Have you ever been to a meeting in which multiple departments of your company are present and it feels like department A has no idea what department B, C, D, E are doing. The conversation is similar to this scenario. The Executive VP of Sales states: We can’t count on our manufacturing to build and keep inventory of what we are selling. The VP of Manufacturing states: We have no idea what to build and when because sales does not provide an accurate forecast of what they are selling. Next the VP of Supply Chain and Logistics states that her team has no idea what raw materials to buy to support manufacturing and they end up with excess raw materials. The CFO chimes in and states: All of this inventory and raw materials is tying up cash and sales keeps extending longer payment terms to large clients creating even more cash flow issues. The Director of Marketing joins the confusion and states: We send dozens of leads to Sales and they never follow up on them, so marketing has no idea of how effective their campaigns are. As the tension rises in the room the director of Human Resources add more fuel to the fire. She says: I have no accurate data to support the Executive VP of Sales and the VP of Manufacturing requests to hire more Sales Reps and Production workers.
You have just experienced the Silo Effect.
At Silo Connectors we break down these barriers through our strategic consulting offerings and our Salesforce implementation skills. Eliminating the barriers between various departments and enabling the flow of information and ideas is what do. This is possible whether you are a manufacturer, a service based company, a non profit, a government or a school.
Go to Market
What type of sales organizational structure do you need for your business? Do you need a high value enterprise sales team, a telesales model, a channel partner model or a services sales force? There are plenty of sales models, but knowing which type to deploy can determine success or failure of your business. Choosing the right model is dependent upon the product or service your company sells, the length of the sales cycle, the complexity of the product and the level within your clients organization you need to reach to secure the sale. In addition, the volume of information available on the Internet has allowed clients to become much more savvy buyers, so creating new value propositions is a must. Silo Connectors provides industry veteran consultants to evaluate your business, your sales force, and your end user customer to generate the optimal selling engine for your business.
Strategic Account Management
Strategic account planning is a very time consuming activity. Most companies simply cannot afford the selling time needed to complete more than a few strategic account plans for their most important accounts. This is a bit of an oxymoron, since it is widely accepted how valuable strategic account planning is. Silo Connectors has a solution for automating this business challenge. Our studies have shown we can reduce the time to create a strategic plan by a factor of fifty. Our consultants work with your executive sales management and your most talented large account sales representatives to identify the best clients for creating a strategic account plan. Now your organization can have dozens of strategic account plans. This information is presented in a graphical format that make it easy to identify improvement opportunities with your best clients. This leads to increased sales activity and eventually higher sales which is the very reason strategic accounts plans are created.
Business Process Optimization
Any application whether client hosted or cloud based needs to make sure that the underlying business process is understood and more importantly is it a good process. Many companies do not have their business processes documented and more often than not do not know why things are done the way they are. The quote that gets repeated is “We have always done it that way.” This is one of the ways that Silos are created. In most organizations silos occur even within a given department. Information may exist in various spreadsheets, disparate data bases and systems across the enterprise, or the most challenging of all information that may only exists in the mind of key employees. We refer to this as “tribal knowledge”. In this service offering Silo Connectors personnel conduct facilitated discussions with various executives and key personnel across various departments. The effort focuses on extracting productivity gaps that exist because of pockets of “tribal knowledge”. We focus on short term wins that generate positive ROI with quantifiable value to any changes. If we are engaged prior to the selection of Salesforce or other applications, we can utilize this effort ask the basis of requirements for new applications.
Create Your Cloud Strategy
At Silo Connectors we can help your business no matter where you are on the Cloud continuum. Whether you have yet to embark upon the use of the Cloud or if you have already started and have hit unexpected challenges. We can help you identify applications or business processes that may not be suitable for a Cloud style deployment. Do you need a public, private or hybrid cloud? There are no fixed answers. Every organization, is different and our team is here to help you get the most from your business application investments.