Value Delivered

"Our implementation teams cannot keep up with sales and we are losing deals."

A payment processor with a SaaS solution was growing rapidly, but was far behind in customer implementation. Initial analysis revealed there was little to no handoff from sales to implementation and implementation was a mix of product and consulting resources. We created standard forms for requirements collection. We productized the implementations with complete playbooks. TTV was reduced by 50% and product resources were refocused on product.

"We are losing revenue and cannot maintain profitability."

A consulting services company started rapidly and grew quickly. But after a few years cashflow and sales became a significant problem. After analysis, we found they were trying to be all things to all customers and were very heavily focused on expensive, full-time employees. Zero Drag refocused the company on their core competencies of Analytics and CRM. Resource composition was aligned. A new contractor channel was created. Compensation of both sales and delivery was tuned to drive needed habits. The end result was 50% revenue growth in 6 months and a 30% margin on all work.

"We are the largest payment processer in the US, yet we are losing to upstarts. What should we do?"

Large payment processer had built a myriad of competition products for the market as a function of acquisitions and internal challenges. They mean time to sales was 10x that of the competition and TTV could be 6 months as opposed to days. After a Design Thinking engagement created a new future, API product maps were envisioned, product lines decommissioned, and a new sales GTM strategy with technology we built. Sales cycles and TTV were slashed while Csat tripled.

"Why is our DSO almost 300 days and our clients selecting our competitors?"

Scandinavian cellular powerhouse was unable to meet the expectations of their primary US clients on delivery of new towers and was unable to invoice within the constraints of the contracts forcing customers to competitors and leaving a massive cashflow problem. ZDC resources got to the bottom of the issues meeting with global leaders and implementors alike. After a hypothesis was developed, it was tested in a Design Thinking session with the primary customers. The result? Modernize the process through method and digital means. Revise the resource steps. Apply AI to overcome technology deficiencies. Reduced DSO from 300 days to typically 4.

"How will WiFi impact our customer experience?"