Caterpillar is the world's leading maker of earth-moving machinery and supplier of agricultural equipment. Caterpillar wants to end its support for its Dealer Business System (DBS), which it licenses to its dealers to help them run their business. The software in this system is becoming outdated and senior management want to transfer support for the hosted version of the software to Accenture Consultants so it can concentrate on its core business. Caterpillar never required its dealers to use DBS, but the system has become a de facto standard for doing business with the company. The majority if its 50 Cat dealers in North America use some version of DBS, as do about the half of the other too or so Cat dealers in the rest of the world. Before Caterpillar turns the product over to Accenture, they call you in as a change consultant.
1. What factors and issues should it consider? What are the pluses and minuses?
2. What questions should it ask?
3. What questions should it ask its dealers?
4. How would you recommend that Caterpillar implement this change?