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Customer relationship management is vital for any organization’s efficient growth. For years the companies had been waiting for that one CRM software, and like a miracle Salesforce came up. Salesforce is a platform that has linked some of the functional areas of an organization such as customer service, marketing, sales and account management that will help you get a holistic understanding of the customer. With Salesforce’s inclusive solutions, the organizations today are able to understand their customers and run the processes smoothly. This issue of The Best Performing Salesforce Solution Providers in 2020 features the stories of such organizations that are deploying the services of Salesforce to other companies, thus helping them on their digital journey. Featuring for the cover story is Elements.Cloud, a company that s transforming the Salesforce implementation life-cycle with their excellence. Established in 2014, Elements.cloud is consistently helping businesses to accelerate and increase adoption of Salesforce implementations. Other features include InterWeave InterWeave allows users to work within their CRM solutions in their environments and provides them with real-time information from other integrated applications. An interview with Mr. Peter Lee, CEO of Cloud COACH International. Cloud Coach is a leading name in the industry that made its unique place in the market with cutting edge solutions for business processes. In the Editorial Desk, read about ‘Strategic Planning’. What are the steps necessary for it and how can you implement those to complete your goals! Also read about Cairo, the World City with unparalleled history! Have a good read!
Shalmali Wadadekar
www.peninsula.com
The Enterprise World, 1985, Henderson Rd, PMB 18262, Columbus, OH, 43220
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For Editorial Concerns: editor@theentetpriseworld.com For Sales & Branding Enquiries: sales@theenterpriseworld.com For Subscription: info@theenterpriseworld.com Publisher The Enterprise World Creative Content Editor Susanne J. Asst. Editor Shalmali W. Marketing Coordinator(USA) Peter J. PR & Marketing Coordinator James H. Business Development Executive Ben Clarke Creative Design Head: V. Mittal Social Media Manager Avinash G. Digital Circulation Manager Amanda V. This list is NOT a ranking. The companies on listed in magazine serve different aspects of the market, making ranking them in any order except revenue impossible and unfair. We try to bring a perfect platform for business organization to showcase their valued products/ services. Copyrights Š The Enterprise World | 2019. All Rights Reserved. The images and content included in this magazine should not be copied, transferred or reproduced in any form or by any means, electronics, mechanical, photocopying, recording, otherwise, without proper permission from The Enterprise World. The Enterprise World solely owns all the reprint rights.
Leaders in Spotlight The Cover Story Feature includes Elements.cloud. Established in 2014, Elements.cloud is consistently helping businesses to accelerate and increase adoption of Salesforce implementations. Its state-of-the-art app effectively connects the dots between business requirements and Salesforce use. The company is well-equipped with a pool of professionals that share the same interests and convert every challenge into an opportunity. These professionals are committed to their tasks and focus on delivering tangible results.
management, custom configuration, and managed services. Guided by the mantra “success simplified,” they use leading cloud solutions to help companies achieve a strategic vision, improve performance, and increase value to stakeholders. Established in 2004, Unified Service is one such organization that embraces Industrial Cloud and rolls out effective solutions across various Renewable Energy and Healthcare sectors. Living by excellence, the company intelligently targets the market thereby, integrating distributed data as unified.
From serving over 15,000 users and 1,000 companies in all industries to building a robust accounting solution with the same flexible, fast, and efficient functionality as Salesforce, Accounting Seed has all the reliable components that are designed to empower clients to take control of their business and achieve superlative success.
The company has an array of Enterprise Portal solutions and CIS solutions (already in production). The enterprise portal solution helps to gather the distributed data and integrate the same to show the enduser while the CIS offers information on usage or electric power.
Simplus is a global Platinum Salesforce Partner and the industry leader in Quote-to-Cash implementations, providing enterprise-wide digital transformation through advisory, implementation, change
A unique approach to a common problem has always been a backbone for the company’s success. InterWeave allows users to work within their CRM solutions in their environments and provides them with real-time information
from other integrated applications. InterWeave integrates CRMs such as Salesforce, Creatio, OROCRM, Oracle Sales Cloud, SuiteCRM and others. The company focuses on three tenants: Financial Services Solutions, Payment Processors and Multi-Cloud integrations in a simple, configurable way. Interview ProfilesFounded in 2014 Handwrytten is the global leader in automated handwritten notes. They use robots to write out the notes in real pen, in the handwriting style of the client's choice, on their stationery. Clients can include gift cards or small inserts, such as their business cards. Cloud Coach is a leading name in the industry that made its unique place in the market with cutting edge solutions for business processes. The company ideated at the club while playing the game on the pool is now transforming businesses by making their complex operations simpler. Without sticking to a particular methodology the company is serving its clients and empowering them for the brighter tomorrow.
08
Elements.cloud
14
Accounting Seed
18
Cloud COACH
28
InterWeave
32
Simplus
Transforming Salesforce Implementation with Excellence
Transforming the Trajectory of Business in Real-time
For Smooth Running Projects
The SmartIntegration Platform for CRM
A best Salesforce partner for your business
38 Handwrytten
The World's Leading Provider of Scalable Handwriting Solutions
42
Uniď€ ed Services Solving Social Issues with Cloud & IT
Contents From the Editor
22
Upshot MetrosCairo- The World City
36
Amazing Facts About Salesforce You Must Know
46
Steps for Strategic Planning
08 May 2020
Transforming Salesforce
Implementation Lifecycle With Excellence
www.theenterpriseworld.com 09
Cover Story
‘‘
Enterprise apps like Salesforce need enterprise tooling like Elements.
