FactorySolutions
Eight functions. Each one has a number.
Every commercial function has a figure it is quietly measured on, and in most companies that figure is computed differently by every person who reports it. We pick the function, settle the definition with finance, and build the one play that moves it.
Nothing is deployed against a function. It is deployed against a number, and the function is simply where that number happens to live.
Revenue and sales
Pipeline is argued about because nobody wrote down what open means, and your best rep is a single point of failure nobody wants to name.
CRO, VP sales, business heads, sales operationsOpen function Spend traceable to closed revenueMarketing and demand
You spend on exhibitions, portals and campaigns and cannot prove which of them produced an order, so every renewal conversation is a defence.
CMO, demand generation, digital and eventsOpen function Renewal or retention rateCustomer success and retention
You learn a customer is unhappy when they stop ordering, and renewal dates live where the people who could act on them never look.
Account management, key accounts, renewalsOpen function Visits per fault resolvedService and field operations
Your engineers live on the road, the same fault is solved from scratch every time, and the service record is treated as a cost line rather than a revenue instrument.
Service head, field engineering, supportOpen function Active partners in ninety daysChannel and partners
Your dealers are your pipeline and you cannot see inside them. Schemes pay for volume that was arriving anyway.
Dealer and distributor management, channel salesOpen function Days sales outstandingFinance and working capital
You chase the big invoices rather than the risky ones, and revenue leaks between the agreement and the invoice where nobody is measuring.
CFO, controller, receivables, procurementOpen function Hours per document processedOperations and supply
Your team retypes what somebody already sent, and delivery lead time loses more orders than price does.
COO, plant, planning, back officeOpen function Days to answer a management questionLeadership and planning
You ask a question and wait a week. Two people in the room give two numbers for the same thing and both are right.
CEO, board, FP&A, strategyOpen function
One function, one number, one play at a time.
We do not deploy a function. We deploy the single play whose number the CFO agreed to, prove it, and then add the next one on a memory that is already built. That is why the second play in any function costs a fraction of the first.