Internationalizing services often presents a structural challenge in terms of companies’ existing processes and systems. In a context where hyperconnectivity and remote solutions are the norm, mergers between companies on a global scale constantly require us to standardize differences across regions and unify processes and operational models to achieve greater efficiency, productivity, and growth.
Waypoint Port Services is a maritime company that emerged in 2014 from the merger between the Argentine company ISA, specialized in providing port services, and SHULT, a global ship-owning company.
This union marked a qualitative leap for both parties. The Argentine agency ISA, which until then had only provided services locally, was able to access a large portfolio of international clients through this merger and offer its services to many of SHULT’s captive clients beyond the Río de la Plata. At the same time, SHULT was able to capitalize on ISA’s operational capacity, expertise, and resources to absorb a complementary service to what was originally its core business.
Today, the company is positioned as a modern and ambitious maritime agency, combining the energetic spirit of a young company with the practical reliability of its experienced executives. Its clients receive tailored solutions for all their logistical and information problems at ports worldwide, both before their vessels arrive and during their stay at the port.
Since its founding in 2014, Waypoint Port Services has been growing and expanding, aiming to become a top-of-mind provider in port services.
Context
In 2015, just a year after Waypoint was established in Cyprus, the company was already covering operations in Panama, Indonesia, the Netherlands, Singapore, and Hong Kong, and had shared service centers in Cyprus and Switzerland.
In each port, operations and systems followed a local model. While this was successful for local management, it was inefficient when trying to fully capitalize on the commercial benefits of the recent merger. Standardizing systems would give the company greater access to information, make competitors more visible on a large scale, and help attract international clients.
This premise led Carlos Arizaga, then CEO of Waypoint Port Services, to decide to work with Axonier to develop a solution that would unify the operational and management models for each of the company’s global operations.
The challenge
How do you ensure that all current operational bases function the same way using a single system? At Axonier, we faced the challenge of helping Waypoint transform a business with multiple local companies into a unified global commercial and operational system. This involved co-creating a solution that would allow the company to operate internationally, unify processes, achieve commercial synergy, and attract new clients.
Together, we needed to find an ERP system tailored to the maritime agency business that could cover global operations and ensure a successful implementation, both in process change and in creating a unified work culture.
The solution
First, we created a team with international reach, bringing together key figures from various operational bases under the leadership of Mariano Rafaelli, Director of Waypoint. The goal of this team was to ensure a single global vision for the company and its implementation across different regions.
This was followed by several months of evaluation and analysis to find the software that best suited the desired application coverage. While ISA had its own software, it had weaknesses and was difficult to scale globally. After an exhaustive discovery process, the Norwegian software GAT-Ship was chosen as the platform to implement the solution.
The implementation of this ERP system had the unique feature of being applied remotely, and Axonier successfully supported Waypoint in assembling the team, designing the processes, and managing cultural change in all its global offices. Implementing this solution posed logistical challenges, time zone differences, and process changes for a company that was growing internationally while undergoing its transformation. It took five months of joint work until the system went live.
The result
The solution we provided had a positive commercial, operational, and cultural impact on the company. First, it laid the foundation for growth and expansion, as the company, which operated in just seven countries at the start of the project, now has operations in over 80 countries.
Operationally, the goal of operating in multiple regions with a single system was achieved, allowing the company to modernize and improve its way of working.
This went beyond just operational and commercial change: it represented the adoption of a new work culture. The relationship between employees was strengthened, bridging old differences inherited from their former companies. Relationships deepened, trust grew, and productivity increased. In the words of Mariano Rafaelli from Waypoint Port Services: “It was a great challenge and an opportunity that allowed us to build a team that helped transform the company. Axonier was the partner that supported us with their experience and capability. Together, we achieved all the goals we set for ourselves.”
