OPERATIONS AND TECHNOLOGY
Operations and Technology are the backbone of your business and help you scale, but just as often become choke points to your growth. With 30 years scaling technologies and systems to support business growth, Cambridge Woods Partners can help deliver the scale you seek.
Ms. Rohde has led both application and production groups supporting over $1B in annual commitments, managed risk systems for global investment banks, created systems to manage subscriptions for institutional entities, and moved many manual processes on-line. As COO of a global software firm, she oversaw the move from boxed software distribution to online distribution, key management for complex clients, the ability to sell direct to clients and via channels, and created one of the first on-line service entities that used chat before it became standard.
- Team Skills Review
- Project Definition and Scoping
- Data Modeling
- Program and Project Management
- System Implementations & Upgrades
- Front-to-back Systems Implementation
- Executive Augmentation for CIO and COO
- Custom Data Simplification
- Moving Manual Processes Online
- Operations Review and Optimization
- Portfolio Review and Risk Reporting
- Troubleshooting and Post-mortem
Relationship Management includes every touchpoint with your clients, whether through your website, support services, ordering, product delivery, account management, sales or marketing. Often these functions are managed in silos, without looking at the total experience from your client’s perspective. Cambridge Woods Partners will help you make sure that experience is seamless.
While at Red Hat, Ms. Rohde led Operations, which won the CIO “Most Valued Vendor” four years running by defining the subscription model to lead with world class service. Red Hat was one of the first in the industry to move software distribution online, which required a complex licensing model that recognized multiple client entities and their employees and could be managed by the client. She helped deepen client relationships with a deep understanding of their issues, supported by a services team that learned each client’s unique challenges.
- Client Communications
- Client Profitability
- Sales Force Design
- Global Support Services
- Channel Management & Support
- Client Data Modeling
- Organizational Alignments to Clients
PRODUCTS AND SERVICES
Your Product and Services are why your prospects sought you out and your clients purchased from you. How do you keep your products and services current and ahead of the competition? How do you set expectations when your clients want more than you can reasonably deliver? How do you price? Cambridge Woods Partners have created innovative business models and pricing to ensure your customers will buy, renew and purchase new products.
Business model life-cycles are shorter and shorter. At UBS, Ms. Rohde helped developed the over-the-counter derivatives products for treasury clients to help manage foreign exchange services. At Harris / Bank of Montreal, Ms. Rohde created the concept of Common Clearing, which allowed foreign banks and brokers to clear through Harris. At David Bruce and Company, she created risk systems that allowed banks and brokers to manage their trading portfolios with appropriate oversight. At Red Hat, Ms Rohde helped define a software subscription on Open Source software, typically perceived as “free”. This involved educating clients on open source software and making explicit all the benefits of the subscription. As time passed, the value of the subscription would increase so that renewals maintained a 95% renewal rate. Axial Exchange was one of the first companies to offer mobile health tracking to patients, and one of the few that linked information to their health care professionals. The only constant in product management–change.
- Product Pricing
- Services as Product
- Minimal Viable Product
- Competitive Analysis
- Market Testing
- Product Design
Go-to-Market encompasses how you select your target markets and how you tell your story. What makes you unique? How can you differentiate from the noise? How do you engage prospects and customers meaningfully? How do you measure the success of your initiatives? Cambridge Woods Partners have developed meaningful go-to-market strategies that get you in front of your intended audience.
Very few organizations have either the money or time to be all things to all people. Even the largest companies struggle with the “what do we stand for” question. With people’s attention spans becoming increasingly short and their inboxes and webpages inundated with noise, we can help you focus and get the attention you need. At Axial Exchange, within two years of launching, the company had already carved a niche in “Patient Engagement” and was a regular expert. Meaningful content on changing health care policies led to 85% of all hospitals over 100 beds downloading whitepapers from their site. This in turn, led to targeted campaigns from sales based on the client’s’ specific needs. By the time an in person sales call was made, multiple sponsors had been identified, and specific ROIs were developed for each prospect that helped sell deals internally.
- Target Marketing
- Solutions-based Marketing
- Developing “Expert” Reputation
- Hub Spot / Salesforce Integration
- Assessing Sales Productivity
- Evaluating Marketing Campaign Effectiveness
- Creating Marketing / Sales Calendars around Themes
- Converting Leads to Sales