Sayfa Systems experienced a period of rapid growth a year or so before they started working with us, here at Ballistix.
This growth exposed weaknesses in Sayfa’s operations and caused the senior team to worry about their ability to continue to scale the organization.
Consequently, as you’ll discover in the interview below, our engagement with Sayfa was quite different from our work with a lot of other organizations. Rather than looking to us to drive growth, the senior team at Sayfa came to us hoping that we could help them to fortify their their systems so that they could continue to grow.
In the frank and far-ranging discussion that follows, you’ll hear a detailed account of how Sayfa did exactly that.
Over the three years we worked together, Sayfa made dramatic changes to their core technology. They reconfigured operations, instituting formal divisions of responsibilities and work routings. And they created small sales teams to manage their installer network and to pursue specifications from architects and designers.
In spite of the fact that they were making fundamental changes to the organization, Sayfa was able to simultaneously effect dramatic improvements in both operational and sales performance over this three year period. (This really is comparable to changing the tires on a race-car without making a pit stop!)
Sayfa Systems is based in Melbourne, Australia. They manufacture and distribute height-safety and fall-protection equipment, Australia wide. (They also export to five overseas markets.)
In the video below, Doug Voss (one of Sayfa’s ownership team) and I reflect on both the journey and the outcomes.
We discuss the challenges in moving operations from overtaxed spreadsheets to a CRM–and the special technical difficulties associated with modelling the complex project ecosystem.
We cover the creation of a customer service team, and the benefits of progressing from 60% to better than 90% on-time case completion.
We talk about the internal tensions generated by growth–the requirement to rapidly add people, on the one hand, and the requirement to control costs, on the other (particularly when growth causes normal efficiency ratios to turn upside down!)
And we marvel at the incredible efficiency of Sayfa’s salesforce today, where a small number of inside salespeople perform the work that would normally be performed by around 30 field representatives!
I think you’re going to enjoy this interview, (particularly if you operate in a project environment, as so many of our followers do).
If you don’t see links below to download video or audio, click here.