Digital Rolling Stock Solutions

Client Challenge

The client faced several challenges:

• Digital business model (incl. predictive maintenance concept) as unexplored terrain in rolling stock maintenance business
• Ongoing negotiation & contracting phase with strategic partner responsible for delivering & establishing digital capability
• Need to identify strategic direction as well as target market niches & customer groups for digitally-aided maintenance solution

H&Z Approach

H&Z leveraged their profound expertise in Railway industry and 360° knowledge of value chain around rolling stock to provide extensive market research including potential customer base and competitive offering as well as to identify & develop a target business model .Working in close collaboration with both the client and its external strategic partner the H&Z team used expert knowledge and proven methodology, as well as a good sense of Head, Heart, and Hand to facilitate efficient cooperation between two sides, identify and segregate mutual benefits & responsibilities and establish a viable roadmap to implement the concept and create foundation for future business growth.

Results

• Target Business Model & Development roadmap
• Comprehensive market report for railway telematics & digital lifecycle management services
• Customer-oriented technology teaser for future acquisition

H&Z developed both target business model and implementation roadmap to digitalize client’s core business and augment it with additional capabilities, such as digitally-assisted rolling stock lifecycle management, predictive maintenance and outsourced lifecycle management function.

The team helped to structure & professionalise the client’s partnership with external digital vendor as well as identified Plan B opportunities for building-up inhouse digital competences as key enablers for the future business model.