Issue link: http://endeavor.uberflip.com/i/1052573
HIGH-IMPACT STORIES Warehouse operators have historically loved SkuVault's warehouse management system. However, finance teams often greeted SkuVault's salespeople with far less excitement, sometimes resulting in the loss of new business. When SkuVault set out to learn why prospective clients' finance teams, who often held the final authority in closing the deal, were not willing to buy, SkuVault received conflicting feedback. The proper way to resolve this issue consequently remained unclear. Through Endeavor Louisville and EY's partnership, a team of EY advisory professionals came to SkuVault's aid to dive deeper into the issue and help them find a solution. Over the course of a few meetings with SkuVault's leadership, one problem in particular stood out as the cause of its sales problem: SkuVault's warehouse solution was not configured to provide certain information that clients' financial management would expect to be derived from the system, even though the information was available. With the root cause identified, the EY team of cross-functional professionals immediately helped identify opportunities to improve SkuVault's software, sales tactics and, ultimately, its win rate. After providing insight into industry standard functionality and user expectations across warehouse management systems, the EY team identified key data that could be input and tracked in SkuVault's warehouse solution. EY additionally offered recommendations on SkuVault's sales techniques and processes. As a result, SkuVault implemented the recommended enhancements to both its software and its sales training process. Since putting these improvements in place, SkuVault has counted more than 15 sales over the course of a few months that likely would have been lost prior to the project. More importantly, it is now delivering a higher value solution to its customers. The Partnership in Action Nipping Slow Sales in the Bud A Unique Collaboration Endeavor and EY The EY office in Louisville collaborates closely with Endeavor in Louisville to help support regional entrepreneurship. This unique partnership offers entrepreneurs access to the global EY network and also exposes EY professionals to some of the most promising entrepreneurs in the region. Services offered as part of this partnership include opportunities to collaborate on business plans, strategy, and financials, among other support for selected Endeavor Entrepreneurs, where EY's services are helpful. 44