How it works

Pivotal’s approach focuses on three key levers:

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Scaling for Success

Scale – whether 2x, 10x, or 100x – is achieved over a continuum of specialization, automation, and integration. You want the scale that’s appropriate for your company’s stage of growth and no more. Some inefficiencies may be completely appropriate for your current stage and even represent the optimal cost:benefit ratio.

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Data-Driven Insights

The data generated by your company can point the way to success, if you know where to look. What’s the one metric that matters for you right now? How does your company’s data inform your decision making? Pivotal can take you from inquiry to insight to impact.

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Building
High Performance Culture

Who you are as CEO is imbued in the culture. Mission, vision, and values turn out to be the only thing that matters. Aligning each person’s skill and passion to the job they’re doing is the first step to high performance. Building high-performance teams represents a triple win: for the employees, the company and the customers

All three levers together create Value that Scales:

Pivotal services range from laser-focused assessments to commitments for the long-haul.

Phase 1: Discovery / Assessment

1

DISCOVERY /
ASSESSMENT

Focus Areas

  • People
  • Data
  • Financial models
  • Operations / Value Delivery
  • Infrastructure
  • External benchmarks

Data Filters

  • Breakeven model
  • Product profitability model
  • Operating ratios
  • Scalability model
  • Total Cost of Services
  • Customer attitudes

Phase 2: Prescriptive Recommendations

2

PRESCRIPTIVE
RECOMMENDATIONS

2+

CHANGE
ASSURANCE

Recommendation Framework

  • Proposed improvement
  • Business case
  • Operational impact
  • Component risk analysis
  • IT infrastructure load
  • Change assurance protocols
  • IP management protocol
  • Funding model

Phase 2+: Change Assurance

2

PRESCRIPTIVE
RECOMMENDATIONS

2+

CHANGE
ASSURANCE

Change Assurance Options

  • Buy-in:
  • Collaborative As-is / To-be mapping
  • Force-field analysis workshop
  • Premortem
  • Future-proofing offsite
  • Customer validation
  • Key customer interviews
  • Customer value calculation
  • Customer advisory board
  • Regional customer briefing
  • Feature Fridays

Phase 3: Disciplined Execution

3

DISCIPLINED
EXECUTION

Operational Business Plan

  • 3-year budget
  • Organizational design
  • Staffing plan
  • Upgrade plan

Implementation Plan

  • Timeline
  • Milestones
  • Resources
  • Key dependencies
  • Risk plan

Project Management

  • Daily check-in / Stand-up
  • Weekly progress review
  • Monthly management update
  • Quarterly progress benchmarks

Performance Support

  • Executive coaching
  • Staff mentoring
  • Skill development
  • Talent development
  • Placement & onboarding
  • Staff/skill augmentation

Phase 4: Business Case Performance

4

BUSINESS CASE
PERFORMANCE

Strategic Plan

  • Revenues
  • Profit
  • Balance sheet

Operating Plan

  • Staffing
  • Value delivery process
  • Infrastructure

Key Metrics

  • Lead-to-cash
  • Lifetime customer value
  • Revenue/customer cohort
  • Engaged users
  • Churn rate

Product Plan

  • Product profitability
  • Roadmap validation
  • Customer satisfaction

Revenue Plan

  • Customer acquisition cost reduction
  • BANT-qualified % total
  • BANT-qualified by channel

Culture Plan

  • Job satisfaction
  • Social recruitment
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