostic analysis on the client data, even if that data is 20% of the total data-set and you find revenue leaks of significant magnitude (>5%), it is crucial to call that out and build a systematic framework to plug the leaks.

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