Onboarding customer companies to electronic invoicing platform – developing a marketing and a partnering strategy for Tieto, an e-invoicing service provider

Abstract

This teaching case deals with onboarding and partnering issues of electronic invoicing service providers. The students are expected to familiarize themselves with e-invoicing, a current form of many-to-many inter-organizational information systems that is being adopted widely, understand the business model of an e-invoicing service provider, and develop an onboarding and a partnering strategy for the service provider. The student (or student case group) is given one out of three profiles of e-invoicing service providers, and the students are expected to solve the case taking into consideration their specific profile. A case discussion is encouraged in class so that the student (given a profile of an e-invoicing service providers) may interact and negotiate with other students (student groups with different profiles).