1.8B
Provider of Communications Equipment and Services
Company Wants to Reduce Costs by $80M Annually and Grow Sales
Company Grew Through Acquisitions
Many Disjointed and Disconnected Processes and Tools
Offices in All US Markets, All with Different Skills, Processes, and KPIs
Few Standard Processes in Company
Critical Questions
How Can Change Be Managed to Get Costs Out Quickly, Re-Engineer Processes, and Adopt Automation to Improve Scale
How is the sales pipeline process defined in each geography? What tools and KPIs are used?
How many ERPs are used in the company? What does an ERP consolidation strategy look like?
How do Quotes and Pre-Sales Engineering processes work today in each geography?
What activities are manual versus automated in each geography?
Answers and Outcomes
Need to standardize on single sales lead management and opportunity tracking process.
Need to consolidate from 6 to 2 ERP platforms and consolidate customer invoices to improve collections.
Need to adopt a centralizxe Technical Feasibility Review process on customer proposals to ensure feasiblity before quotes sent to customers
Need to survey people and gather tasks and time per task to develop comprehensive process view of branches and enterprise.
Need to assess adoption of best of breed solutions and new workflows to improve process efficiency, data, and visibility.
Complications
No centralized team or function to drive business and digital transformation
Low data consistency or integrity across the company
Uneven skills in branches, particularly around technical proficiecny
Poor and inconsistent job descriptions in branches
