General Information Registered Company Name: Plus Consulting LLC DBA: Plus Consulting Corporate Office Telephone: +1 (412) 206-0160 Corporate Office Fax: +1 (412) 206-0163 Web Site: www.plusconsulting.com DUNS Number: 0150481349 CAGE/NCAGE: 6K0A1 GSA Contract Number: GS-35F-001AA Business Information Year Incorporated: 1999 State Incorporated: Pennsylvania Number of Employees: 45 Offices Headquarters Baltimore/DC Office Arizona Office 505 Washington Avenue 11214 Yardley Place 7033 East Greenway Parkway, Suite 185 Carnegie, PA 15106 Ijamsville, MD 21754 Scottsdale, AZ 85254 Phone: +1 (412) 206-0160 Phone: +1 (301) 825-5347 Phone: +1 (480) 245-6719 New York Office Philadelphia Office Boston Office 44 Wall Street, Suite 1215 106 West Locust Lane 230 Lowell Street, Suite 2-I New York, NY 10005 Kennett Square, PA 19348 Wilmington, MA 01887 Phone: +1 (212) 461-2208 Phone: +1 (610) 910-5625 Phone: +1 (978) 658-4116 Key Contacts Dean Campbell Dan Ferraro Chief Operating Officer Office Managing Partner/Government Specialist Direct: +1 (412) 838-0167 Direct: +1 (301) 375-0235 Fax: +1 (412) 206-0163 Fax: +1 (240) 387-6162 dean.campbell@plusconsulting.com dan.ferraro@plusconsulting.com Classification Codes NAICS Codes SIC Codes 541511 Custom Computer Programming Services 7371 Services Computer Programming Services 541512 Computer Systems Design Services 7373 Services Computer Integrated Systems Design 541513 Computer Facilities Management Services 7376 Computer Facilities Management Services 541514 Other Computer Related Services 7379 Computer Systems Design Services 7372 Services Prepackaged Software 1370 Washington Pike Suite 203 Bridgeville, PA 15017 +1 (412) 206-0160 www.plusconsulting.com
About Plus Consulting A proven industry leader, Plus Consulting implements strategic Customer Relationship Management (CRM), Web Portal and Business Intelligence (BI) solutions that empower sales, marketing and technology employees in a spectrum of industries. Plus Consulting is headquartered in Pittsburgh, PA, with offices in New York City, Scottsdale, Boston, Washington, DC and Philadelphia. Plus Consulting delivers strategic IT systems, training and support for a national customer base. Plus Consulting has a track record of successful project completions for companies of all sizes, and we have gained recognition, awards and certifications from each of our partners: Microsoft Managed Partner Microsoft Certified Cloud Accelerate program member Gold Certification in Microsoft Customer Relationship Management Gold Certification in Microsoft Portals and Collaboration National Top 5 Leader with Sage SalesLogix Sage President s Circle award winner A top North American Gold Partner with SugarCRM SugarCRM 2011 Most Valuable Partner SugarCRM Top Performer One of only two Certified SugarCRM Training Centers in North America Plus Fusion, our sister company, is a professional services company specializing in data-centric security by providing advanced solutions to support clients across a number of industries. With a wealth of combined industry and technology experience, our subject matter experts, project managers and consulting professionals work with the latest tools and methodologies to deliver practical solutions that dynamically impact our clients Information Technology environment. Plus has a successful track record of assisting clients with complex compliance regulations by providing in depth strategy assessments as well as detailed IT and security roadmaps. Our approach to delivering a solution to our clients differs from conventional IT consulting firms. Each engagement begins with a gap analysis that compares the current state of your business to where you d like the business to be. Using this analysis as the foundation that drives and defines the infrastructure and IT roadmap, Plus develops a strategy showcasing how our recommended solution can propel your company to where you want it to be. We then work with your IT team to implement, upgrade and fully-customize your infrastructure to support business growth and maximize ROI. 1370 Washington Pike Suite 203 Bridgeville, PA 15017 +1 (412) 206-0160 www.plusconsulting.com
Services: Summary CRM / xrm Microsoft Dynamics CRM Sage SalesLogix CRM SugarCRM Business Intelligence / Analytics / Reporting / Database Support Microsoft SharePoint & Drupal Portal technologies Cloud Services Infrastructure IT Strategy Services: Detail CRM / xrm CRM Strategy Roadmap Software Selection Help Desk Call Center 311 Systems MSCRM Services Implementation Customization Cloud Integration Systems Integration SalesLogix Services Implementation Customization Cloud Integration Systems Integration SugarCRM Implementation Customization Cloud Integration Systems Integration BI / Analytics / Reporting / Database Support Oracle Microsoft SQL Cognos Qlick View Data Warehouse / Data Cubes IBM Optim and Guardium Portals SharePoint / Drupal Document Management InfoPath Workflow Governance CRM Integration Cloud Services Microsoft Office 365 Microsoft Intune Microsoft Azure Amazon EC2 IBM SmartCloud Infrastructure Security Strategic Roadmap Database Security Policy Review Penetration Testing Vulnerability Testing Infrastructure Disaster Recover Business Impact Analysis Backup and Storage Infrastructure IT Strategy IT Roadmap Data Classification Cloud Solutions Outsourcing Infrastructure Server and Desktop Services Active Directory Microsoft Exchange Office 365 Server Virtualization Desktop Deployment Thin Client Wireless Networking System Center SCCM, SCOM, SCVM Security Products Vertical Applications GovCon Capture Master SharePoint for Banking Custom Application Development 1370 Washington Pike Suite 203 Bridgeville, PA 15017 +1 (412) 206-0160 www.plusconsulting.com
