Advisory Services
We work with the Growing mid-market businesses on focused engagements led by our experts , for evaluating current state and identifying improvement opportunities around their Sales & Service processes, Salesforce implementation or adoption aspects and building systematic growth. We link the improvement opportunities for their businesses to specific functionality within the Salesforce products. Our offers are appropriate for the business that has successfully evolved out of the startup phase, has stabilized its offers and customers and is now preparing for growth or resetting its growth journey by leveraging the Salesforce platform
Our advisory projects involve gathering information from stakeholders across the organization, working closely with our clients to diagnose current state and identifying alternatives and recommendations for improvements. We have developed unique frameworks coming from our years of experience and knowledge of best practices, for studying and diagonizing current state for our clients in multiple areas. The frameworks bring rigor to the diagnosis by going to the root causes of issues without jumping hastily to conclusions. Our advisory services span one of the following areas:
- Process Design for Sales
- Process Design for Service
- Salesforce Audit & Assessment
- Planning & Improving Salesforce Adoption
- Business Case for Salesforce Investments
- Building a Growth System
Our Advisory Services projects are a few weeks in duration, and follow a common time-tested methodology when it comes to diagnosis of current state and identifying improvement areas.
- Identify stakeholders to understand and document observations on current state. We then cross reference these observations with Salesforce, CRM and Industry best practices
- Apply the observations against frameworks we have prepared that organize best practices along a set of strategic themes. For example, themes for a Process Design for Sales may include Sales & Marketing alignment, Sales Operations, Organization Design.
- Generate a set of recommended initiatives linked to the Strategic Themes
- Using a prioritization filter, we prioritize and categorize recommended initiatives
- Prepare a roadmap around the recommended initiatives, sequenced by impact and organizational readiness.
SALESFORCE AUDIT & ASSESSMENT
This offer is targeted to Salesforce customers that have implemented Salesforce and are yet to realize the benefits they are seeking from their investment. Our experts audit and assess your current setup, and through a methodical approach surfacing issues and gaps, arrive at a set of recommendations and a guide to the transition.
Through a series of interviews with business executives, users and Salesforce admin and development teams, and a close study of your Salesforce setup using diagnostic tools from Salesforce, our teams prepare a Report Card and Transition Guide for your use.
The specific areas vary by the client and salesforce setup; the following are some of the areas we typically cover:
- Salesforce Instance Overview (Licenses, Sandboxes)
- Security Model
- Reports & Dashboards Usage
- Product specific (Sales Cloud/Service Cloud etc) implementation
- Configuration vs Customization Design
- Integration Approach
- Training Plan
- Management of Salesforce Org and Sandboxes
Value for you:
- Objective report on current state of your Salesforce Setup
- Assessment of where you are, recommendations on enhancements and priorities
- Understanding of Salesforce features that are not being utilized or under-utilized
What you get:
- Reports from diagnostic and analysis tools including Salesforce Health Check, Optimizer, Lightning Migration Assistant, Schema Builder, Configuration Workbook
- Report on missing functionality, unused and under-utilized features
- User pain points and unmet needs
- Prioritized recommendations
- A roadmap of changes with priorities
The recommendations we come up with, fall into two categories – some that can be taken up right away and implemented with minimal impact to other areas of the system; and some that will require design and implementation along with system testing. We budget time into our Audit engagements to implement some (upto 10) of the quick fixes for you and also prepare a proposal for implementing the identified enhancements.
IMPROVING SALESFORCE ADOPTION
Value for you:
- Data governance processes
- Training plans by user group
- Change Management processes
- KPIs for monitoring system effectiveness
- Executive sponsorship guidelines
What you get:
- Stakeholder interviews for adoption issues and roadblocks
- Data Quality Assessment
- Evaluation of Sales & Service process readiness for adoption
- Methodologies & best practices for Salesforce adoption
BUSINESS CASE FOR SALESFORCE INVESTMENTS
Value for you:
- Cost Benefit Analysis for Salesforce Investments
- Recommendations and Roadmap for Implementation
What you get:
- Value drivers for Salesforce at your Organization
- Total Cost of Ownership analysis
- Organizational Capability Gaps
- Strategy Maps for Impact of Salesforce
SALES STRATEGY & PROCESS IMPROVEMENT
Value for you:
- Enhanced Sales Processes
- Alignment of Sales with other functions within the organization
- Actionable recommendations for improving productivity and effectiveness of sales staff
- Best practices for sales processes, metrics, alignment with organization at large
What you get:
- Current State Assessment & Improvement Opportunities
- Future State Vision & Gap Analysis
- Prioritized roadmap and implementation plan
- Workshop on Findings and Recommendations
- Linkages of Recommendations to Salesforce functionality
- Salesforce Prototype for one or two dramatic improvements identified
SERVICE STRATEGY & PROCESS IMPROVEMENT
Value for you:
- Enhanced service & support processes
- Design of key performance indicators and desired outcomes for Service related functions
- Improved utilization of service staff
- Best practices in self service for customers and partners
What you get:
- Current State Assessment & Improvement Opportunities
- Future State Vision & Gap Analysis
- Prioritized roadmap and implementation plan
- Workshop on Findings and Recommendations
- Linkages of Recommendations to Salesforce functionality
- Salesforce Prototype for one or two dramatic improvements identified
BUILDING A GROWTH SYSTEM
The target client for this offer is the business that has successfully evolved out of the startup phase, has stabilized its offers and customers and is now preparing for growth. We characterize ‘Good’ Growth as one that comes from a self-enforcing momentum and can be systematically built through improving, scaling and innovating around 3 aspects – your people & culture, processes and systems.
While the preparation for growth has several dimensions to it – finance, operations, human resources etc., our expertise and focus is the processes, systems and people aspects around customer facing functions – specifically Sales, Marketing, Customer service. Our engagements are focused on strategies for stronger customer relationships and sustainable revenue growth, improving the efficiency of customer interactions and aligning Customer Growth strategies to your overall Organizational Growth Strategy.
Value for you:
- Orientation to Growth Levers for the midsized businesses
- Current State Analysis for customer interactions
- Improvement Opportunities
What you get:
- Shaping your Business Model and Customer Value Proposition
- Planning & recommendations for CRM Processes & Systems
- Planning & recommendations for Scaling People