Transformational BPM

Jan 17, 2017 8:00:57 AM

 When executives have to navigate business transformation, the right BPM tool provides certainty

When executives have to navigate business transformation, the right BPM tool provides certainty

 At To-Increase, we experience many of the same changes and challenges we hear about from our customers. That helps us understand what they tell us. What’s more, it also keeps our solution development anchored in reality.

Changing organizational orientation from products to customers

Not so long ago, our company was all about its products. It’s how we thought of ourselves, how we planned resources, and how we approached customers and helped them address their business concerns. Today, on the other hand, we are undertaking a transformative journey into a completely customer-centric organization.

That transition entails a change in perspective that we also see taking place in other organizations. The ability to deliver solutions in the cloud, offering affordable, flexible subscription models, gives both our customers and us more flexibility to meet their requirements in a highly targeted manner and help them weather changes in their industry. This prompts us to think about, redefine, and document what makes our solutions unique and valuable, and what our strategy should be to take them to customers in such a way that they achieve the outcomes they look for.

Such an effort also makes it necessary for us to remap our processes to mirror our customers’ decision-making and purchasing processes. For instance, we know that companies take time to perform their own, thorough research long before they contact any software vendors. We have to support them with helpful, relevant content at each juncture of their buying journey.

A mid-stream business transformation, where you continue to run operations while reinventing the company, need to be skillfully managed. You don’t want to distract employees or slow revenue generation. Let’s take a closer look at the many moving pieces you need to keep in mind.

Renewed customer focus challenges executives

Technical and industry change does not stop while you sharpen your customer focus, and the competitors are still nipping at your heels. The executives driving the transformative effort need to spend their time wisely on those aspects of the business that most help it succeed. They have to create the teams that execute on the company’s vision and strategy, bringing together the right mix of personalities and skills that makes for sustained, successful collaboration.

Executives also need to set clear guide posts regarding the company’s purpose and mission, so everybody can take appropriate action and the individual contributors can assess the impact of their behaviors. Communications and team learning are essential in ensuring that everybody in the company understands how the organization best serves customers and approaches its target markets.

Finally, executives have to define and set in motion the processes that involve every contributor and all resources in realizing the company’s strategy by means of many different activities. Each of these have their own reason for being and specific success criteria.

Keeping execs and teams on track

For most of us in executive roles, it’s very easy to spend the day on a great variety of business concerns and tactical details. Some of those may be essential, but others could be handled by somebody else, are not very important even though they garner attention, or depend on events that have yet to occur. With the best of intentions, execs can quickly lose sight of the strategic import and the organizational context of their work.

We use a software tool to keep our executives – and our various teams – on track and to ensure that our activities make sense strategically: the RapidValue BPM Suite for Microsoft Dynamics 365 and Microsoft Dynamics AX. As a business process management (BPM) solution , RapidValue was originally designed to foster successful software deployments and help companies realize their technology goals and ROI within their desired timeframes. Learning from and with our customers, we have found that RapidValue can be used for more than streamlining complex ERP, CRM, and other software projects. It can powerfully support and streamline the transformative efforts you undergo when you become a customer-centric company where every role and every activity delivers value that makes a difference to customers.

A BPM tool to facilitate strategic transformation

In RapidValue, you can document and evolve your company’s strategy. In sync with that strategy, you use the solution to design the roles, accountabilities, skills, and teams the company needs. You also use RapidValue to model and refine the processes that need to take place in the company. Within the tool, you can create the process and role documentation that helps contributors understand what their responsibilities are, why they need to take certain actions, and how their work interacts with the company’s roles and processes. RapidValue provides the environment where you can create, experiment, implement, and assess the business outcomes of roles and processes. It gives you a centralized reference to eliminate any ambiguities in how people and processes need to operate. If you rely on software systems to run the business, it ensures their strategic alignment with your company’s goals and strategy, at the same time simplifying and accelerating implementations.

If your executive mission includes advancing your organization’s digital transformation or redesigning processes to map to your customers’ buyer journey and interests, RapidValue can make your life easier and keep you moving in the right direction. It works for us, and we’ve seen many other companies use it with great success in powering their transformative efforts. It’s awesome to observe the creativity at work when people expand the usefulness of a software tool far beyond its original purpose.

I’ll be happy to tell you more about transformational BPM or show you how RapidValue can help you realize your strategic priorities. Send me a note at and I’ll respond as soon as I can.

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About Author
Luciano Cunha

Luciano Cunha

Chief Executive Officer (CEO) For Luciano, being responsible for To-Increase’s global sales and marketing means unleashing the company’s insight, innovation, and creativity to tell our story and help customers achieve their goals. On the road much of the time, he travels the world to meet with customers, understand their challenges and ambitions, and find the most effective ways to help them advance. Luciano develops and mentors our marketing and sales team, and creates strategies to help the To-Increase worldwide partner channel thrive and grow.
Making Customer Needs the Main Business Driver Luciano and his team have daily conversations with the To-Increase research and development organization to bring customers’ requirements and concerns into the road maps and design of our solutions. Luciano brings his insight to the marketing group to make sure the company’s communications resonate with customers and speak directly to their experience.
“I’m awed by customers’ innovative spirit in taking business management technology past its limits and by their generosity in letting us participate and empower them. I hope to transform our organization to become even more customer-centric than we are today. That means making more resources available to spend productive time with both our customers and partners, so we can ensure that we place into customer businesses effective solutions that fit the evolutionary stage of their operation and the way their people and processes work.”
Empowering a Global Channel
Because To-Increase only sells through partners, readying the channel to be successful in helping customers is a business-critical effort. Luciano aims to meet partners where their interests are. Partners who consider the relationship with To-Increase strategic can rely on our industry specialists to work with them as they plan their growth and serve customers. If partners prefer a less collaborative relationship, they still receive the rich To-Increase expertise and resources to ensure they win the business, perform a successful deployment, and retain a satisfied customer. In working with partners and their customers, Luciano brings to bear his experience of many years of creating successful, customer-focused business development and marketing strategies in many of the world’s countries and regions.
Enabling Customer Success in Challenging Business Environments
Looking into the near future, Luciano expects that customers will continue to expect To-Increase to help them make business sense of unfolding trends and technologies. For example, the internet of things (IoT) will thoroughly revolutionize manufacturing, engineering, and supply chains. Big data will be meaningful and valuable when decision-makers can use technology solutions to transform it into actionable business intelligence that supports key roles and business processes. Mobility will help companies become digital enterprises and move business processes forward from any location, at any time. Team To-Increase harnesses innovation to help customers translate the promise of these technologies into business results.
Before his current role, Luciano for several years was one of To-Increase’s global industry directors, responsible for our industry solutions. His experience also spans more than 17 years in IT and manufacturing management roles. These positions took him into various areas at IBM Brazil, serving as product manager for several software development companies, and included working in senior management at a manufacturing organization in the U.S.
Luciano is married with two young children. Away from work, he enjoys participating in a soccer class together with his son and daughter as well as taking relaxing walks in natural environments with his family.

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