Vectia Case: Océ

Driving business by transformation

Starting point
Océ saw its product-based business becoming commoditised, while the company’s input into the outsourcing business was showing promising returns. Making and selling machines was still bringing more revenues to the company, but because of the heavy price competition, Océ decided to explore the potential of offering outsourcing services.

Objective of the co-operation
To be able to capitalize on the new focus, and to serve the top-500 customers better the forces of the digital document services department and the outsourcing business services department were combined. Challenges in combining two different earning logics were assessed, and team-spirit emerged during the project as the teams worked together. A strategic account management programme was needed to manage Océ’s strategic accounts in a more structured and aligned way. The programme included target-setting,  account selection and team nomination as well as definition of sales and account management processes with roles and responsibilities. The programme was first implemented with the finance segment customers.

Results and business impacts
With the aligned strategic account management programme Océ managed to alter its course from competing with price to sustaining business and growing revenues. Océ expects revenue growth in excess of 10-20 percent annually also contributing to a bigger market share in outsourcing services. Océ’s customers now seem more satisfied, as Océ retains knowledge of the past and manages the sales process better, with only one account manager per customer.

Based on case article published in Vectia Explore magazine in Spring 2008.

Océ is a provider of professional document systems.