Keystone Software Development Limited develop business software, including resource planning and ERP software, focusing on software for mail order and e-commerce websites, including multi-brand, multi-channel and multi-offering companies. The software is core to ‘pick, pack and dispatch’ processes, including stock control, order processing, reporting, accounts functions and CRM.
Mike Cockfield, founder and Managing Director of Keystone Software Development says that they want to grow the business as quickly and positively as possible. They are keen to take the business to the next level into the mid-sized enterprise market, to “where the turnover is over £5 million a year, the product is growing, and the customer base continues to grow. Where we are supporting our customers and continuing to grow with them.”
Steve Potts of Transmentum has been meeting with the management and sales teams at Keystone Software Development once a month, for close on a year, to help the company achieve its sustainable growth objectives.
Aim to grow sustainably
Growing sustainably has been one of their biggest business challenges, particularly ensuring that they maintain the quality of the software and continue to deliver a high level of customer service. “We experienced rapid growth in the past. We coped with it, but we didn’t manage that transition well.”
Close more deals
Since Transmentum has come on board they’ve experienced an uptake in sales, because they are now more focused on qualifying and targeting the right prospects. “We’ve always had a healthy pipeline,” says Mike Cockfield. “Steve has helped us with the sales side of things, no doubt. I can’t put a figure on how much, but he has definitely helped with our closing process. We close more deals.”
Focus on process and efficiency
The new sales may have happened anyway they say. However, they feel they may not have done as well had they not gone through the management process changes that Steve helped them to identify and put in place. Mike Cockfield says Transmentum “has helped with the process side of things. We have become more efficient, so there are savings there as well. It has definitely made an impression commercially and is helping to take the business forward.”
Focused management team
Mike Cockfield says the biggest benefit was bringing the management team together and making them feel more valued and able to contribute to the business. Transmentum …”help bring your management team together, focus them and give them the power to grow the business for you.
They are a catalyst in a way. They help your management team to be more productive.”
The management consultancy process has been particularly valuable to the business, “Each session we’ve run has been as valuable as the last. They are making a real impact in terms of how the management team operates and how the company continues to progress and grow.” The process has helped to highlight where Keystone Software can improve, and has given the team the knowledge and the tools to get on with it.