M
any companies are utilizing the power of Salesforce to build apps to manage their customer relationships. That is why Salesforce is seeing such growth. But customers have to balance the desire to deliver a huge vision with the practicalities of growth. The challenge is balancing agility with trust. Even the best solutions built on the best CRM platform have to grapple with legacy metadata, technical debt and the challenges of user adoption. Established in 2014, Elements.cloud is consistently helping businesses to accelerate and increase adoption of Salesforce implementations. Its state-of-the-art app effectively connects the dots between business requirements and Salesforce use. Starting with the business analysis tools which link to a metadata dictionary delivering automated documentation and analytics with its nightly sync. This increases the speed and trust of making changes, and enables impact analysis and team access to linked documentation. Apart from being a go-to platform for metadata analytics and documentation, it also supports the implementation of any transformational change, particularly in highly regulated industries. Included in the Elements.cloud app are business 10 May 2020
process mapping and requirements capture as well as pop-up help and feedback to drive user understanding and adoption. Multi-faceted Personality at the Helm With eighteen years of experience across Salesforce, Ian Gotts is the Founder and CEO of Elements.cloud. His passion for providing the tools that help customers reduce risk and improve adoption of their Salesforce implementations is tremendous. Ian started his career at Accenture, where he ran high-risk technology transformation programs for 12 years. His largest project had a project team of 500 in central UK Government - which is as challenging as it sounds. Before establishing Elements.cloud, Ian was the Co-founder and CEO of NimbusPartners – a BPM software company - for 15 years. Under his aegis, the company took a successful journey from startup to exit, selling to TIBCO. Filled with enthusiasm, Ian has been a regular speaker at Dreamforce, World Tours and Dreamin’ events. He is a prolific blogger and speaker with the ability to make the complex seem simple. He challenges the audience to see things differently. He is the author
of 10 books and is working on his next book ‘Tilt Marketing: a sidelong glance at business’. Another fun fact is that he was on Microsoft’s Worldwide Partner Advisory Council for 4 years during their transition to the cloud. Ian is now well-known for OrgConfessions.com - a consistently growing site with anonymous Salesforce implementation horror stories that has over 800 confessions. The site perfectly exemplifies his love for edgy, guerrilla marketing. Apart from all this, he also plays the bass guitar in a cover band called JaneBlonde.band. Witnessed | Developed | Delivered Elements.cloud’s market analysis revealed that there is a need for tools to support the implementation lifecycle of enterprise applications. But building an app that will support the largest enterprises across the full scope of the
implementation lifecycle and performs powerful analysis was not trivial. They’ve had a large development team working on the product for four years, adding functionality and honing the UI. Phases of Consistency and Intelligence The company had been through four distinct phases which have now made it a go to product for Salesforce customers. These phases are: Design –Building the product road map, architecture and development approach. Free Offering –Elements made its process mapping a free offering, which proved a great success in comparison with other tools. First Paid Offering –They then added the first paid (PRO) offering to its list, which was the governance of process maps and the Salesforce metadata sync and analysis, which pulled in a more compelling ROI. Despite driven by low-
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Cover Story touch marketing and sales, the company witnessed 10% growth month-over-month. Enterprise Offering – The Company introduced more sophisticated analysis, single signon (SSO), policy management and in-app feedback and help. This is a higher ACV and Elements has hired an enterprise sales team which is accelerating sales. Meet the Cornerstones of Success Ian and the other two founders Adrian King and Richard Parker have one thing in common– 20+ years of experience of building enterprise application companies together. There is a shared vision, trust, and direction alongside providing a hassle-free work environment so the teams to thrive. The company is well-equipped with a pool of professionals that share the same interests and convert every challenge into an opportunity. These professionals are committed to their tasks and focus on delivering tangible results. They just roll up our sleeves and get stuff done. Besides, Elements.cloud is open and candid, and is politicsfree. Talking about the company’s success the founders state that “We have a long-term product vision; we’ve listened to customers who have helped shape the product roadmap. We have been very focused on the Salesforce market so that we have been able to establish ourselves as thought leaders, supportive and responsive to the ecosystem.”
12 May 2020
Comprehensive Range of Products & Services The company supports the Salesforce implementation lifecycle across all the phases - Analysis, Build, Deliver, and Operate - with ease. Be it a small nonprofit or a Fortune500 corporation, competitive solutions are there to help customers run a successful Org. In this digital world flooded with competitors and a wide range of disparate utilities, Elements.cloud stands tall as a one-stop-shop. Aggregating all the implementation data across the lifecycle in a single UI, the app provides a single source of truth and ensures the levels of security and governance demanded by CIOs. To support compliance with GDPR, CCPA and other data protection regulatory governance, Elements developed a product that provides privacy and consent management to Salesforce data. Launched in 2018, Elements.cloud is now seeing a renewed interest as companies who are starting to put in place the proper technology to support regulatory requirements. Discussing the long-term vision, Ian says that Elements.cloud can provide the implementation tooling for the CIO across all the apps in their IT estate: Salesforce, Workday, ServiceNow, Oracle, SAP, GoogleApps etc. “We have already architected our app to do this. The limiting factor is only our go-to-market bandwidth, not the technology. Salesforce has over 200,000 customers, all of whom need our solution. That is a huge initial market.”
ANY APP NEEDS TO BE AFFORDABLE FOR THE SMALLEST NONPROFIT. www.theenterpriseworld.com 13
The Best Performing Salesforce Solution Providers in 2020
Tony Zorc, CEO
Transforming the Trajectory of Business in Real-time 14 May 2020
T
he sweeping improvements in technology have made the lives of humans easier and faster. These enhancements in technology have changed the perception of the world for humans. The smartest minds of our generation have invented technology to change our lives, however, today technology guides us. Machines, gadgets, robots, all of us are part of this biome. Nevertheless, the exhaustive reach of technology had some splendid results for business too. Not only have these technologies helped vendors to stay ahead in the market, but it has also changed every aspect of the business. Disinterring numerous opportunities for companies, these technologies have even fuelled major disruptions in the market. It is because of this, that every industrialist, entrepreneur, or vendor requires experts or techies who will help keep the business (small or big) afloat and act as an extended department to their company. Recognizing the surge in such expert solution providers and our quest to find one landed us at Accounting Seed; an innovative and robust financial software solution company that transforms both accounting and business. The Journey to Prominence From serving over 15,000 users and 1,000 companies in all industries to building a robust accounting solution with the same flexible, fast, and efficient functionality as Salesforce, Accounting Seed has all the reliable components that are designed to empower clients to take control of their business and achieve superlative success.
