Impact of digital transformation in sales

Abstract

This research examines digital transformation phenomena in a case company. The case company is one of the leading businesses in its field and they have ambitious targets when it comes to transformation. Research is conducted in company’s Marine Solutions division and there in sales department. Data collected for this master’s thesis was gathered during 2018 from 8 respondents in various positions inside sales.

Methods used in this thesis are combined qualitative and quantitative research. Material for the research was gathered with face-to-face meetings. Combined method was chosen due to the complexity of the motif and to gain deeper knowledge of the issue. Also due to limited amount of people it was valuable, that the interviews had both numerical and verbal part, so interviewees had change to interrogate and ask if something was ambiguous.

Purpose of this research is to get a perception of the current status of company’s and its employee’s digital transformation maturity and familiarity. The outcome suggest that even the transformation is at a good level, there is still many objectives where there is room for improvement.