iPaaS

This use case shows how value-led integration positioning helped an industrial manufacturer connect complex technical integrations to clear business outcomes.

Context
Working at Frends iPaaS, I supported an industrial OEM (€303 million revenue) operating in highly regulated, asset-intensive environments, where integrations underpin mission-critical processes across engineering, operations, and commercial teams.

Challenge
While integrations were essential to daily operations, their business value was largely invisible to senior stakeholders. Conversations focused on technical connectivity rather than outcomes such as operational efficiency, risk reduction, and scalability.

What Changed
We reframed integrations around value pillars and success measures, aligning technical capabilities with executive priorities. This included clarifying where integrations reduced operational risk, enabled scalability, and supported long-term digital transformation.

Outcome
Clearer executive buy-in, stronger commercial conversations, and a shared value narrative that positioned integration as a strategic enabler rather than a technical necessity.