However, before we dig deeper into the competitive attributes of this company further, it is important to introspect the reason behind developing Accounting Seed. Tony Zorc, the CEO, started Accounting Seed in 2008. He would use his lunch breaks for sales calls and build the application. Tony designed a flexible technology with a ‘CRM mindset’— one that doesn’t force users to perform business processes the way the software maker designed but rather provides a toolset that empowers users to determine how to best organize and manage the back office. He envisioned an accounting solution that can grow with companies of all sizes and accommodate their specific needs. This vision became the foundation and mission of the Accounting Seed platform. An Unmatched Leadership Tony Zorc is renowned for developing innovative Salesforce driven accounting solutions and holds multiple patents in accounting, finance, and technology. However, his transformation from an entrepreneur to a leader was gradual, but very motivating. His journey shows us that an unstoppable zeal and persistence gives us the wherewithal to work extraordinarily hard. “A leader is all about the vision and where things are going. A leader is always exploring and expanding how they want their product/service to be used and how it can change the world. A leader is something that I am good at and that is how I continually build Accounting Seed and make sure it grows every day,” Zorc comments.
An Enduring Salesforce Accounting Seed, is what we call, the nonpareil; model of perfection. This leading tech-driven finance solution provider is ahead of time and has equipped itself to meet any growing accounting challenge. Powered by Salesforce, Accounting Seed’s application allows companies of any size to adjust its product to fit their company best. It gives companies the ability to create a solution that works with their specific accounting needs and wants. The company’s accounting dashboard gives clients easy access to key accounting needs. One can also customize their view to see the data that matters to them with its drag-and-drop dashboards. “Our solution empowers our users to make more qualified, strategic business decisions by increasing your data visibility for all of your stakeholders,” pinpoints Zorc. Quick Facts of Accounting Seed Built for global companies, Accounting Seed provides multi-company, multi-currency, and multi-ledger ready from payment to reporting. Now that it has been established how Accounting Seed enhances the efficiency of its client’s business, let us see what differentiates this company from others. • It is fully native to Salesforce: The company shares the same API and open architecture that enables customers to run their accounting their way. • All its solutions are powered by automation. Hence, one can automate any accounting task from recurring journal entries to revenue recognition. • Accounting Seed believes in the
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The Best Performing Salesforce Solution Providers in 2020
A leader is all about the vision and where things are going. A leader is always exploring and expanding how they want their product/service to be used and how it can change the world. A leader is something that I am good at and that is how I continually build Accounting Seed and make sure it grows every day. - Tony Zorc
Budget, Trial Balance, Cash Flow Statement, Custom Reports, and Balance Sheets.
power of the end-user. It says that each business is unique and has a different requirement and for the same, it gives all its clients a toolset, not a set of rules, whose system can configure according to one’s need. • Accounting Seed has a connection with more than 14,500 banks and credit card companies. It is also integrated into Stripe for payment processing and Avalara for sales tax management, along with many other business applications. • Reporting can be customized to fit one’s specific needs. It provides pre-built financial reports such as Profit & Loss, Profit & Loss vs 16 May 2020
Continued Evolution and Growth It has already been established how Accounting Seed is leading the industry in terms of real-time accounting solutions. However, is that enough? The company realizes that the upstart competitors, the dire need of breakneck speed, digitalization and agility are demanding it always evolve and stay abreast of the ever-changing industry and business. Hence, it is the company’s continuous endeavor to grow by focusing on what it can do best: creating a flexible accounting solution that manages the entire back office. Every quarter, Accounting Seed releases a product update that provides the newest and latest technology, ensuring its clients are staying ahead of the game. “We
continue to grow because we pass on the power to the end-user to eliminate manual processing and duplicate data. Accounting Seed’s built-in, easy-to-use ‘click, no code’ configuration, and countless customization options allow the platform to grow with you,” shares Zorc. A Forever Promise Accounting Seed plans to continue on the growth path it is on right now. It strives to close deals in almost any industry because the company believes that its solution can truly change the trajectory of the business landscape. As a top-rated solution by G2, Finances Online, the Salesforce AppExchange, and SoftwareReviews, Accounting Seed will continue to come out with new releases of its software so that its customers have the best and most updated version possible.
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Interview with The Enterprise World
18 May 2020
FOR SMOOTH RUNNING PROJECTS
PETER LEE
www.theenterpriseworld.com 19
Interview with The Enterprise World
T
he Software as a service (SaaS) industry is at boom. Today most of the businesses are running on SaaS. Cloud Coach is a leading name in the industry that made its unique place in the market with cutting edge solutions for business processes. The company ideated at the club while playing the game on the pool is now transforming businesses by making their complex operations simpler. Without sticking to a particular methodology the company is serving its clients and empowering them for the brighter tomorrow. In a candid talk with Mr Peter Lee, CEO of Cloud COACH International, let’s discover more about the company and their quality offerings. • Tell us about the company. We started out as a consulting company implementing Salesforce (hence where our name came from), before about a decade ago, evolving into a product company. Over the years we have evolved from single solution into a multi-tiered offering, so we can add value to the smallest start-up, right through to the largest enterprise. • What were the initial challenges you faced? Cashflow, the omnipresent threat to every bootstrapped company! • Which was that point that triggered the growth of the company? Introducing our freemium tier which overnight increased our brand visibility 10x, before that we did large deals but hardly anyone knew who we were. 20 May 2020
• How have the company graphs changed since the foundation? Can you share a few statistics? (You can share the charts/graphs here). Here’s a graph showing our growth of our active deployments in Salesforce orgs.
• Is there any new addition to the list of products/services? Anything exciting you would like to share? We have quite the rollout of new capabilities planned for later in the year, but you have to come to our user conference in September to hear about it first! • What do you think are the responsibilities of an entrepreneur? To equally look after your Employees, Customers, and Suppliers, many people forget how important their suppliers are to their success.
• What is the reason behind your company’s long-standing success? We are product-led as a business and continually focus on improving our solutions for our customers and their end-users. • What are the products/services the company focuses on? How are your services different from those in the market? We focus on everything about the ‘Project’, were methodology agnostic, and we love to tie projects into the bigger picture such as PPM or PSA solutions for our clients. • How do you decide to take the company a step further in terms of your products/services? Most companies in our space tend to focus on one particular project methodology or another, whereas we openly embrace them all, and make our product configurable so each team at a customer can work in the way they want.
• Can you please brief us about your professional experience? I started out with a degree in Agriculture and working in the animal feed industry, from there I moved into the supply chain for McDonald’s and had the responsibility to keep 700+ restaurants supplied, before pivoting into technology, as I could see IT being a key driver of the winning businesses of the future. So, I like to think I bring a great balance of business operations knowledge and IT technical skills that we use as a base to build out solutions. • What are the key achievements of your entrepreneurial journey? I’d like to say it was the first time we closed a 7-figure deal with a global company, but I’m actually most proud of how many employees (via their employment) we’ve helped to buy their first homes. • How do you look after your employees? What makes your team unique?
