Projects and assignments
The Challenge ● The Action ● The Result ● What they said
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(Analysis) Client's Challenge. Provide a GTM Strategy into Latin America that specifically targets opportunities in Public-Sector markets.
| The Action. Evaluate demand for a data-as-a-service data platform and cloud applications exclusively for government organizations in each Latin American country.
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The Result. The strategic analysis provided business clarity and technical direction.
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What they said. The framework that formed the basis for the client’s field engagements translated into tangible opportunities that the sales closed as deals.
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(BPR) Client's Challenge. Leverage existing and add Partner Relationships to drive demand, ROI, and will accelerate sales pipeline growth year over year.
| The Action. Design an evaluation and assurance type work-steam for Partner relationships. Frame the process around industry best practices.
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The Result. The five-step end to end business process assured partner deals, approvals, configuration proposals, and closure. KPI’s and measures included.
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What they said. Enabled Partners to extend the clients value proposition into addressable markets. Overall partner related subscription and value added professional services sales increased.
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(BI) The Client's Challenge. Improve Business Analytics. The business reports portfolio is obsolete. Insight for Sales and Service practitioners is opaque. Unable to measure performance for Key business subjects like, Sale Achievement, Order Management, and Service Requests.
| The Action. Enrich customer information, assure high quality transaction content, and use standardized KPI's and measures and design state-of-the-art visualizations.
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The Result. Retrofitted / Redesigned / Rebuilt reporting library using Cloud based technology. Content integrity, Dashboards, and Analytical Reports were among the 275 solution improvements.
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What they said. New reporting solutions are monitoring the state of operations, providing actionable content, investigating trends and outliers. Transaction velocity accelerated, practitioners are commenting that they get high value insights for the new solutions
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(SaaS) Client's Challenge. Fix our Opportunity Lifecycle. Performance of Opportunity Management is a top-rated pain point for sales teams. GTM business operations have difficulty managing how many deals are being closed, which accounts need the most attention, and navigating lead stages by our sales team is too complex.
| The Action. Enrich customer information, assure high quality transaction data, and use standardized KPI's and measures and design state-of-the-art visualizations.
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The Result. Retrofitted/Redesigned/Rebuilt reporting library using Cloud based technology.Data integrity, Dashboards, and Analytical Reports were among the 275 solution improvements.
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What they said. New reporting solutions are monitoring the state of operations, providing actionable data, and indicating trends and outliers. Transaction velocity accelerated, practitioners comment that they are get high value insights.
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(BI) The Client's Challenge. Re-Engineer Business Processes. Complex and inefficient business reporting tools do not keep pace top-line growth., Finance, Manufacturing, Service, and Customer Management business operations are impacted.
| The Action. Optimize how analytics work is performed, simplify end2end business reporting. Connect business subjects to one reporting platform.
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The Result. Installed Cloud Based data visualization and analytical tools. This transformed reporting efficiencies across businesses. Over 3k users were empowered with skills to leverage data that accelerated better decision making and reduced cycle times.
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What they said. Partnering with the Core BIZ Leadership Teams and IT developed superior general purpose and functional specific reports. The innovative approach to training by conducting small group advanced BI sessions made for a faster roll-out. The BI package with key information such as user guides, data dictionary, and how to’s was robust and useful. Significantly improved experiences were reported by customers and partners.
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(SaaS) Client's Challenge. Fix our Opportunity Lifecycle. Performance of Opportunity Management is a top-rated pain point for sales teams. GTM business operations have difficulty managing how many deals are being closed, which accounts need the most attention, and navigating lead stages by our sales team is too complex.
| The Action. Install a Web-based interface, develop and enable a “new sell model” and simplify opportunity management.
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The Result. SFDC modules were deployed. The tool augmented the sales management processes that accurately monitored sales reps and encouraged behavior that drove sales.
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What they said. Improved sales performance. Sales reps now have techniques that improve deal velocity. Products and services are better aligned with top-line priorities.
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(MDM) Client's Challenge. Help Renew our Contracts. Weak message for Product and Service value proposition. Renewal performance is misinterpreted. Distracted Sales / Service Reps and untrained Sales Staff are assigned to renewal work. Contracts expire unattended.
| The Action. Muster Data Analytics Experts to precondition and correct master data. Dedicate a renewals selling team. Modernize business processes and operations.
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The Result. Retooled business processes improved renewal performance and service effectiveness. Automated and batched process quotes identified expiring contracts. End Customer Accounts and data associated to other parties in the contract were corrected.
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What they said. Drove revenue growth through better Service to Product SKU attach. Better Renewals engagement models improved renewal performance and customer retention increased. Professional Services margin levels greatly improved.
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(BPR) The Client's Challenge. Business has outgrown current solution. Re-Engineer Business Processes. Current business architecture handles only short-term needs. Sub-optimal business processes prevent top line growth over the long term. Inflexible business systems slow transactions and undermine productivity. Customers complain about difficulties in conducting business.
| The Action. Design and develop blueprints for Business Processes, consolidate existing business applications to one enterprise based solution.
