Windward Consulting transforms with
data transparency

See how Windward harnesses a single view into its business to optimize how sellers are compensated, improve utilization rates and project margins, and build a limitless consulting model—all without additional IT staff.

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CHALLENGE

DISJOINTED ACCOUNTING SOFTWARE

As happens with many growing businesses, Windward Consulting had developed various data and technology silos across the organization. With data distributed across finance, sales, and other departments, the company found it difficult to confidently and accurately forecast opportunities and risks over the coming quarters. Additionally, Windward sought a way to protect cash flow by minimizing days sales outstanding (DSO), align all employees to key business growth and profitability metrics, and glean new insights from its disparate data sources—all goals that would traditionally require hiring additional IT and back office staff.

SOLUTION

GLOBAL PROJECTS IN FULL COLOR

Standardizing on a
single platform

By standardizing on one end-to-end business platform with Salesforce CRM and FinancialForce ERP and PSA, Windward has reduced IT costs, broken down departmental silos, and gained a complete picture of the business.

Moving off
spreadsheets

Windward’s CEO implemented a strict "no Microsoft Excel" policy. Though initially controversial with accounting staff, the policy encourages the use of dynamic, live reports and actionable analytics.

Turning key
business levers

Digital transformation at Windward has allowed the business to more easily turn key business levers—utilization, average rate structures, and average consultant costs—to improve project profitability.

RESULTS

FINANCIAL CLARITY AND TRANSPARENCY

Sean McDermott, CEO, sees Windward’s digital transformation as a success in large part because he achieved his goal of integrating technologies across the business and opening up access to the data residing in those systems. In turn, this has helped align the organization to the business goals he cares most about as CEO. With FinancialForce and Salesforce, Windward managers have gained a 360-degree view across opportunities, project backlog, contract details, performance obligations, resource capacity, skill requirements, billing milestones, and even customer satisfaction.

“Revenue forecasting is one of the biggest things that we do. Pulling data from our opportunities in sales and analyzing what the forecast is going to look like for revenue over the next 12 months is hugely critical for us.”

Sean McDermott
CEO

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