SUCCESS IS NOT FINAL; FAILURE IS NOT FATAL: IT IS THE COURAGE TO CONTINUE THAT COUNTS. -WINSTON S. CHURCHILL
We try to plan fun team events, for example, earlier this year I took advantage of a frequent flier sale to use my miles to fly some of the team from across the globe to the UK to see my football team Portsmouth play. • Is there any special experience with your clients you would like to highlight? Our annual user conference is my favourite week of the year, getting to interact with so many clients in one place. I not sure could handle the stress of the week prior to it more than once a year though! • Can you tell us what your favourite book is? And your favourite part of the book (if
fatal: It is the courage to continue that counts.” -Winston S. Churchill
any)? The Godfather, it would be so much easier to sell technology if you could use a horse’s head! • One person who you admire the most? The Queen, while I’m not a royalist, it’s hard to see a match for the dedication she has shown to her role for so many decades. • Whose business story do you find the most inspiring? Mike & Scott’s from Atlassian for doing what they did while bootstrapped. • Which is the most inspiring quote you have read? “Success is not final; failure is not
• Constant vigilance- a need or a strategy? Please share your views. Constant vigilance has to be one of your key strategies, the world is littered with bankrupt companies that failed to adapt to changing business conditions • It’s a rat-race out there. How do you cope with that? I escape every Saturday into the trials and tribulations of my football team, Portsmouth FC, which clears my mind, to start the new week.
www.theenterpriseworld.com 21
Upshot Metros
CAI THE
22 May 2020
O
IRO
ORLD CITY
www.theenterpriseworld.com 23
Upshot Metros
C
airo is the capital of Egypt and also the largest city in the Arab world. The metropolitan area of Cairo has a population of about 20 million, which is the largest in Africa, the Arab world, the Middle East and th also the 6 largest in the world. Founded in 969 AD by the Fatimid Dynasty, Cairo was a site of ancient national capital, the remnants of which can still be seen in the Old Cairo. Since then, Cairo has been a centre of the region’s political and cultural life. Because of the predominance of the Islamic Architecture, the city is also titled as ‘the city of thousand minarets.’ Let’s dig into a little history of the city In the year 969 AD, the Fatimids had conquered Egypt. They started building a city, which was to serve as the capital of their empire. It took as much as four years to build the city, which was initially named as al-Manṣūriyyah. It was later renamed as Cairo. Cairo eventually became the centre of learning, as the library of Cairo contained thousands of books. During the middle ages, even 24 May 2020
though the city of Cairo avoided the stagnation of the Europeans, it had no escape from the Black Death. The Black Death or the Plague was one of the deadliest pandemics recorded in the human history. This pandemic struck the city of Cairo for more than 50 times between 1348 and 1517. With the pandemic, Cairo’s population faced a major blow and had diminished the status of the city to certain levels. This status stooped lower when Vasco da Gama discovered a sea route to around the Cape of Good Hope. With this discovery, the spice traders then were able to avoid Cairo on their way to their desired
destination. The city’s political influence diminished even more when the Ottomans supplanted the Mamluk power over Egypt in the year 1517. By the 18th century, Cairo was the second-largest empire behind Constantinople. Today, Greater Cairo is the largest metropolitan area in Africa. Cairo- A Cultural Centre Cairo is a place that exhibits love for all sorts of arts. From sports to architecture, Cairo is famous for everything. Let’s look at a few cultural centers in Cairo that reflect the city’s love for various art forms.
Cairo Opera House On October 10th of the year 1988, President Mubarak inaugurated the Cairo Opera House of the Egyptian National Cultural Centers. This was 17 years after the Royal Opera House was destroyed by fire. The Royal Opera House, or the Khedivial Opera House was the original opera house of Cairo, th which was burned down 28 October 1971. Cairo had been without an Opera House for nearly two decades until the opening of the Cairo Opera House. The Cairo International Film Festival The first Cairo International Film Festivals was launched by the Egyptian Association of Film Writers and Critics in the year 1976. It was headed by KamalEl-Malakh. The festival was ran by the Association for 7 years until 1983. Food Habits The food in Cairo has a blend of the Middle Eastern cuisine and also some of the local staples like the Kushari. Some of the most exclusive restaurants in Cairo are concentrated in Zamalek. The luxury hotels of Cairo can be found around the lining of the shore near the Nile in the Garden City district. The cuisine here is also influenced by the modern western and one can find the popular American food chains such as McDonalds, Pizza Hut, Subway, and KFC in the central areas of the city. www.theenterpriseworld.com 25
Upshot Metros Cairo’s Iconic Landmarks Tahrir Square Initially named as the Ismailia Square, the Tahrir Square was th founded during the 19 century. Since it is located at the centre of the city, Tahrir Square has witnessed major protests over the years. Although, among all the revolutions and protests, one of the most notable was the 2011 Egyptian Revolution, a revolt against the former president, Hosni Mubarak. The Egyptian Museum The Egyptian Museum as it is commonly known as, The Museum of Egyptian Antiquities holds several ancient Egyptian Antiquities in the world. There as much as 136,000 items on display in the museum with thousands more stored in the basement storerooms. Among the many items on display, one can also have a look at the ďŹ ndings from the famous tomb of Tutankhanum. The Cairo Tower The famous Cairo Tower is a freestanding tower that has a revolving restaurant at the top. One can get a bird's eye view of the city of Cairo from the top, a mesmerizing sight to the eyes. The tower stands in the Zamalek district on Genzira Island in the Nile River, in the city centre. All said, Cairo can hold a tight spot on your travel list, with the beautiful cityscapes and revolutionary landmarks. And to all the geeks, who love history like nothing other, the museum of Cairo could be your paradise! Cairo, a city that withholds boat load of history!
