Trium

Background

Our client is one of the world's largest technology companies, and a member of the Fortune 500. The client has a leadership position in multiple consumer and enterprise product segments - a position that it has secured partially through a number of critical acquisitions made within the last five years. During this growth phase, the client rationalized its acquisitions, built capability globally, and implemented the systems required to operate the business at the next level of sophistication. Our client understands that success in the next era necessitates that it aligns their internal processes and systems, creates a platform for replicable and scalable growth, and increases their ease of doing business for clients – all at a lower overall cost.

Trium's Role

Through this work, Trium:

• Engaged critical operations leaders in the process to identify short-term, high-impact opportunities to evolve the business operating model to reduce complexity, increase flexibility and create greater accountability for results – all at a lower cost
• Accurately named and addressed the human dynamics shifts required to align, equip and mobilize executives to take coordinated action on their decisions
• Established credibility quickly in order to enroll senior leaders in the possibility of an approach required to successfully transform the Sales organization from within
• Augmented internal analytical capability with insightful analyses that enabled executives to reconfigure organizational capability at a lower overall cost
• At every step, supported the case for strategic and execution interlock across organizational boundaries

Client Impact

• The organization delivered approximately $30M in cash savings and reduced the overall cost structure by $100M
• Through the current planning process, the organization is designing and implementing a strategy, coverage model and plan to achieve a significant improvement in operating margin
• Sustainable results by driving commitment from senior executives to focus on four critical shifts in mindset and organizational practices: 1) FROM a focus on bookings TO a focus on managing to margin targets; 2) FROM a focus on the enterprise customer TO a focus on capturing market opportunities in all customer segments; 3) FROM a focus on selling products TO a focus on selling multi-product solutions; and 4) FROM a focus on corporate, business unit and sales organizations planning independently TO a focus on achieving strategic interlock

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