Sigma Wireless

1 . Overview

Sigma Wireless Technologies Ltd (Sigma Wireless), a member of the Sigma Wireless Group, supplies solutions in to the telecommunications industry.

Traditionally, Sigma Wireless focused almost entirely on the specification, development, manufacturing and delivery of antenna products. In the last couple of years the business model has been reoriented. Sigma Wireless will now provide complete subsystem solutions for specific applications, utilising its own and other third party products to build the solution.

The critical success factors in achieving success with this new business model are the ability to offer customer’s access to a depth of engineering expertise and to expand sales and marketing’s capability in an efficient way. To achieve these success factors Sigma Wireless kicked off an eBusiness project which is the subject of this case study.

The eBusiness project involved the delivery of the following:

• Internet portal (Databank)
• Public facing website
• Customer extranet

At this stage they have successfully developed the Databank and website and are about to move to the next stage where they will broaden the scope of their offering by bringing partner information into the Databank. This reflects their new ‘solution-sell’ strategy that will see them move beyond selling just antennas to complete antenna subsystem solutions. They are then planning to create access for customers to private workspace areas where they can access information specific to their needs.

Sigma Wireless presents a particularly interesting case study because they ensured they transformed their internal capabilities and “got their house in order” prior to developing the new technology infrastructure. It’s a clear example of how the delivery of an eBusiness project extends well beyond changing technology and should be part of a broader fundamental business transformation.

The project has suffered very few difficulties, which is a reflection of the strength and experience of the team and the learning’s they gained from an ERP implementation immediately prior to the eBusiness engagement. Key lessons for other SMEs considering such a project include:

• Conduct a rigorous challenge of the suggested solution and the underlying business logic
• Treat the project as ‘strategic’ and allow it enough time in the schedule
• Capitalise on any prior implementation experience
• Put together a strong team with technical experience
• Invest substantial time in the definition of business requirements
• Drive the implementation from the perspective of the business not the IT function