26 May 2020
www.theenterpriseworld.com 27
The Best Performing Salesforce Solution Providers in 2020
Bruce Magown, CEO, Chairman, Founder
The SmartIntegration Platform for CRM 28 May 2020
S
oftware as a Service (SaaS) provides the businesses flexibility that customers require today. The vital point that makes SaaS important is everything is in the cloud. Because businesses have diverse clients, also are their needs. Most of the time users access software according to their Geo location and time convenience, but cloud technology helps users run processes easily and increase their productivity. InterWeave is a leading name that offers a cutting-edge platform for CRM Integration. The company is transforming businesses with their comprehensive Integration Platform crafted from more than 14 years of experience. Bruce Magown is the Founder, Chairman and CEO at the InterWeave and is supported by a passionate team that is empowering businesses of all kinds with CRM integrated solutions. InterWeave’s Journey since the inception Since its beginning 14 years ago, InterWeave’s focus has been to provide the best, intuitive, intelligent, configurable SmartIntegration Platform for CRM for their clients, providing them leverage for comprehensive quotes, orders, payments, inventory and revenue processes within their CRM, while sourcing real-time data from Financial Applications, ACH/CC Payment Gateways, Tax Applications, eCommerce, ERP, Databases and more, all in a hub/spoke model. True success is acknowledged when you demonstrate that you are a Practitioner in the Solutions you are integrating; Salesforce Lightening, Field Services, Accounting Transactions, Tax
detail knowledge and currently over the forty-seven (47) Merchant Service Providers that we work with. This is what’s truly appreciated by the Clients who work with InterWeave; resources that can provide recommendations based not only on the knowledge of integrated systems process models, data architecture, data models, but the business logic of the transactions at a very detailed level. InterWeave started life with a very large Enterprise Client. They had built the Integration Engine for that marketplace and had achieved a very prestigious first client, ACS of Dallas. They also achieved direct competition with companies like Tibco, Above All, See Beyond and others that were established, wellfunded and successful. It's when they met a company called Salesforce in 2003 and was introduced to a new technology delivery platform, SaaS. That’s when the company’s focus sharpened. InterWeave hosted at Rackspace Managed Hosting and took three years to build the InterWeave SaaS Edition. This, and the acceptance as an Integration Partner with Salesforce in 2006 provided the vehicle they needed. The relaunch and rebrand of InterWeave as the SmartIntegration Platform for CRM provides intelligent Cloud Integration for SaaS Companies. The company is focused on three tenants: Financial Services Solutions, Payment Processors and Multi-Cloud integrations in a simple, configurable way. SaaS, SMB and Enterprise Clients manage their client interactions with system-specific business processes and workflow to provide
an extraordinary client experience. InterWeave is fortunate that one of their first clients is with them today and the company continues to expand on the Solutions they provide to their rapidly expanding client base. Factors behind long-standing success of InterWeave A unique approach to a common problem has always been a backbone for the company’s success. InterWeave allows users to work within their CRM solutions in their environments and provides them with real-time information from other integrated applications. InterWeave integrates CRMs such as Salesforce, Creatio, OROCRM, Oracle Sales Cloud, SuiteCRM and others. Internally, the firm operates a Client focused approach to ensure that they are all treated to the highest possible standards of service and support. The team is required to treat clients as they would like to be treated themselves, as InterWeave understands that its clients are the driving force behind the success of the company. The workforce is a true asset for the company. Mr. Magown says, “I am blessed that I have a great team that is centric to supporting InterWeave. It is these people, on a daily basis, that provide the support that our clients have come to expect. For me, the balance between professional and personal life is always a challenge. Family is what keeps it all together. You can go outside of yourself and focus on others.” Their offerings The company focuses on three tenants: Financial Services Solutions, Payment Processors and Multi-Cloud integrations in a simple, configurable way. SaaS,
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The Best Performing Salesforce Solution Providers in 2020
SMB and Enterprise Clients manage their client interactions with system-specific business processes and workflow to provide an extraordinary client experience. Configurable Solutions are the key here. It’s the client’s business process and workflow that is supported by the Integration; every client has a custom solution tailored to their requirements. This is quite different from other vendors Solutions, where they modify a static program with your requirements at an additional cost. With InterWeave, you may change/update your Configuration as your business processes change. InterWeave, Taking a step further with Be focused on your client’s needs. When you work with these great clients, day in and day out, you establish a relationship that far exceeds the standard vendor/client norm. You are deep into the client’s needs; your challenge is given the architecture of the systems you are integrating, how you will configure their Solutions to support their business process and workflow. The clarity of the company’s three tenants is now being brought across multiple CRMs. InterWeave is currently 30 May 2020
establishing a Canadian Corporation, to better serve their Canadian Clients and is looking to do the same in the UK. InterWeave is pushing forward with new CRM partners to extend our presence in the global marketplace. It is a wellestablished company today with a rock-solid foundation. With their re-branding and re-launching completed, expanding the business supports their key focus; client acquisition and client support. Looking Ahead InterWeave is looking forward to the future with renewed vigour and plans to further expand its service offerings. The InterWeave Tax Solution for Salesforce and the InterWeave Client Portal supporting Order Management, Payments and Billing is available and being extended with Renewals, Collections, Revenue Recognitions and more. Its these developments that will allow the firm even greater opportunities to grow and build upon its current success. Additionally, they are working with their new partners; Creatio and OROCRM, to bring the inventory of Solutions they have developed to their environment. The Company looks forward to working with these new Partners and Clients.
Mr. Bruce Magown – A leader with the holistic approach of growing together Mr. Bruce Magown is the Chief Executive Officer, President, Board Member, and Investor in Integration Technologies, Inc., (dba) InterWeave Smart Solutions, which provides a SaaS, IaaS Integration Services. Additionally, He has served as the Chief Operating Officer, Chief Financial Officer, and head of the Audit Committee, Investor and Board member of the Uncommon Media Group, LLC. Prior, He was the President and Chief Operations Officer of Knoa Corp., a privately held company focusing on interactive and media-rich solutions. Mr. Magown served as the Vice President of the strategic Alliance of Sun/Netscape formed by America Online and Sun Microsystems representing Canada, United States East Coast, and Latin America. He also served as the Chief Executive Officer of Information Engineering, Inc., an e-business solution provider. Key achievement includes Continual Transformation of the Product and Service line to support existing clients and the procurement of new ones.
