Client: North American High-tech Communications Company
Sponsors: CEO, CMO, CIO, EVP Enterprise Networks
Challenge: Build the best global salesforce, ensuring they are the most informed in the industry – providing timely solutions to our customers. One of the CEO’s top 6 objectives. Solution: Designed & deployed Sales.Com, a global web-based customer information mgmt application and intranet. Preceding document mgmt systems. Built in 6 months, using C++, Java, J2EE, with Oracle database, Included global marketing awareness & training. Established a PMO and value metrics.
Results: Deployed to 15,000 global staff, with 12,000 documents and 25,000 integrated web links – saving an audited $56m annually & generating incremental revenue from 5% increased customer face-time. Gained company & industry recognition for outstanding contribution & shareholder value.
Testimonial: “Tony won the presidents award for leadership and the Astrolabe award for excellence, for his outstanding success in initiating & implementing Sales.Com, meeting delivery targets and receiving excellent stakeholder feedback," EVP Enterpirse Networks. (1998).
Client: Large Canadian Bank
Sponsors: SEVP T & O, VP Finance
Challenge: Determine the level of client satisfaction & value of Technology & Operations within the bank global executive and employee base.
Solution: Design and build a T & O performance measurement system, surveying samples of the 45,000-employee base, to determine continuous improvement initiatives.
Results: Conducted executive, project, general (client touch points) and event (help-desk) surveys and determined 2002 baseline, establishing action register and improvement initiatives. Designed communication material and briefing sessions.
Client: North American High-tech Communications Company
Sponsors: CIO, EVP Enterprise Solutions
Challenge: Set-up a program office (PMO) to deploy Clarify a Customer Relationship Management application (CRM) across all business units, functions and regions, to 35,000 employees, to improve the return on relationships with our customers.
Solution: Establish a program office, project management teams, resource and gain budget approval.
Results: Set up strategy, program governance, project mgmt methodology and teams, professional services and $18m investment commitment.
Testimonial: “ Thanks Tony for launching the Clarify Program Office successfully, we have started to determine the return on relationships across our business - service, call centers, sales, marketing, design and contracts," EVP Enterprise Solutions (2000).
Client: North American High-tech Communications Company Sponsor: CIO Challenge: Integrate IT strategy with the business goals, increasing the value for IT investments. Change the culture from technology based to business focused. Solution: Built with executive partnership the IT strategy, technology architecture, governance, business plan, PMO, communication office and investment value management program, aligning IT to the lines of business. Produced product & service portfolio, client satisfaction metrics and executive value-based reporting. Trained 125 business relationship managers. Results: Sustained IT investment level of $1.2 billion per annum, aligned to the business objectives, and a business satisfaction level & value increase for IT services, up 50% over 2 years to an 86% level. Testimonial: "We have a coherent and focused IT strategy that is aligned with the business, for value creation. This is proving out by the increased business satisfaction with the IT services," SVP & CIO (1999).
Client: Large Canadian Bank Sponsor: SEVP T&O Challenge: Determine the T&O strategic direction over the next 3 years, identify the key strategic initiatives and communicate the value of T&O to the bank. Solution: Through process consultation, gained consensus across exectutives, bulding the strategic direction, PMO, performance measurement and value proposition. Produced marketing communication material and T&O planning toolkit. Results: Defined the strategic direction, governing the $1.4 billion annual budget. Identified $150 million cost reduction savings over 3 years.
Client: Telecommunications Company Sponsor: CEO Challenge: Build IT and E-business strategy for a start-up telecommunications provider, having acquired 9 Latin American companies, in additon to the USA base. Solution: Defined and executed IT, telecommunication and e-business strategy across Latin America, integrating and standardizing technology architecture. Results: Built e-business strategy, implementing Intershop B2B for value-added services, generating revenue from web-hosting and e-commerce. Built multi-lingual marketing website (Microsoft Development Tools, J2EE, Java), generating 1,000 leads in 3 months. Outsourced NT infrastructure, saving $1.5 million per annum. Built Mexican data centre. Testimonial: "With clarity of vidion, we gained immediate benefit from Tony's enterprise experience, consolidating IT infrastructure for cost reduction, and building revenue generating applications," CEO (2002).
Client:Telecommunications Company Sponsor: CEO Challenge: Build business process map for pan-Latin American customer facing operations and implement enterprise side-applications. Solution: Defined complete customer-facing processes, based on TMN OSS best practice. Designed business & technical specifications, configured product and pricing tables, plus built customer profiles. Intalled Portal billing system, Seibel CRM, and Oracle database. Results: Blue print to consolidate 5 customer service operations, estimating $5million savings per annum. Implemented a central Seibel CRM and Portal billing system in Mexico. Testimonial: "Through excellent process re-engineering discipline, Tony was able to build a complete business process map, from customer to provisioning to billing," CEO (2002).