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The Result. Retooled cross functional processes improved business operations. New Enterprise wide applications and BI tools improved data transparencies. Leadership made timely and informed decisions.
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What they said. IT costs improved and revenue growth accelerated in new markets. Better Professional Service was provided and the overall customer experience improved.
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(BPR) The Client's Challenge. Re-Engineer Business Processes. Front end business operations do not keep pace with sales demands. Manufacturing teams cannot reliably promise product delivery. Customers complain about poor business experiences.
| The Action. Based on business process blueprints, install CRM tools, enable users with the skills and capabilities to transact and manage business.
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The Result. Practices and business tools were put in use. Systems and data helped manage and analyze customer interactions throughout the customer lifecycle.
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What they said. Customers commented about how business is easier to transact. Improved processes and tools provide accurate account management. Better sales metrics, predictable forecasting through Opportunity Lifecycle, and Quote Management directly improved revenue achievement.
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(BPR) The Client's Challenge. Re-Engineer Business Processes. Front end business operations do not keep pace with sales demands. Manufacturing teams cannot reliably promise product delivery. Customers complain about poor business experiences.
| The Action. Based on business process blue prints, install CRM tool, enable users with the skills and capabilities to transact and manage business.
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The Result. Practices and business tools were put in use. Systems and data helped manage and analyze customer interactions throughout the customer lifecycle.
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What they said. Improved processes and tools provide accurate account management. Better sales metrics, predictable forecasting through Opportunity Lifecycle
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(BPR) The Client's Challenge. Re-Engineer Business Processes. Sales have difficulty managing how many deals are being closed, which accounts need the most attention, and lead stages are too complex Manufacturing teams cannot reliably promise product delivery.
| The Action. Based on business process blueprints, install CRM tools.
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The Result. Installed customer management system, order entry, fulfillment processes, and call centers.
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What they said. Revenue achievement improved with better sales metrics. After four quarters, the newly minted fulfillment system subscribed over one million users.
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(IT Upgrade) The Client's Challenge. Relative server performance is declining over time and costs are increasing. Improve data center performance
| The Action. Optimize systems, accelerate performance, improve reliability.
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The Result. Upgraded technology operating systems, migrated business applications from onsite data center locations to new hosted centers worldwide.
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What they said. Entire network is automated allowing multi cloud, use, end-to-end security. Workloads can run in performance optimized locations. Costs were significantly lowered. SaaS tools were now available for business solutions.
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(BPR) The Client's Challenge. ISO Recertification. The ISO de certification reduces run rate business, hinders ISO portfolio growth, and undermines the value proposition in the market.
| The Action. Re-Tool quality management system. Achieve acceptable audit resulting in re-certification of ISO. Roll-out best practices that improve fulfillment to delivery and quality issue to resolution business processes.
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The Result. Delivered ISO conforming cross functional business processes and achieved ISO certificate. Optimized operations for improved cost effectiveness.
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What they said. New ISO certificate restored confidence in the Marketplace. Improved quality enhanced customer satisfaction. Increased productivity and regained competitive advantage.
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(NPI HW and SW) The Client's Challenge. Implement Technology Solution. Engineer better cost performance, reduce the cost of computer connectivity to the internet.
| The Action. Address the modem technology segment using an inexpensive soft modem solution.
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The Result. OEM and Contracted Manufacturers adopted new soft modem reference designs. Install base grew to over 125m. 1 in 4 modems with laptops featured this design.
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What they said. In 1997 a 56kbps modem sold for $250, the new soft modem sold for $27 - an order of magnitude decrease. By 2004, that same modem sold to a Tier1 OEM for $2.35 and to the Overseas mother board manufacturers for $1.85.
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(NPI HW and SW) The Client's Challenge. Implement Technology Solution. Address a new RAID ARRAY technology segment with a solution that is price and margin competitive and that will offset negative growth of existing products.
| The Action. Realize subsystems and chassis reference designs, develop manufacturability and designs supporting business operations and tier one contract manufacturers (CM’s) channels for copy and distribution.
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The Result. Tier1 Contract Manufacturers adopted reference designs using highly competitive approaches. Pilot runs were delivered that handed off the solution to phase one production.
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What they said. Sales and Marketing teams are aggressively selling a new viable and proven platform to new and existing customers.
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(HW) The Client's Challenge. Implement Technology Solution. Enter the emerging mobile device market. Define a competitive Personal Digital Assistant device.
| The Action. Define the market landscape, develop viable market requirements. As a proof of concept, build a reference design.
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The Result. Engineering and Manufacturing partner delivered first engineering articles.
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What they said. Manufacturing partner adopted the reference design for early production. Overall project efforts materially improved Corporate Strategy, Development, and Advanced Technology Alliances.
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