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The Best Performing Salesforce Solution Providers in 2020
A best Salesforce partner for your business
An Unmatched Leadership Team of Simplus
32 May 2020
I
n this era of digitization, new technology is rising with every new dawn. To be ahead in the market race, businesses need to increase their productivity as well as customer satisfaction. Salesforce is the best solution to do so. Salesforce as a software streamlines the business and gives a comprehensive look to the business. Whatever your business is, be it a startup or a settled big one, Salesforce helps you to achieve a pace in growth you are dreaming for. There are N numbers of Salesforce partners in the market but no other like Simplus. With the holistic approach of growing together with customers, Simplus has made a unique position in the vast Salesforce landscape. Simplus is a global Platinum Salesforce Partner and the industry leader in Quote-to-Cash implementations, providing enterprise-wide digital transformation through advisory, implementation, change management, custom configuration, and managed services. Guided by the mantra “success simplified,” they use leading cloud solutions to help companies achieve a strategic vision, improve performance, and increase value to stakeholders. With more than 2000 clients and a customer satisfaction rating in the top 1% of all Salesforce partners, Simplus helps companies improve, innovate, and grow. At Simplus, culture comes first. Guided by values of stewardship, critical thinking, and an underdog spirit, they place ideas in front of titles, value diversity, and continually strive to serve their valuable customers and each other.
Its global team, representing 17 nationalities and 20 languages on four continents, is dedicated to besing the undisputed leaders in Salesforce quote-to-cash. The journey to prominence As with any startup, Simplus’ biggest initial challenges were centered on growth headcount and bolstering their position in the large Salesforce ecosystem they were in. However, with great workplace culture and team members who truly exhibit the Simplus values, they quickly grew and expanded not only the team size but also their service offerings, product knowledge, innovation and IP, and industry standing. Simplus now has fully developed vertical and geography strategies to continue providing the best Salesforce partner services to its current and future clients.
based on geographies, products, and industries. This has been done both organically through employee referrals and open position searches for new hires and inorganically through thoughtful M&A decisions. For geographies, Simplus has focused on North America, Europe, and APAC. This was part of their eagerness to join forces with Sqware Peg and Clout Partners, their two international acquisitions of 2019. Additionally, these acquisitions and others before them also gave Simplus a greater advantage with expanded product knowledge across CLM, CPQ, Billing, Sales Cloud, Service Cloud, FSL, and more. Finally, they have made high-tech, manufacturing, and health and life sciences their industry focuses, which has led Simplus to many key industry hires led by its talent team’s relentless efforts. Here are some points that highlight its growth:
Simplus has been a high-growth company from the start. However, some of the key moments that were instrumental in kicking off Simplus’ growth were choosing to focus on just Salesforce technology within its first year of operation and specializing in Steelbrick CPQ. Soon after Steelbrick CPQ invested in it, Steelbrick CPQ was acquired by Salesforce and became the flagship Salesforce CPQ offering. Simplus attributes much of its growth to this niche expertise in CPQ and quote-to-cash processes at large. Just this past year, Simplus was designated a Salesforce CPQ & Billing Master Navigator for its continued excellence and customer satisfaction in the space.
• Zero to 550+ employees in six years. • Seven acquisitions in three years. • Simplus went from Gold Salesforce Partner in the USA only to Platinum Salesforce Partner in USA and Australia, Gold in Canada and APAC, Silver in UKI, France, and Benelux in under three years. • The only SI partner to receive Salesforce funding three times. • Multiple business award recognitions from Salesforce, Silicon Slopes, Utah Business, Comparably, Glassdoor, Inc., Entrepreneur, Business Insider, and many more. • From one basement office to over 14 global locations in six years.
Simplus’ strategy for growth has been focused on expanding and recruiting talent in their focus areas
Simplus has seen such rapid and continued success thanks to both their investors and the exemplary
www.theenterpriseworld.com 33
The Best Performing Salesforce Solution Providers in 2020
team members. Simplus is the only partner to be backed by Salesforce Ventures three times, in addition to their several rounds of Series A, B, and C funding led by EPIC Ventures, Silicon Valley Bank, Cross Creek Advisors, KSV, Savano Capital Partners, and others. And its impressive team members are the fuel putting that funding to good use by serving their clients with the three Simplus values close to heart: Underdog Spirit, Stewardship, and Critical Thinking. Simplus’ consultants work relentlessly to provide solutions to the world’s biggest brands and take care of each other and their clients tirelessly. Their offerings Simplus provides Salesforce advisory, implementation, change 34 May 2020
management, custom configuration, integration, and managed services for companies across all industries. They have particular expertise in Sales Cloud, CPQ, Billing, CLM, MuleSoft, Service Cloud, Community Cloud, Marketing Cloud, and Commerce Cloud. Simplus’ services are different from other Salesforce implementation partners because they have expert consultants, proven methodology, and excellent partnerships. Simplus boasts over 360 certifications across Salesforce technologies. Additionally, they use a hybrid approach on all quote-to-cash projects that combines the best of agile and waterfall methodologies. And finally, Simplus’ partnerships with DocuSign, Conga, MuleSoft, Prodly, and more strengthen their industry knowledge and efficiency
in providing the best solutions to their customers. Taking innovation to the table The newest additions to the products Simplus service are Marketing Cloud and Commerce Cloud, allowing them to better serve their retail and consumer goods clients. This expanded service offering came in the fall of 2019 with the introduction of their Digital Practice focused on delivering creative services for B2C experiences. Additionally, Simplus people are excited to expand their knowledge base into the following technologies thanks to their new parent company, Infosys: Einstein, Vlocity, Field Service Lightning, CloudSense, and CloudCraze.
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AMAZING FACTS ABOUT SALESFORCE YOU MUST KNOW
36 May 2020
Today, Salesforce is being widely considered as the best CRM there is in the market. The solutions provided by Salesforce are innovative and out-of-thebox, which make it stand out from the other CRM solution providers. With Salesforce services, you are in a better position in the market that is everchanging. Here are some amazing facts about Salesforce we bet you did not know.
Forbes named Salesforce as the world’s most innovative company 4 times in a row between 2011 to 2014.
Salesforce’s Black Organization for Leadership and Development; BOLDForce is an organization that aims in developing the educational youth programs that helps create education and awareness around diversity and inclusion.
Salesforce’s Vetforce offers job trainings and career accelerator program for military service members, veterans and spouses.
Salesforce was ranked #1 on the Fortune 100 Best Companies to work for.
