http://hdl.handle.net/2268.2/11099 Wed, 14 Oct 2026 16:38:35 GMT 2026-10-14T16:38:35Z http://hdl.handle.net/2268.2/27790 Title: Mémoire-projet Abstract: This thesis addresses the following research question: “What are the key levers for structuring an effective direct distribution channel in an artisanal SME in the food sector in Wallonia and Brussels?” It focuses on the case of DFM Saveurs, a company specialising in the processing and marketing of artisanal smoked salmon and active in direct-to-consumer sales under the Maison Vendsyssel brand. The theoretical framework examines the role of D2C in commercial strategy, the different point-of-sale formats and their performance indicators, as well as the factors contributing to a successful customer experience. An exploratory qualitative study was conducted to guide the development of a quantitative survey involving 91 respondents, with the aim of identifying their expectations, barriers and interest in the different channels. The results highlight consumers’ interest in formats that encourage direct contact with the producer, while also emphasising the importance of product quality, proximity and price. Based on these findings, DFM Saveurs is advised to strengthen the occasional opening of its sales counter, test local markets, select Christmas markets more carefully based on their performance, and improve its e-commerce website. Other formats, such as refrigerated vending machines, food fairs and social commerce, appear to be lower priorities. Finally, this thesis shows that effective direct distribution relies more on selecting channels that are suited to consumers and the company’s resources than on multiplying them. Monitoring these channels through performance indicators will make it possible to progressively adjust them and build a coherent and sustainable D2C strategy. Wed, 02 Sep 2026 22:00:00 GMT http://hdl.handle.net/2268.2/27790 2026-09-02T22:00:00Z http://hdl.handle.net/2268.2/27787 Title: Mémoire-projet Abstract: Embuild Luxembourg accompagne les entreprises de construction de la province de Luxembourg depuis des décennies, mais son CRM Microsoft Dynamics 365 fonctionnait bien en deçà de ses capacités réelles. Ce mémoire en identifie la raison : il ne s'agit pas d'un problème technologique, mais organisationnel. À travers des entretiens semi-directifs et une analyse comparative d'organisations similaires, cette recherche diagnostique les causes profondes, à savoir l'absence de gouvernance, des pratiques non standardisées et des fonctionnalités inexploitées, puis les traduit en recommandations concrètes et immédiatement applicables. Le résultat est une feuille de route d'optimisation sur dix-huit mois générant des gains mesurables à coût nul : un modèle reproductible pour toute organisation du réseau Embuild confrontée au même défi. Tue, 01 Sep 2026 22:00:00 GMT http://hdl.handle.net/2268.2/27787 2026-09-01T22:00:00Z http://hdl.handle.net/2268.2/27764 Title: Mémoire-projet, (partim Mémoire) Abstract: The Belgian energy sector is undergoing a profound transformation driven by electrification, decarbonization, and increasing grid complexity. Within this context, GE Vernova Grid Automation Belgium faces the challenge of sustaining growth while operating with limited resources and a strong dependence on a small number of strategic customers, particularly in the transmission segment. This thesis investigates the most relevant and feasible growth opportunities for the company through a combination of literature review, market analysis, internal data, and semi-structured interviews with industry stakeholders. The analysis evaluates potential development axes based on market attractiveness, accessibility, portfolio fit, and execution feasibility. The findings show that diversification into adjacent markets such as DSOs, industrial customers, and EPC-driven projects presents opportunities but also significant barriers related to competition, resource requirements, and market access. In contrast, the company’s installed base emerges as its most valuable strategic asset, offering opportunities for recurring revenue through services, maintenance, retrofits, and lifecycle management. The study concludes that sustainable growth should be built on three priorities: strengthening service activities, protecting and expanding the transmission core business and selectively pursuing industrial opportunities through targeted partnerships. Instead of pursuing large diversification. Long-term success depends on leveraging existing strengths through a focused and disciplined growth strategy. Mon, 31 Aug 2026 22:00:00 GMT http://hdl.handle.net/2268.2/27764 2026-08-31T22:00:00Z http://hdl.handle.net/2268.2/27755 Title: Mémoire-projet Abstract: Ce mémoire étudie la manière dont une jeune entreprise B2B peut structurer sa stratégie commerciale pour émerger sur le marché des EdTech. L’analyse se concentre sur trois dimensions : le ciblage et la segmentation des clients, les pratiques de prospection commerciale et le pilotage de la performance à travers les KPI. Pour répondre à cette problématique, une revue de la littérature est confrontée aux résultats de neuf entretiens semi-directifs menés auprès de professionnels issus de différents contextes B2B. Les résultats montrent qu’il n’existe pas de stratégie commerciale unique applicable à toutes les entreprises. Les choix en matière de ciblage, de prospection et de suivi de la performance dépendent notamment des objectifs, des ressources et du contexte de chaque entreprise. Sur cette base, des recommandations sont formulées pour Learnstudio afin de structurer le développement commercial de sa solution SaaS ELAO. Thu, 03 Sep 2026 22:00:00 GMT http://hdl.handle.net/2268.2/27755 2026-09-03T22:00:00Z