Client: North American High-tech Communications Company Sponsors: President CALA, President Wireless Challenge: Integrate Wireless and Carribbean & Latin American (CALA) business operations into global supply chain management (SCM) capability. Solution: Re-engineered SCM process, for both Wireless and Latin American operations. Define & execute migration path from legacy to Baan SCM enterprise application. Results: Built business operations process map and migration plan. Deployed BAAn SCM order management into Wireless European (Paris) plant- within 6 months. Moved $500 million Brazilian business onto Baan SCM- including order management, inventory, materials planning, and provisioning. Built an order management and contracts application hub (Pegasus- C++, Oracle database) for $1 billion CALA business. Testimonial: "Moving our $500m Brazilian business onto Baan in 6 months was an amazing accomplishment. Further, Tony and his project team won the presidents award for Pegasus order management deployment," President CALA (1998).
Client: North American High-tech Communications Company Sponsor: CIO, President CALA Challenge: Re-engineer customer facing process and deploy a B2B commerce site for the Caribbean customer base. Solution: Built e-commerce B2B order management system (Powernet-Coldfusion, Java, J2EE, Microsoft Development tools, html). Designed and built (Front Page) web account pages for extranet major account business development and personalized information exchange. Deployed Broadvision for web extranet account pages and order management. Results: Generated a revenue base of $10m monthly, selling to major accounts Testimonial: "Tony and his team were awarded the presidents award for the development & deployment of Powernet, which is successfully generating improved margin business- a strategic success," President, CALA (1999).
Client: North American High-tech Communications Company Sponsor: CIO, President CALA Challenge: Computing and networking infrastructure cost saving initiative, for the Caribbean and Latin American business (CALA). Solution: Server consolidation (HP Unix), network vendor consolidation (MCI and Equant VPN), desktop support centralization (Remedy), computing standardization (Dell). Replaced Cisco for Bay routers across regions within 3 months. Audit, tender, and vendor selection for ATM/ Frame relay network, replacing 6 vendors with 2. Results: Realized savings of $6m annually. Testimonial: "It is always satisfying when costs are liberated from IT infrastructure, affording the build of applications for business growth- job well done Tony," President, CALA (1999).
Client: Telecommunications Company Sponsor: CEO Challenge: Define and execute IT and Telecommunication strategy for pan-Latin American start-up telecommunications service provider, integrating & standardizing technology architecture from acquired country operating companies. Solution: Built infrastructure architecture, consolidated & standardized international infrastructure (Alcatel, Cisco, IBM). Outsourced NT, web and emaol environment to Exodus. Built data centre (Sun and Oracle) in Mexico. Results: Outsourced NT infrastructure, saving $1.5m per annum. Built Mexican data centre. Testimonial: "Within 6 months, Tony has executed according to his technology infrastructure blue-print implementing a common operating environment.
Client: North American High-tech Communications Company Sponsors: CIO, SVP Marketing, EVP Sales Solution: Designed and organized the Pit Stop and Cyber cafe. Technology exhibition & training for the salesforce at annual conferences. Launched the Pit Stop newsletter on computer productivity issues, tips and news to 55,000 employees. Results: Laptops fixed on-the-go, high value seminars & tools provided for productivity improvement. 86% high statisfaction & value rating from salesforce. Testimonials: 1. "The effort put into the Pit Stop was superb. The concept of providing a one-stop shop and a common theme for all sales support tools was well-founded and with the training provided will have a significant impact on customer satisfaction," AVP (1997). 2. "Tony, thank-you for engaging Apple Computers in the Pit Stop, which was a tremendous demonstration of your personal vision and commitment to your sales organization," Regional Sales Manager (1996).
Client: North American High-tech Communications Company Sponsors: VP Marketing Europe, VP Caribbean Challenge: Improve saleforce efficiency & effectiveness, increasing sales productivity Solution: Re-defined sales processes, built on best practice- Power-Base selling. Built sales curriculum and deployed to 425 sales people in Europe and the Caribbean, personally instructing in strategic selling and account management. Deployed Sales Force Automation (SFA): Phase 1- Mac, Microsoft, remote access. Phase 2- Dell, MIAMI (account management), remote access. Designed and implemented European sales compensation and recognition application, replacing 28 systems. Results: Sales productivity improved by 15% per annum. Testimonials: 1. "Our salesforce is better trained, have the necessary tools and rewarded for customer success, thanks Tony," VP marketing, Europe (1994). 2. "I personally want to thank Tony Read for his support of CALA in the education of Account Management, his training methods have been very well accepted," VP Caribbean Sales (1995). 3. "Tony has proved most effective with customers and can leverage his knowledge of IT to enhance the relationships with our customers," President CALA.
Copyright © 2009, Tony J. Read, Read & Associates. All rights reserved.