How New Technology is Solving Real Business Problems Today
How many times have you heard about the “latest and greatest” tech in your industry?
This tech is only proven when real case studies show how it can solve real problems.
Brenton O'Callaghan is the Global Head of SAP Leonardo at BlueFin Solutions, and his team is seeing how their newest technology is not just promising solutions in the future. It’s actually solving real business problems today.
Brenton has been with BlueFin for 8 years and much of his job involves taking a look at the “new and shiny stuff”: emerging technology. Using this tech he demonstrates how SAP can be an innovative platform.
Brenton and his team know that in order to attract new customers they need to use updated technology that shows off the capabilities of what new platforms can do. And most importantly, they need to backup their claims with the efficacy of many different use case examples.
This is what excites Brenton’s team internally: “How do we get clients from A - Z using our newest tech?” Brenton joined us for this episode of Alliance Aces to talk about new technology and joint solutions.
“We’re making the technology real for the customers, not just letting them see a title and having them think it’s just another piece of software.” - Brenton O'Callaghan
New Technology
There are several examples of new technology that Brenton likes to show off. The first use case is one with an RCM customer of BlueFin. This customer supplies large retailers and needs to deal with expectations of their customers receiving orders on time.
This RCM customer started to have a problem with inventory as retailers started to fine the supplier for delayed inventory. Brenton and his team analyzed their supply chain data, identified bottlenecks, and developed a system for determining how that was impacting orders.
They’re even working on weather data so that orders can be flagged for delays. Their goal is on time and in full perfect order fulfillment. BlueFin set this system up in 11 weeks and utilized machine learning to accomplish this.
Another example is in the IoT space, specifically derailment in the rail industry. One major problem for trains is that bearings overheat at the end of their life cycle and cause derailments. Brenton and his team are looking at infrared sensors to detect warm bearings as the train passes and put in stop measure if necessary.
This type of accident can cost 50 million dollars if the train is derailed, let alone jeopardizing many lives in the process. These are two examples of new tech making a real difference for bottom lines and safety right now, not just in the future.
“We’re starting to see some real business problems solved by these newer technologies. That’s what’s so exciting for our customers.” - Brenton O'Callaghan
Joint Solutions
In terms of their partnership, SAP often brings problems that need to be solved to the table and BlueFin does their best to bring solutions. The two companies have good rapport between them and have learned the value of niche specialists.
Brenton believes the future of implementation is going to be a mixture of specialists coming into a situation and demonstrating what they are experts in. BlueFin believes in finding the best of breed in one area and marrying them together with other experts to make one great solution.
It always delights customers to see experts walk in the room. A company can’t be all things to all people, so taking the time to find other experts who can work together on a joint solution is worth the investment. Sparks fly and innovation magic happens when no company goes to market alone
“Customers are always happier when they see a niche specialist coming into the room.” - Brenton O'Callaghan
Bring in the Experts
It many cases, it just makes a lot of sense to work with industry experts outside of your organization. Brenton likes to use the rail industry as an example. In order to be part of the conversation, you need to be able to speak the language.
Brenton has gotten very comfortable saying, “We’re not experts in this field, but we know who is. Let’s partner together to bring our technology solution with their knowledge of your industry.”
He’s found his team gets better credibility when they honestly answer a question by saying “I don’t know” and then turning to an expert to help them out. This is important but challenging work. The logistics alone of working with this many partners (getting NDAs and contracts signed) is tough, but worth it in the end to delight customers.
Brenton also encourages companies to make sure they play well together before entering into a long term commitment. Don’t try to boil the ocean the first time you work together!
To hear this episode, and many more like it, you can subscribe to the Alliance Aces Podcast, or visit our dedicated Alliance Aces page.
This episode is part of the Alliance Aces Roadshow. Watch the video interview on Facebook.
To contact the host, Chip Rodgers, with topic ideas, suggest a guest, or join the conversation about alliances, he can be reached by:
- Email: chip@workspan.com
- Twitter: @chiprodgers
- LinkedIn: linkedin.com/in/chiprodgers
