Context

A global player in technology solutions, Insight supports companies in the design, integration, and optimization of complex IT environments.

In 2025, the arrival of Thomas Marchais as Managing Director France & EMEA marks the beginning of a new strategic phase: clarifying the company’s positioning, asserting a strong differentiation, and strengthening its commercial impact across the European market.

The Challenge

A value proposition perceived as too generic

Insufficient differentiation compared to European ESNs and systems integrators

A gap between global corporate strength and local market realities

Four priority go-to-market segments to structure:

• Banking & Insurance

• Service Industries

• Manufacturing

• Retail & Luxury

Ambition: to become an essential strategic partner, not just a technology integrator.

Our Strategic Response

We developed a European Value Proposition Framework structured around two complementary levels.

1. A unifying horizontal foundation

A clear, compelling core message built around four pillars of trust:

• Recognized industry expertise

• A business-driven approach focused on ROI and measurable outcomes

• Financial strength and international stability

• Shared values: ethics, commitment, transparency

This foundation ensures consistency across France and EMEA.

2. Vertical adaptations by go-to-market segment

For each sector, we structured a comprehensive value proposition including:

• Key transformation trends shaping the European market

• Specific challenges by persona (CEOs, CIOs, business leaders)

• Client cases and quantified proof points

• End-to-end support journeys

• Sector-specific, differentiated messaging

Shift in Positioning

Key recommendation: move from a solution-selling approach to a strategic advisory posture.

• Helping executives navigate IT complexity

• Turning budget constraints into progressive transformation roadmaps

• Building long-term, trust-based relationships

In the past, value was mainly driven by the ability to deliver the right solutions. Today, it lies in the ability to orchestrate a coherent transformation journey over time.

Our Deliverables

• One core differentiating message at the European level

• Four actionable, sector-specific value propositions

• Strategic alignment across France & EMEA

• Harmonized sales kits

• ROI-driven messaging to strengthen credibility with CEOs and CIOs

Results

Insight is no longer positioned solely as an IT integrator, but as an architect of sector-specific performance at a European scale.