Defining a technology roadmap for maintenance renewals.

Client context

The business context.

A technology business managed maintenance renewals through a mix of packaged applications, custom tools and spreadsheets. Opportunity management, quoting and order booking varied across regions, with manual handoffs and repeated movement of information between systems.

The business needed to understand where technology constrained the renewal process before selecting new tools. Local requirements, common capabilities and the dependencies between sales processes and data had to be considered together.

The work

How the engagement was delivered.

• Map the renewal process and its supporting systems

  Mapped business processes, application coverage and information flows across regions. Examined opportunity management, quote generation and booking use cases, and assessed the technology and data issues behind the manual work.

• Define the capabilities needed for the future

  Combined stakeholder input with the assessment findings to describe target capabilities for quoting, opportunity forecasting and reporting. Compared technology options against the business requirements and identified the associated process and delivery-model changes.

• Sequence the roadmap and its value assumptions

  Developed a phased roadmap spanning foundational improvements and longer-term capabilities. Set out potential value drivers and performance measures to inform investment decisions, distinguishing these scenarios from benefits already delivered.

What changed

A common basis for technology investment.

The work produced a current-state assessment, a target capability view and a sequenced technology roadmap. Management could relate proposed investments to specific renewal-process gaps and evaluate the value assumptions behind them. Implementation and benefit realization remained subsequent phases.