Abilityforce is a community designed by Salesforce that brings together people with various disabilities.
www.theenterpriseworld.com 37
Interview with The Enterprise World
Founded in 2014 Handwrytten is the global leader in automated handwritten notes. They use robots to write out the notes in real pen, in the handwriting style of the client’s choice, on their stationery. Clients can include gift cards or small inserts, such as their business cards. They have nearly 100 robots currently, and are continually adding new machines. Their service is available via web site, handwrytten.com, mobile apps for iPhone and Android, Zapier, API, Hubspot and their app for Salesforce, available from the app exchange. In an interview with Mr David Wachs, CEO at the company, let’s 38 May 2020
discover their journey since the inception.
but now it has enabled us to cement our standing as the market leader.
1. What were the initial challenges you faced?
2. Which was that point that triggered the growth of the company?
• Education. What we do is not really done by many other companies. As such, nobody knows to ask for it. We need to educate our clients so they know they can leverage us in the future. • Technology. Our initial handwriting machines were purchased from another company, and did not serve us well. They were expensive, prone to error, and required a lot of oversight. It took us over 2 years in development to release our first handwriting robot,
Releasing our own robot. It has allowed us to offer new capabilities (custom fonts and signatures) as well as reduced the expense of adding machines. As we can add machines for much less of an investment, we can scale quicker. 3. How have the company graphs changed since the foundation? Can you share a few statistics? Our sales has grown at 300% year over year since inception.
4. What is the reason behind your company’s longstanding success?
Fulfillment (mentioned above) is a big new push. We see real value in being able to fulfil larger products with handwritten cards.
Never giving up and building a platform instead of a web site.
8. What do you think are the responsibilities of an entrepreneur?
5. What are the products/services the company focuses on? How are your services different from those in the market?
Develop entirely new products and services. Coming out with a copy-cat product or service makes you a business man but not an entrepreneur.
• We are the largest provider of this service by several orders of magnitude. Our difference is our platform approach. With apps for iphone and android, Zapier integration and our Salesforce plugin we allow you to send notes however you want, • Our robots provide the most authentic handwriting available. No other robotic handwriting company has the same level of variation of characters or attention to detail.
experience with your clients you would like to highlight? A lot of our clients get lots of Instagram and Twitter viral photos of our cards! We don’t mention most of our clients, but one, VNYL allows us. They’ve seen substantial growth in viral mentions due to people receiving their cards, taking photos of them and posting them to Instagram and Twitter. 12. One person who you admire the most?
9. What are the key achievements of your entrepreneurial journey? Selling my last company, Cellit in 2012 to a major marketing company (now part of Merkle).
13. Constant vigilance- a need or a strategy? Please share your views.
10. How do you look after your employees? What makes your team unique? We have a very flat organization, with only one manager between the CEO and any employee. We allow all employees to spend 10% of their time on pet projects. Hoping this spurs innovation. 11. Is there any special
I am sure you get this a lot, but Elon Musk. He built PayPal, then Tesla, and now Space-X. What can’t he do?
Constant vigilance. If you have an idea you believe in, stick with it. 14. It’s a rat-race out there. How do you cope with that? It’s very hard. Knowing you’ve got a great product that serves a true business need helps, but I’m not going to lie: the stress is there.
6. How do you decide to take the company a step further in terms of your services? We allow our clients to insert items with their orders, such as business cards and gift cards. We are now moving into fulfilment, allowing people to send books and other larger items with a handwritten note. 7. Is there any new addition to the list of products/services? Anything exciting you would like to share? www.theenterpriseworld.com 39
Interview with The Enterprise World
Prior to Handwrytten, David founded Cellit, a mobile marketing platform and mobile agency. Under David’s leadership, Cellit became a leading player in the mobile marketing space and invented the concept of mobile customer relationship management (Mobile CRM). Cellit developed one of the most robust and widely-used mobile marketing platforms in the world, delivering millions of SMS and MMS messages to consumers on a daily basis. With a marquee client roster including Abercrombie and Fitch, Toys R Us, Sam’s Club, Chicago Tribune, For Rent Media Solutions, Pizza Hut and more, Cellit was recognized as one of the top 500 fastest growing companies in America, as #262 on the Inc. 500 in 2010, delivered many award-winning mobile campaigns, and built one of the best teams in the mobile industry. Cellit was sold to HelloWord (f/k/a ePrize) in January of 2012. David is also a frequent speaker on mobile technology and has presented for the Direct Marketing Association, South By Southwest, Advertising Research Foundation, and the National Restaurant Association. David has been interviewed by FOX News, Direct Marketing News, Crain’s Chicago Business, the American Express OPEN network, AMA’s Marketing News, Bloomberg Radio, and “Tech Talk with Craig Peterson” and has been quoted in numerous articles, including The Wall Street Journal, USA TODAY, Variety, Startup Nation and US Banker Magazine. David writes for Inc. Magazine with his column “Stepping Away from the Day to Day”. He holds a BS in Economics (Concentrations on Finance and Entrepreneurial Management) from Wharton School at UPenn and a BS in Computer Science Engineering from UPenn as well.
40 May 2020
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The Best Performing Salesforce Solution Providers in 2020
Eiji Uda , Chairman
Solving Social Issues with Cloud & IT 42 May 2020
F
rom startups and established players to investors and SMEs, everyone is embracing cleantech - technology for clean energy that is maturing and gaining momentum. The industry is evolving – clean energy providers and utility companies are transforming their business imperatives from centralized to a decentralized one. This evolution is customizing data to align the masses with energy usage alongside ensuring that the processes become seamless. Established in 2004, Unified Service is one such organization that embraces Industrial Cloud and rolls out effective solutions across various Renewable Energy and Healthcare sectors. Living by excellence, the company intelligently targets the market thereby, integrating distributed data as unified. Founder Having more than four decades of experience across the IT industry, Eiji Uda is the Chairman of Unified Service. Over the years, his consistent endeavor has earned him longlasting relationships with Business Leaders, Government Officials, Members of the Diet, Venture Capitalists, Professors, Medias, etc. These relationships act as a catalyst for unlocking countless business opportunities for Unified Service. Eiji leaves no stone unturned in helping the company to meet its goals and generate profitable outcomes. Speaking about himself, he says, “I know the big change in the past and mega trend in the near future”.
