Start-up investor. Founder & CEO of Roonyx Inc. Newest product, Orchea—a way to manage team load, financials, and outcomes—coming soon. getty Over a decade ago, my company had to digitize the entire sales process for a dealer network from scratch. This was our first large-scale project and it defined us as a company. Using this experience as a model, I’d like to show how you can approach any new customer’s problems using Eliyahu Goldratt’s theory of constraints . Pain Points At first, my company sold our customer relationship management (CRM) tools to one-off dealers. Soon they wanted to deploy the CRM across their dealer network. The pain points, which are common to many companies, included: • No visibility into the sales process. • Prospects and customers slipping through the cracks. • High customer and sales talent churn. • Bad customer experience with salespeople. The Search For The Ideal Solution We had the CRM and could onboard hundreds of dealerships with their managers and salespeople with no problem. The difficulty at the time was updating analog phone systems to digital. I think you will find upgrading and updating systems to often be a major hurdle. For our situation, there were […]
Using Goldratt’s Theory Of Constraints For Digital Transformation: A Case Study
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