Digital transformation in industrial companies is one of today’s biggest challenges. We constantly hear about new technologies, innovative solutions, and digital tools, but many organizations feel overwhelmed by such a wide range of options. The real challenge is not choosing a specific technology, but correctly defining the digital transformation project and approaching it strategically.
In this episode of the B2B Sales Podcast, Josep Maria Riera talks with Borja Rubio, Director of Presales and Consulting in the Geprom area, about how to start a business digitalization process with guarantees of success.
Digital transformation does not start with technology
One of the most common mistakes is falling in love with a technology without first analyzing its real usefulness. Many companies discover solutions at trade fairs, on social media, or at conferences and want to implement them without being clear about what problem they will solve.
The key, as explained in the podcast, is to always start from functionality and the company’s reality: understanding how it works today, what hurts, and what can be improved. Only then does it make sense to propose a technological solution that adds value to daily operations.
Digital transformation is not a race to have the most modern tool, but a process of strategic reflection:
Where are we?
Where do we want to go?
What will really help us improve?
The importance of stopping and analyzing
The daily pace of companies pushes them to focus on producing more, fulfilling orders, and answering emails. However, for a transformation project to succeed, it is essential to pause and analyze the overall situation.
Many organizations have implemented solutions by department independently: logistics on one side, production on another, maintenance on another… This often results in disconnected systems, what are known as “small technological Frankensteins.”
That is why it is so important to define a company-wide global strategy, where data is shared, consistent, and accessible in real time for all departments.
How a digital transformation consultancy is approached
During the episode, it is explained how a real consultancy process is carried out in an industrial company. The process begins with meetings with the heads of the different areas: logistics, production, IT, and maintenance. Each one explains how they work and how information flows.
Then comes the practical part: visiting the plant, observing real processes, understanding how manufacturing orders are generated, how materials are managed, how maintenance is controlled, and how decisions are made on a daily basis.
With all this information, a complete picture of the company’s current state is built. From there, a roadmap is defined that indicates which systems are needed, in what order, and within what timeframes.
This roadmap can consider horizons of three, five, or more years, adapting both to the starting point and to each company’s investment capacity.
People at the heart of change
One of the most relevant points of the episode is change management. Technology alone transforms nothing if people do not adopt it.
For a project to succeed, it is essential to:
- Involve end users
- Listen to their real difficulties
- Adapt technology to their work environment
- Clearly explain what they gain from the change
Many times, initial resistance is due to fear or lack of information. However, when operators understand that digitalization will save them manual tasks, paper records, or unnecessary effort, their perception changes.
Digital transformation is, in reality, a people project supported by technology.
Choosing the right travel companion
Another key aspect is choosing a good technology partner. It is not just about someone who sells tools, but an ally who thinks first about the company and then about the technology.
A good travel companion should:
- Be independent of manufacturers
- Propose what the company needs, not what they want to sell
- Provide long-term vision
- Build trust
Consulting thus becomes the moment to “pack the suitcase for the journey”: define objectives, set priorities, and make sure the company is ready to start.
Listen to the full episode
If your company is considering starting or redefining its digital transformation process, this episode of the B2B Sales Podcast will help you understand.
