In the spring of 2009, The Frantz Group’s Ken Heun read about an interesting company in “Manufacturing Business Technology” magazine. Panorama Consulting Group sounded like a top-notch company and one that could benefit from FG’s help. Ken made contact, nurtured his lead, and by summer’s-end, Frantz Group had a new ERP consulting customer. Today, you’re reading about this now-important Frantz Group client, why they’re important to us, and how they feel about what FG does for them.
First, some background: Panorama helps firms evaluate and select ERP software, manages its implementation, and facilitates all related organizational changes to assure that clients realize full business benefits. Panorama has deep and broad expertise with over 100 different ERP systems and is 100% independent; they do not sell software, have no financial ties with software vendors, and their technology-agnostic approach ensures objectivity. A stand-out selling point for Panorama is that, on average, companies spend 9% of their annual revenue on ERP implementations, but the average Panorama client spends just 5%.
Panorama is a stellar FG client for a number of reasons in addition to the integrity and strong performance you just read about. First, ERP has been a Frantz Group area of expertise for the entirety of our 17 years. We’ve helped numerous ERP-related clients in countless ways and we know our way around this topic from all angles. Second, Panorama is a very good sales organization. They know how to work opportunities and to close them, and, a prime example of this is Senior Manager of Business Development, Brian Potts, who joined Panorama in the fall of 2009.
FG’s Cory Catterall, who works with Brian, says of him, “The thing I like best about Brian is that he is a true salesperson. If someone is willing to talk and expresses an interest or a need, Brian wants it. So many sales people I interface with want reasons to reject leads, but Brian is the complete opposite of that. I believe that’s what makes him so successful at what he does.”
Panorama is happy with Frantz Group, too, and the reasons for this stem not only from our expertise, but also from the roles we fill for them.
FG introduced itself to Panorama at a critical time: Panorama had winning service offerings and they were growing fast, but, according to Brian, they, “Had no formal structure for lead-generation or nurture. We were hit-or-miss. Frantz Group gave us a consistent approach.” Brian goes on to say, “We were growing and needed to maintain a certain level of business, not just go about