Romain Guery-OdelinLab · International IT services firm · 2025 - 2026 · Instigator and project lead
Capturing an IT services firm's references
The company's references existed, but scattered across teams, so invisible to pre-sales. The leadership committee asked for a fix. I designed the system and ran it through to national roll-out.
Context
International IT services firm, 2025 to 2026. It started as an internal project to aggregate AI references, then the leadership committee asked to turn it into a system for the whole entity. I instigated it and led it.
The problem
Every team knew its own references; nobody had the full picture. When pre-sales answered a tender, they started from scratch or cited the same few cases. Hundreds of delivered projects, invisible at the very moment they would have made the difference.
What I did
- Aggregated the existing references, starting with AI, to prove the value before widening the scope.
- Designed a simple collection process, so contributing takes minutes rather than an afternoon.
- A video campaign to explain the system and make people want to contribute, instead of an internal memo.
- Brought around thirty contributors on board for the pilot phase, then rolled it out nationally in October 2026.
- Reported to the leadership committee on progress and on actual use in pre-sales.
The result
From ~100 to 655 references, now used in pre-sales, with around 30 contributors on the pilot. The system has been live nationally since October 2026: an aggregation project turned into a lasting system, commissioned by the leadership committee and adopted by the teams. It is the case that best shows where I sit: between a request from leadership and contributors to win over, with a tool and a campaign to connect the two.
From ~100 to 655 references usable in pre-sales, around thirty contributors on board, and a system rolled out nationally since October 2026.