Digital Transformation Between AI, Remote Work, and Responsibility
Interview with Guido Aehlen, Managing Director of Hitachi Solutions Germany GmbH
Digital transformation, remote work, and artificial intelligence present major challenges for companies. Hitachi Solutions Germany GmbH supports them with technological expertise and international reach. Managing Director Guido Aehlen explains how he rethinks consulting and why people and technology are inseparably linked.
Wirtschaftsforum: Mr. Aehlen, what changes have the past years brought to your business, especially due to the pandemic?
Guido Aehlen: Corona was a turning point for us. Suddenly, transformation projects had to work with a very high remote component. Previously, consultants were at the client's site four or five days a week, today it's common to implement large parts digitally. This has brought new efficiency advantages - such as lower travel costs or easier international collaboration - but also meant finding a new balance between personal exchange and digital collaboration. The past five years have seen no year like any other - constant change characterizes our industry and makes it exciting.
Wirtschaftsforum: In addition to remote work, AI is the topic of the moment. How does this affect your business?
Guido Aehlen: Most customer inquiries now revolve around AI. Quickly, a prototype can be built, but the real challenge begins with scaling: data models, interfaces with other systems, integration of works councils, and legal issues. Many projects fizzle out here. Therefore, we consciously go beyond mere technology. With our Advisory Services, we also support companies in change management, communication with employees, or in choosing meaningful use cases. This makes the difference for us - we not only deliver technology, but also ensure that it is embraced in everyday life.
Wirtschaftsforum: How is Hitachi Solutions structured today - and what key figures best describe your business?
Guido Aehlen: We are active in Europe with about 900 employees, about 120 of whom are in Germany. Besides Nuremberg, we have locations in Frankfurt, Braunschweig, and Hamburg, as well as European branches in London, Paris, Vienna, Porto, and Sofia. Our total revenue in Europe is about 120 million EUR, of which about 20 million EUR is attributable to Germany. We see growth primarily in international projects, which we handle in close cooperation as a European group. This mix of local proximity and European collaboration is a decisive added value for many customers. Particularly German mid-sized companies with international locations appreciate our ability to implement projects globally and yet locally focused.
Wirtschaftsforum: What role do you personally take in this structure?
Guido Aehlen: I see myself as a pioneer and motivator. Being close to our teams and customers is particularly important to me. Consulting is not about products, but about people and their know-how – we don't sell machines, but we thrive on our consultants. Therefore, I focus on setting the right guardrails, creating perspectives and keeping an eye on local markets at the same time. Thinking internationally and acting locally – that's the key for me.
Wirtschaftsforum: Your portfolio is based entirely on Microsoft technologies. How does this shape your work?
Guido Aehlen: Our customers know: With us, they are choosing Microsoft. We excel in all domains and manage projects from ERP to CRM. Increasingly important are automation and AI. Additionally, Microsoft Teams is becoming more and more central as a hub. Thanks to our close partnership with Microsoft, we are involved in early releases, can incorporate feedback from projects directly, and thus provide our customers with future-proof solutions. Also, our market strategy is based on this clear positioning: We consistently act as a Microsoft specialist – a conscious differentiation that clearly positions us in the market and ensures recognition.
Wirtschaftsforum: Where do you see your company in the coming years?
Guido Aehlen: For us, it's not about becoming number 1 in Germany or Europe. What's more important is to deliver consulting with substance. We aim to grow profitably, realize exciting projects, and maintain long-term relationships. This also includes tapping into new markets – such as the public sector in Germany. At the same time, we benefit from a special combination: On one hand, the corporate strength and stability of the Hitachi Group with 500,000 employees worldwide. On the other hand, we operate in Germany with short paths and flat hierarchies – a mix that customers greatly appreciate. Most of our customers have been with us for many years – a stable base that gives us planning security. Additionally, the Japanese corporate culture of reliability: A given commitment is always fulfilled. This attitude shapes our work and gives our customers confidence for the future.