Case Study: A Leading B2B Hosting & Infrastructure Services Provider

Systems Integrator Evaluation & Selection

Our client is a leading privately owned hosting provider with one of largest domain registrar businesses in the UK and Germany. They are also one of the largest providers of managed hosting and infrastructure services in Europe. With multiple data centre facilities in Europe and USA, supported by over 1,000 employees they wanted to take their B2B digital customer experience to the next level. eComp were engaged to help select a new systems integration partner to develop the website with tight integration to their back office procurement and provisioning systems based on a market leading eCommerce technology stack.

Gap Analysis

The decision around a new eCommerce website infrastructure was taken to accelerate the company’s digital customer experience by improving and consolidating that experience across the many brands the company operated under and the many geographies (Central, Western and Northern Europe, USA). It was critical to assess the applications that managed the various parts of the current solution to determine which would be kept, which would be replaced and how the new platform would integrate to simplify the management and maintenance of business operations. We also had to develop a set of requirements to enable subscription and recurring billing, digital and dynamic products, domain search, customer services and ticketing as well as enhanced customer account functionality for B2B and B2C.

Selecting the Right Partner

The budget for the project was relatively tight and the timescales for phase 1 implementation were very demanding. Given the high level of customisation required for B2B and the specific nuances of selling domains, hosting and managed services online, the SI partner decision was very important. We needed an SI partner who was technically competent, who understood and had a proven track record of making heavy customisation to this particular eCommerce platform and could also successfully deliver within the right budget and timescales.

The Result

The evaluation and selection of SI partners was conducted at break neck speed in order to coincide with the project kick off. Within just two days from the completion of our work the SI was in discovery workshops, contracts had been negotiated and signed despite multiple rounds of discussions on price and scope. The client now has the right partner fit in terms of skills, resource availability in order to meet the aggressive timescales and the cultural fit that will allow development and support to be taken in-house by the client’s internal IT team once phase 1 is completed.