Ref: IMD-7-1902

Case study

Reference: IMD-7-1902

Order this case study

Valmet shared journey forward

Valmet, a global leader in the pulp, paper and energy capital equipment and services was encountering significant challenges in becoming a truly solutions-driven organization. As the company increased its more stable service and automation businesses, it saw an increasing need to develop ‘solutions’ around the critical customer benefits of plant reliability (continuous uptime); plant performance (improving yield) and new technologies (step changes in yield). Consequently there was a significant need to further align the organization along these customer needs and decision making processes.

Along with a team of consultants, the company initiated the study looking at the benefits of global aggregation versus local customer adaptation, and BU-specific versus cross-BU logic for numerous activities such as mill sales, account management, product sales, sales support, field service, customer service and product management. Ultimately, they need to decide whether and how to change the organization design, that had been in place since 2011.

Learning Objective

This case is about organization design – especially for companies interested in deploying a solutions-based strategy. Many product oriented companies have difficulties in developing and implementing solutions based on customer needs. Pieces of the solution are spread throughout organization and collaboration may not be rewarded. The case presents four increasingly complex organization design alternatives to address the challenge: do nothing, solutions adaptation, solutions aggregation and a front-back model. Each one can be discussed regarding its benefits and drawbacks.
SettingsGlobal, Finland
TypeField Research
Order this case study

Reference: IMD-7-1902

IMD case studies are distributed through case clearing houses. In order to browse the collection and purchase copies please visit the links below.

The Case Centre, UK Office

Cranfield University

Wharley End Beds MK43 0JR, UK
Tel +44 (0)1234 750903
Fax +44 (0)1234 751125
Email [email protected]

The Case Centre, US office

Babson College

Babson Park, Wellesley MA 02457, USA
Tel +1 781 239 5884
Fax +1 781 239 5885
Email [email protected]

Harvard Business School Publishing

60 Harvard Way, Boston MA 02163, USA
Tel (800) 545-7685 Tel (617)-783-7600
Fax (617) 783-7666
Email [email protected]

Asia Pacific Case Center

NUCB Business School

1-3-1 Nishiki Naka
Nagoya Aichi, Japan 460-0003
Tel +81 52 20 38 111
Email [email protected]

Copyright information

IMD retains all proprietary interests in its case studies and notes. Without prior written permission, IMD cases and notes may not be reproduced, used, translated, included in books or other publications, distributed in any form or by any means, stored in a database or in other retrieval systems. For additional copyright information related to case studies, please contact Case Services.


Information Center for additional information on IMD publications

Keep reading

Back to top