About this Presentation
Get ready to explore the challenges in Sales and how TOC improved sales performance. The presentation focuses on firsthand experience and data analysis of sales for several companies in the IT sector. In 2017, the founder was looking at some dismal prospects. After investing in sales, the team wasn’t able to bring in any new business and the companies’ sales were and had been flat. That same year, after 2 years of operations issues, the decision was made to utilize Theory of constraints to resolve long standing problems in service operations. It was there that some systemic issues were revealed and so began the long march to improving business operations. But things would get worse before they got better as sales continued to struggle. It wasn’t until a couple of years later that a real discussion was had on applying Theory of Constraints to the sales process. It wasn’t an easy process to decipher, but the impact to service operations was clearly evident. It was through this evolution of sales that led to a new view of how to approach planning, forecasting, and executing our sales operation. It even launched an entirely new company focused on sales ops for IT firms. In this presentation, the presenter will share his story of what happened, what the data showed, and how the TOC method applied in sales created sustainability in his first business and launched a second business to help other IT companies.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
Instructor(s)
Patrick Ciccarelli
Patrick Ciccarelli has been active in the IT sector for more than 30 years as a founder, executive, and investor. Originally starting in the education and nonprofit space, Patrick went on to launch and lead Varsity Technologies, the leading IT provider to nonprofit organizations in the San Francisco Bay Area. He has been involved in several technology products and most recently launched the SaaS Sales startup, Plumly, a revenue optimization platform built for technology and managed service providers. Patrick has held advisory roles for Ingram Micro as well as board roles for nonprofit organizations in the Bay area. He continues to mentor future executives, volunteer in his community, and speak on the need for more social good and environmental action in business. Patrick is a successful author of four technology books published with Wiley and Sons on the topics of networking and IT systems. He has sold over 50,000 copies and his books have been translated in multiple languages. Patrick holds a master’s degree in Instructional Systems Design. He is married with two children and has been fortunate to call San Francisco his home
Ms Alka Wadhwa
Alka Wadhwa is an experienced consultant and process improvement expert with over 24 years of expertise in the Theory of Constraints (TOC), Lean Six Sigma, and organizational performance optimization. She has successfully led projects in healthcare, financial services, and manufacturing, driving significant improvements such as a 67% boost in hospital operations and a 140% increase in outpatient visits.
Previously, Alka Wadhwa spent 17+ years at GE Global Research Center, where she led initiatives to enhance various GE businesses through advanced technologies, process redesign, and system optimization. Founder of Better Solutions Consulting, LLC, she specializes in using TOC, Six Sigma, and data analytics to streamline operations and build high-performance teams.
Her work has earned her multiple accolades, including the Empire State Award of Excellence in healthcare.
Dr Gary Wadhwa
Dr. Gary Wadhwa is a Board Certified Oral & Maxillofacial Surgeon with extensive experience in the field. He completed his Oral & Maxillofacial Surgery training at Montefiore Hospital, Albert Einstein College of Medicine in Bronx, NY, and has served as an Attending at prestigious institutions like St. Peters Hospitals, Ellis Hospital, and Beth Israel Hospital in NY. With a career spanning over two decades, he was the former CEO and President of a group specialty practice in NY from 1994 to 2015. Dr. Wadhwa holds an MBA from UT at Knoxville, TN, and has undergone additional training in System Dynamics at MIT, Health System Management at Harvard Business School, and Entrepreneurship and healthcare innovations at Columbia Business School. Committed to expanding access to Oral & Maxillofacial Surgery care, he is currently engaged in a meaningful project to provide healthcare services to underserved populations in inner city and rural areas through non-profit Community Health Centers.