Industry: Education
Opportunity/Challenges
The privately held, 30-year-old company was challenged to grow its customer base without too-costly additions to staff. Private equity, majority-ownership in the founder-led company needed to unify financial and customer relationship performance histories on a single technology platform.
In order to empower a small corporate HQ staff, and a national cohort of longtime industry-experienced professionals, the client looked to Logisolve for leadership and daily oversight of program investment planning, technology acquisition/contract negotiation, and sales, marketing and back-office finance and cross-departmental operations’ definition of technology end-user adoption requirements.
Two multi-year strategic objectives were integral to meeting original business case justifications:
The ability to tie existing records of Parties, both people and organizations, to marketing campaigns based on segmentation profiles, purchase histories, in-bound inquiries, and 3rd party market competitive intelligence.
The ability to dramatically increase the level of product line-item detail analysis below invoice-level Customer payments, in order to improve timely, actionable, market segmentation analysis, forecasting, targeted marketing campaigns and profitability analysis.
This was achieved by applying multi-commercial vertical experience with multi-platform database design, integration, testing and enhancement backlog planning, along with process improvements made possible by unified General Ledger, Product Lifecycle Management, and Customer Order Management information and data stewardship practices.
Outcomes
Successful outcomes of these team-based efforts produced the clarifications necessary for clients to sign off on creating, testing, and rolling out a most-valuable platform (MVP) solution built on Salesforce Sales Cloud, Marketing Cloud, Fonteva Membership & Events plus Guidebook mobile app integrations, legacy software replacements, and new user experience design, configuration, testing, training, and rollout expertise.
Success criteria centered around maximizing global Club Owners, their Advisors and general members’ increased engagement with their relationship managers, via a new centrally hosted Mobile App for education curriculum planning, delivery, networking, continuing education credit tracking and local community of practice collaboration.
Finding cost-conscious ways to flex up and down key experienced staff members when the client needed them most was key to Logisolve’s ability to successfully facilitate these planning and program execution outcomes. Logisolve did this by drawing on its Business Transformation Capability Leaders, with 10 to over 25 years of business and technology change management experience.
Whether in domains such as strategic planning, stakeholder expectation management, risk mitigation, technology purchase trade-off analysis, custom database design, integration, user interface, process, and workflow design, testing or implementation, the Logisolve team tailored their service offerings month-by-month.
These tactically outcome-driven approaches built on early successes over time to demonstrate, with Client Sponsors and Champions’ co-leadership, what customized measurable operational improvements in efficiency and quality of outcomes could look like.
The Logisolve team worked in alignment with executive and senior leadership to ensure strategic and annual goals and objectives were met while introducing practices focused on sustained solution adoption and teaming skills that Client staff would continue to employ self-sufficiently after Logisolve’s departure.