Apart from all this, he has successfully stirred a multitude of distinguished profiles at Salesforce.com, SOFTBANK, IBM, etc. The Story so Far With the concept of the cloud becoming common in 2010, horizontal solutions started to take over. As such, the industrial cloud age was about to transfigure all the business applications in the cloud and Unified Service was not having big servers to captivate the same. Expanding horizons across a market full of scope was becoming a major challenge as the company was small and had no contacts in the Japanese IT world. Sustaining in Japan, where the governance is strong and the market is flooded with competitors was not an easy task for the company. On the other hand, the Electric power business was monopolized by a large electric company divided by the area. However, the Government decided to deregulate this area for small solar power electric generation as a resource alongside keeping distributions open to any company. Unified Service saw this market as a plate-full of opportunities to take on. It recognized that the electricity distribution was outlined by a regional company that already had a customer like ISP. Besides, most of them were not an enterprise company with enough investment money for a new area. These companies wanted to focus on their business, not internal system development. Acknowledging this scenario, Unified Service came to the
conclusion that embracing connectivity for other systems like ERP was the need of the hour. Slow and steadily, it decided to develop this Electric Power Customer Information System as a cloud and started focusing on the application development. SFDC.com was used as the application platform to efficaciously implement powerful security measures. Also. Force.com reputation, friendless of developer and market share was another key to select. With each passing day, the company started receiving early adapter customers. This motivated Unified Service to expand its horizons and reach the epitome of success with its comprehensive business application progression. Never Settle The company has an array of Enterprise Portal solutions and CIS solutions (already in production). The enterprise portal solution helps to gather the distributed data and integrate the same to show the enduser while the CIS offers information on usage or electric power. The company decided to enter the market to offer electricity with an advanced billing framework to its existing customer. This system can be started within three months after they sign an agreement and implement this business application requirement. The company is also well-equipped with a pool of professional consultants that help customers in understanding this business regulation. Talking about the market capture team Unified service says, “We gain the market share that also
www.theenterpriseworld.com 43
The Best Performing Salesforce Solution Providers in 2020
contributes the speed up the specification enhancement. In the end, large capital increase (5 times more) from new investors in 2018 for our further growth”. Ready for Future Welcoming visitors to Japan is one of the largest initiatives undertaken by the government. Recognizing this, Unified Services is now focusing on the application for visitors in Japan. The company is consistently striving to develop systems that offer appropriate information to the visitors thereby, giving them an unmatched travel experience. The company is all set to help the visitors in accessing more places during their span in Japan. Seeing the future as a host of new avenues 44 May 2020
Michitoshi Hirono , President team Unified Service says, “We started a specific area in Japan and beta testing is almost all done. We expect to expand the area to welcome the visitors of the
upcoming Olympics and that leads our continuous success to incorporate their review and opinion in the site”.
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F
or a manager, strategic planning plays an important role. With strategic planning, one can easily accomplish the important goals set ahead, and can also allow the business to run with much more efficiency. Let us understand the steps in strategic planning that will yield you with better results. But before that, let’s first find out, what is strategic planning? Organizations emphasize on strategic planning because it helps them to set goals and have an actionable plan to achieve those in a specific time span. There may be a different plan for the organization, and with that, there are several different strategies managers implement with their teams. Everyone employs different methods that suit them. So why do we need to understand the strategic planning process? It is because, if you use the right methods, you will be able to get better results and higher productivity, which is integral to the company’s long-term success. Here are the 7 steps of a strategic planning process. 1. Understand the need for a strategic plan This is the most important step in the entre process. Before you plan out anything, you need to understand why it has to be planned, and then you can move on to other questions like how to plan and execute. In the terms of management it means that you have a close watch at the industry environment, how 46 May 2020
STEPS FOR
STRATEGIC PLANNING
www.theenterpriseworld.com 47
the businesses operate and then carefully identify the opportunity for development. And after you have identified the opportunities, you can then begin to plan out the actions that would help you take advantage of those opportunities. 2. Set Goals The second step in the strategic planning process is setting goals. One can set goals for both, the individual departments and also the organization as a whole. For example, the goal for the entire organization would be to secure the bid, whereas for individual departments it would be specific performance metrics. One thing you need to keep in mind is that, when you set goals for the organization, it can be general. But when you set goals for individual teams, they need to be specific. 3. Develop assumptions or premises When you are setting goals for the organization or even the team, it has to be done with the future in mind. Of course, you cannot predict what will happen in the future, which is why you need to make plans by assuming certain things. If your team’s goal is to increase the profits, you have to set it with a few assumptions. Because the management team cannot forecast the change in the industry scenario, and whether or not the industry will support the increase in profits. During this process, you will have to look into both, internal and external premise. Some of the internal premises include48 May 2020
• The expected availability of the resources. • The changed company policies that you will have to implement. • And the interaction of the levels of management with the plan. The external premises that might affect include• The social and the political environment. • Technological advancements. • The competitive environment. 4. Work on different ways to achieve the goals A goal can be achieved in many different ways. But you have to still research the different ways to get there. This is because we all know, one size does not fit all. You need to find the way to which your team responds the best. Now why is this important you might wonder? It is so that it gives the managers some flexibility to direct their team. If one strategy does not work, it shouldn't end there. The managers should constantly experiment with what works and what does not. 5. Choose your plan of action Now once you have completed everything, that is set the goals, researched and evaluated different and the best solutions to work towards it the next step is to decide the plan of action. An ideal plan of action would be the one that is most profitable. One thing you need to keep in mind is that when you decide the pan of action, you have to base it on concrete evidence, like a mathematical analysis. While doing this, you can also take the elements from other plans into
considerations and fit it accordingly. 6. Develop a supporting plan When you make a solid plan with all the research that is going to help you increase the profit margins, you also need to develop a secondary plan, as a support plan. For example, if your objective is to launch a new product, the main plan may include the necessary steps like market research, product research, developing a promising marketing plan, manufacturing etc. The secondary plan n this case would include all the necessary steps that will support the implementation of this plan. 7. Implementing the strategic plan. The final step of the strategic planning is implementing the plan that you have made. So when you are implementing the plan, you have to draw out your skills and make sure the made plan runs smoothly. If the goals you have set are difficult, making the plan a little more complex, the managers must take their time to make sure that the team members have a better understanding of their responsibilities and align with the larger goal. Thus strategic planning can help the managers take out the best in their employees and team members, by promising increased productivity and efficiency.
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