Cobham Sensor Systems: Custom CRM Government Contractors Solution I am mandating that all Business Units I oversee use CRM going forward. It s too powerful and gives me a way to wrap my hands around the $110 million worth of business that I need to have control of. As soon as it is written in CRM, I get an alert and no longer have to dig through a pile of emails. Bob Schilling Director of Business Development Company Profile Cobham is an international company engaged in the development, delivery and support of leading edge aerospace and defense systems in the air, on land and at sea. Throughout the world, Cobham has centers of excellence producing complex rotating electromechanical subsystems, composite products including radomes, microwave and mmwave antennas for Radio Frequency, Infra-Red and Electro Optic sensor platforms including: Electronic warfare antennas jammers, radar warning, direction finding (DF) and signal intelligence (SIGINT) Communication, navigation and identification (CNI) antennas line-of-sight communication and data links, SATCOM and GPS, IFF, TACAN, marker beacon, altimeter Radar antennas fire control radar, weather radar, synthetic aperture radar Radomes and advanced composites High-precision positioners sensor positioning systems and antenna positioning systems Plus Consulting Saves Cobham Sensor Systems Hours by Implementing a CRM System Challenge Due to acquisitions over the last several years, Cobham Sensor Systems was lacking a unified database tying all of its Business Units together. Because there was no unified database, according to Bob Schilling Director of Business Development, each business had their own process in respect to business development and relationship management. To a customer, there is only one Cobham Sensor Systems, regardless of the division or product being proposed. Customers were also cognizant that Account Executives in one Business Unit would be unaware of discussions and proposals of another Business Unit. During their sales cycles, Account Executives would be asked questions about other proposals and would have no knowledge of them unless they were briefed by the other Account Executive working with the same customer. This created unnecessary tension with the customers and, ultimately, led to lost deals. Tailored Solution Plus Consulting performed an in-depth analysis of Cobham s existing systems, how data was input and how it was used. This analysis was done by holding interviews and discussions with key team members and super users of each system. This allowed Plus to determine which information was most useful to end users. Upon conclusion of the analysis, it was evident that there were a multitude of duplicate records in the existing systems. Plus Consulting developed a standard account naming convention that took organizational hierarchy of the customer into account. A naming convention guide was created and distributed across the company in order to maintain consistency and eliminate duplicate records from being created. Plus was involved in guiding us as to what we could and could not do, what the short names should be and how an opportunity was saved and keyed to a short name. 1370 Washington Pike Suite 203 Bridgeville, PA 15017 +1 (412) 206-0160 www.plusconsulting.com
This custom solution was built around the lifecycle management process, and it was very helpful to management because the tool, as modified for us by Plus, looks at the size of the opportunity, whether the opportunity is critical in probability and the size of the BU and appropriately engages the correct amount of lifecycle management phases we d have to go through in assessing whether Cobham will pursue the opportunity. It also allows Cobham to generate a weighted forecast and focus business development and technical resources on opportunities with a high probability of closing. Powerful Results Using Cobham s custom business process, the solution provides a real-time pipeline without having to change the way Cobham does business. Reports are created to show changes that occurred in the previous seven days. This allows for forecast update meetings to be focused only on the changes that have occurred since the last meeting. Because of the real-time reporting, What took me four hours, and was like pulling teeth, now takes me four minutes using CRM. Across the organization, significant time savings were realized. This translated into better workforce efficiency and, ultimately, directly into monetary savings. Every interaction with a specific customer is now stored in the CRM solution rather than in Cobham s previous, multiple systems. This unified platform for managing customers allows for updates to be input into the CRM and an alert to be sent out to the appropriate parties informing them of the update. This eliminates the cumbersome process of sending out multiple emails, ensuring that the correct individuals are included and then tracking the email chatter as a result. Any updates are stored and can be viewed by all associated parties immediately. Plus Consulting worked directly with appointed administrators at Cobham and provided documented step-by-step procedures, which enabled the administrators to handle 85-90% of the ongoing requirements while not having to pay Plus Consulting fees for continuing administrative work. Cobham learned a heck of a lot about the CRM solution from the training and had an excellent understanding of what could be done in CRM from the training provided by Plus Consulting. The ease of building custom reports significantly increased the effectiveness of customer meetings. Cobham team members are able to quickly run a status report for all activities that have occurred with the customer. This allows them to be better prepared for any questions or issues that may arise regardless of whether they are a result of their specific Business Unit or product. With the unique naming structure that Plus Consulting recommended, Cobham s teams can be confident that all activities associated with a specific account are linked and readily accessible. As a result of the naming structure, 4,000 records were reduced to 1,100 records, saving time by eliminating confusion as to which account is the correct record to input status updates. The Cobham Sensor System solution featured in this study is built using Plus Consulting s GovCon Capture Master solution enhancing the out-of-the-box capabilities of the Microsoft CRM system. 1370 Washington Pike Suite 203 Bridgeville, PA 15017 +1 (412) 206-0160 www.plusconsulting.com
