“If I had asked people what they wanted; they would have said faster horses.”
This is perhaps the most famous quote attributed to Henry Ford. Great innovators have followed, many in the corporate world, creating solutions to business problems that drive change in becoming faster, smarter and more efficient. If people don’t take a punt on change, the market moves forward as they watch from the side lines.
Last year I had the opportunity to work with a Dutch-based Salesforce & FinancialForce professional services company called CloudTeam Company. They were struggling to accurately calculate and forecast the full costs associated to delivering projects prior to accepting bids – the missing component was to account for all the travel and expenses incurred throughout the sales cycle and subsequent delivery. Although they had a PSA system in place, it was only able to track expenses incurred and not total travel spend, meaning their data was scattered all over the place. Receipt capture and submission was also a frustrating experience for their employees – it needed to be as easy to use as it is to call an Uber.
Revolutionising professional services with travel and expense data
It was at this point they found SalesTrip. 100% natively built on Salesforce, they knew it was the only company offering a fully integrated travel booking, ticketing and expense management solution. If they got it right, they could be the first to market with ground-breaking innovation that would give them the market advantage. They had the back-bone, decided to take the gamble and invested.
Today with SalesTrip and FinancialForce, CloudTeam Company are now smarter about their overall project management whilst providing a better experience for employees. They can immediately assess the profitability of a potential deal and judge whether to respond. Not simply look at how much revenue is forecast. They’re now winning business that they can deliver effectively, within set timelines and to a budget that works for both themselves and the customer. They have increased their accounting managed services offering to include receipt auditing so that they can support domestic VAT reclaim. And their employees don’t waste non value-added time on expense handling. They can focus on generating revenue and delighting their customers.
This vision has set CloudTeam Company apart as a Professional Services business and magnifies the efficiency of their business to become more profitable. “Our consultants can now book their business trips and submit expenses with ease – and directly against the client project they’re working on,” said Gert-Jan ter Weeme, Managing Partner.
Why I personally love this story
CloudTeam Company has embraced change to drive the market forward. I have seen them grow in people and business offerings; not as a result of chasing revenue but by being smarter and adopting a new approach that not many had done before them. Yes, this is specific to the Business Services and Professional Services vertical, but it can be translated to any business that has to deploy people to deliver projects. Well done CloudTeam Company; you are a visionary and a Salesforce Trailblazer.
To find out more, why not join our Executive Q&A webinar series on 8th and 15th May where I’ll be discussing all of the above with Gert-Jan. You can register here.