How Cepheo transitioned from supplier to strategic partner at Pelagia

Technological solutions are evolving faster than ever, demanding new forms of collaboration that break from the traditional customer-supplier model.

 

The Norwegian production company, Pelagia and Cepheo have taken their partnership to the next level, establishing a cooperation based on shared commitments, mutual trust and a common incentive to create business value. This partnership challenges the classic project model, offering a more agile and proactive approach to technology and business development.

 

A shared goal instead of a contract

 

The most significant difference in the new collaboration model between Cepheo and Pelagia is that both parties work within the same framework towards a shared goal. According to Frode Vatne, CIO at Pelagia, this approach is crucial:

 

"What truly sets us apart is that we operate under the same model and share a common incentive. This means that Cepheo is not just waiting for tasks but actively seeks solutions that create business value for us as a customer."

 

This approach means that the partnership is not governed by a rigid contract, but rather by a relationship that is built on experience and trust over time.

 

"It’s not a contract that governs the collaboration – it’s the relationship and the trust that is built, step by step," emphasizes Frode Vatne.

 

From projects to continuous development

 

The traditional project model, where a company implements an IT system and then maintains it, is changing. Jørgen Nordahl, Industry Executive at Cepheo, explains:

 

"Going live with a system is actually where the journey truly begins. It’s not just about maintaining a solution, it’s about continuous development and value creation."

 

For Cepheo and Pelagia, this means that innovation and improvement are an ongoing, shared process.

 

"Today, the entire responsibility for innovation often rests with the customer. We want to change that mindset and create a joint team that drives innovation together with the customer, actively identifying and implementing improvements," says Jørgen Nordahl with a smile:

 

"Waiting for innovation to happen on its own is like waiting for good weather in Bergen - it might take a while."

 

Proactive collaboration and increased efficiency

 

One of the concrete challenges in many IT projects is inefficient decision-making processes and slow execution. At Cepheo and Pelagia, the goal is to remove these barriers by establishing a more direct and efficient workflow.

 

"Today, we often see a task being passed from the customer to a project manager, then to a technical lead, and finally to a developer. This can mean weeks before the task is completed. We want to work more closely together and solve problems in real time," explains Lars Erik Lindhjem, Sales Director at Cepheo Norway.

 

This not only results in faster problem-solving but also gives Cepheo a deeper understanding of the customer’s business needs, enabling a more strategic approach rather than just reacting to specific issues.

 

Technology as a means, not an end

 

A key element in the new collaboration model is that technology is not the end result – it’s more about the business value it delivers.

 

"At the core, we don’t sell ERP solutions, Power Platform, or other technical solutions, we sell value. Our product is not a system, but the improvements and savings we create for the customer," says Lars Erik Lindhjem.

 

This perspective is essential for customers like Pelagia to see technology as a strategic tool rather than just a necessary IT solution.

 

"Historically, 'go-live' has been seen as the end of the process, but in reality, it should be seen as the beginning. With go-live, the foundation is laid, and instead of just ongoing maintenance and operation, we should focus on continuous development," explains Jørgen Nordahl.

 

Lars Erik Lindhjem expects this approach to be a long-awaited change for both existing and new customers:

 

"This collaboration model is ideal for companies looking to break away from the status quo and the traditional way of working in our industry."

 

A model for the future

 

The partnership between Cepheo and Pelagia demonstrates what the future of collaboration between IT providers and businesses can look like. By focusing on shared goals, mutual trust and proactive innovation, the foundation for long-term value creation is in place.

 

"If we can adopt this way of thinking and present it to our customers, it will change the way we work. It’s no longer about what something costs, but about how much value we create," concludes Jørgen Nordahl.

 

With this approach, Cepheo and Pelagia are not only optimizing their existing partnership but also setting a new standard for how technology and business merge in a modern digital world.