When Schlumberger , the market leader in oil and gas well visualization software, found their development needs outpacing their provider's capabilities, they faced a critical decision. This case study examines how their unorthodox approach to selecting Restaff as their development partner led to a successful 14× team expansion and sustainable competitive advantage in their market.
The Business Challenge
Schlumberger's WellBarrier platform provides essential visualization tools that help oil and gas companies clearly document and understand well safety systems. As customer demands increased, their existing development resources in Sandnes could no longer meet requirements.
"Our software development was originally performed by another company based in Sandnes. Eventually, our requirements became beyond what the company could deliver so we had to look for a new provider," explains Schlumberger's leadership.
A Strategic Selection Approach
Rather than following conventional vendor selection processes, Schlumberger implemented a capability-focused assessment:
"I decided that it was best to have them prove their technical abilities by solving a hard problem first versus giving them an easy pilot project. The task was to address one of the main architectural issues that we were having and one which needed a creative solution."
This approach—testing with a core architectural challenge rather than a peripheral pilot—immediately revealed Restaff's technical depth and problem-solving capabilities.
Building a Sustainable Partnership
The partnership's success is built on three foundational elements that transformed a typical vendor relationship into a strategic asset:
1. Ownership Culture
"It has to do with people. The developers at Restaff have been working with us and take pride in doing good work and have ownership over their product. There is a good relationship between the Vietnam team and the development manager back in Sandnes"
This ownership mentality ensures that development decisions align with product quality and business objectives—a critical factor for technology that impacts safety protocols.
2. Structured Communication Framework
The partnership maintains alignment through a multi-level communication structure:
- Daily technical coordination between teams
- Quarterly two-week on-site collaborations in Vietnam
- Regular executive-level engagement from Restaff leadership
"Communication is key. We talk daily with our team in Vietnam. We visit and work at the Restaff office 3 times a year (each time for 2 weeks)."
3. Cultural Bridge Leadership
For global technology partnerships, cultural alignment is essential for operational effectiveness:
"Their General Manager, Martin Tran also visits us in Norway to listen and work through any issues that the project may have. Martin's background in business is very assuring for us. The dialog is open and constructive. The way he has managed to merge the Norwegian and Vietnamese way of doing business is effective. We are very much on the same page and there is security in knowing this."
Measurable Business Outcomes
The results of this strategic approach speak directly to executive concerns about scalability and quality:
"We started with a team of 3 developers. Currently, we have a dedicated development manager and 42 team members based in Vietnam. I think a mixture of having the right people in place and some luck has been very beneficial for our company."
This expansion has enabled Schlumberger to maintain their market-leading position while consistently enhancing their platform's capabilities to meet evolving industry requirements.
Strategic Value Assessment
When evaluating the partnership's overall value, Schlumberger's executive team is unequivocal:
"Of course, unless they are our competitors! I'm happy to see that they are open and asking for constructive feedback. I'm happy with our relationship."
Key Executive Insights
For CTOs and CEOs considering similar partnerships, Schlumberger's experience offers several valuable lessons:
- Prioritize capability verification over process documentation when selecting technical partners
- Test with core challenges rather than peripheral projects to reveal true technical depth
- Invest in communication infrastructure that connects technical and business concerns
- Value cultural alignment as much as technical capability in global partnerships
- Seek partners who demonstrate ownership of your business outcomes, not just delivery of requirements
The Schlumberger-Restaff partnership demonstrates how technology leaders can transform outsourcing relationships from tactical cost management into genuine strategic advantages that support market leadership.
