Off-the-shelf software solutions aren’t always synonymous with “turnkey.” But companies don’t struggle with technology because the tools aren’t good enough. They struggle because the tools don’t fit their operations.
That truth becomes especially clear when organizations invest in big-name platforms like Salesforce, only to find the outcomes falling short of expectations. Despite best intentions, implementations can stall, misfire or become wildly misaligned with how the business actually works. In these situations, adding more technology isn’t the answer; having the right approach to using it is.
Our Technology Enablement practice specializes in helping clients bridge that gap between deploying “off-the-shelf” solutions and achieving operational excellence. We don’t just configure systems—we align them with a company’s strategy, operations and desired outcomes.
The cost of misalignment
A large, global financing company faced a common implementation hurdle. They had invested in Salesforce but couldn’t get it deployed effectively across their international sales organization. Internal teams and external partners had tried—and failed—to roll it out in a way that supported the complex, channel-driven nature of their sales process. Deadlines slipped. Functionality fell short. Frustration mounted.
But they didn’t need a new CRM. They needed a partner who understood how to make Salesforce work for their business model—one that revolved around indirect sales through channel partners, with highly specific workflows and financing nuances.
We stepped in to guide a rapid, focused implementation.
Within eight weeks, the platform was fully customized and deployed across 20-plus global users. The solution addressed the intricacies of indirect sales, enabling seamless coordination between hardware providers and financing reps. The client’s feedback? “The single best outsourcing experience we’ve ever had.”
That’s the difference a fit-for-purpose implementation makes.
Technology advocacy in action
In another case, we worked with a high-growth company that had already spent more than a year and $1 million trying to build a custom technology platform—but the result wasn’t viable. It wasn’t scalable. It wasn’t sustainable. And it was holding back the business.
They came to us with two critical needs:
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- Help assess whether the custom system could be salvaged (spoiler: it couldn’t)
- Lead the selection and implementation of a new accounting system within a tight four-month window.
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Our role was part technologist, part strategist—what we call technical advocacy. We weren’t just there to code or configure; we were there to help them make sound decisions that would enable growth.
The solution
While implementing the new financial system, we worked in parallel to design an entirely new technology architecture. By the time the new year rolled around, the accounting platform was live, and we had blueprinted and begun building a replacement for the failed custom solution—ultimately delivering it in just five months.
The business impact was profound. The client, who had previously processed 25,000 claims per year, was now processing 25,000 claims per month—with no increase in headcount. Revenue multiplied and profitability soared. The same platform later supported multiple acquisitions, enabling the company to grow rapidly and attract significant private equity investment.
Common themes
These client experiences are hardly unique. Many companies run into problems tailoring software to their real-world operations and optimizing usage. It’s not necessarily the technology that’s the problem, but the inability to make the necessary company- and industry-specific customizations. In both situations, we helped these companies reframe the challenge: not as a software problem, but as a business enablement opportunity.
Our Technology Enablement practice exists to do exactly that. Whether we’re optimizing an existing platform like Salesforce or helping clients rethink their entire technology stack, our focus is always on your priorities and achieving alignment with your operations. Our independent approach ensures you identify the right solutions (irrespective of vendor), implemented the right way to unlock the right outcomes.
Because the best technology solution isn’t just the one you buy—it’s the one that actually works for you.
About the Author
Partner, Technology Enablement
As a partner in our Technology Enablement practice, Alec and his team work with clients to enable growth through technology by aligning their business goals with the appropriate technology solutions.
Do you need help making your technology work for you and maximizing your investment? Let’s talk about how we can align your technology with your operations.