Carmeuse Lime and Stone: Plus Consulting Delivers a Solid Solution Plus Consulting is absolutely excellent. It s a business partnership that works. Phil Johnson, Senior Vice President of Sales and Marketing Company Profile Lime and limestone are used in hundreds of applications in dozens of industries. From metal and gas cleaning, to the pulp and paper industry, to agriculture and water treatment, lime is a versatile, practical substance. With 90 locations around the globe, Carmeuse Lime and Stone is one of the world s leading producers of lime and the number-one lime producer in North America. A Comprehensive Solution When Phil Johnson, Senior Vice President of Sales and Marketing for Carmeuse, joined the company, he was charged with implementing a Customer Relationship Management (CRM) system. No cohesive system was in place, and as a result, the sales representatives and customer service staff maintained their own records of calls and visits. We envisioned a comprehensive system that would serve as a full-scale market database, a contact management system and a sales management tool, Johnson recalls. It s a tall order, but we had a clear picture of what we wanted and set out to find it. The company analyzed several CRM solutions, including SAP, Microsoft Dynamics CRM and Saratoga Systems before deciding on Sage SalesLogix. We selected Sage SalesLogix because of its flexibility, powerful inquiry tools and remote access and synchronization capabilities, says Johnson. Once we decided on Sage SalesLogix, we located Plus Consulting to help us implement our vision. Powerful Market Database Sage SalesLogix now serves as a powerful market database for Carmeuse Lime and Stone. It includes detailed data concerning customers, prospects and competitors. The database stores dozens of strategic facts, including volume requirements, price paid, distance to a Carmeuse plant and distance to a competitor s plant. In this industry, logistics is key. It s expensive to move our product around, so the closer we are to a customer, the better pricing we can offer, Johnson explains. Johnson said the company understood that no product would handle Carmeuse s requirements out of the box, and that is one of the main reasons it was selected. Sage SalesLogix was designed to be customized and tailored it s extremely versatile, he says. Other systems may track sales opportunities, but they don t provide the flexible database structure it does. CRM That Gets Used Johnson understood that the CRM investment would only deliver a return if it was used. Our sales representatives can use Sage SalesLogix anytime and anywhere from on their laptops when they are on the road. Their database is synchronized automatically with the main database each time they connect to the Internet, Johnson explains. Sage SalesLogix has a fabulous synchronization engine, and you can t say that about all CRM solutions. The sales representatives appreciate the value of Sage SalesLogix. With detailed customer and competitor data at their fingertips, they can approach each sales opportunity from an informed, educated position and are more likely to close the sale. 1370 Washington Pike Suite 203 Bridgeville, PA 15017 +1 (412) 206-0160 www.plusconsulting.com
Proactive Sales Management Sales managers at Carmeuse Lime and Stone rely on Sage SalesLogix to keep them in the loop regarding team activities. Managers can track the number of calls their team is making, the results of those calls and get a picture of the amount of time each representative actually spends selling, explains Johnson. By monitoring the sales funnel through Sage SalesLogix, sales managers can identify potential areas of improvement. They can see that a particular representative is generating lots of opportunities but is slow to close. Efforts can then be made to help him boost his closing skills. This is golden information to a sales manager, says Johnson. The company s investment in a comprehensive CRM solution has also become an effective recruiting tool. Successful salespeople demand the kind of tools we can provide them with Sage SalesLogix, Johnson says. Mine Business Data The company s marketing department mines the wealth of industry data contained in Sage SalesLogix to form strategic plans for its operation. We can see what geographic areas will make good targets for our marketing efforts by analyzing the volume of companies in those areas and the presence of competitors, Johnson says. A Business Partnership That Works Plus Consulting is absolutely excellent, says Johnson. They helped us design and implement our customizations and they even trained our IT staff to do much of the work themselves. Plus Consulting works to make us more independent and knowledgeable about the software, and I appreciate that. It s a business partnership that works. 1370 Washington Pike Suite 203 Bridgeville, PA 15017 +1 (412) 206-0160 www.plusconsulting.com