CirrusOne, a multi-vendor quote-to-cash (QTC) con- sulting and implementation
firm, enables organizations to maximize sales efficiency and increase
QTC time-to-value. Through purpose-built teams of industry thought
leaders, architects and developers,
CirrusOne offers enterprise-grade
professional services and redefines
how complex customer solutions
are implemented through a proven framework of service delivery.
CEO Shane Anastasi sat down to
discus the firm’s performance.
Consulting: What were the
main factors that contributed
to your firm’s exceptional
Anastasi: The level of service we’re
committed to delivering to our cus-
tomers coupled with a team com-
prised of experienced thought lead-
ers, consultants and architects has
been the biggest driver of our growth
over the last three years. Word
spread fairly quickly once we de-
cided to form the company that our
team was capable of delivering high
quality CPQ (configure-price-quote)
services. While it didn’t just hap-
pen, our reputations in the industry
for delivering quality outcomes in
previous circumstances certainly
helped. After that initial kick start, it
has been our focus on redefining the
role of the trusted advisor and deliv-
ering significantly higher customer
success rates than the industry av-
erage that has continued to fuel the
pipeline. Our goal is to remain the
go-to team when it comes to deliver-
ing CPQ success.
Consulting: How is this year
shaping up for your firm?
Anastasi: We took somewhat of a
deliberate breather in the middle
of the year to prepare ourselves
for future growth. In the last quarter of this year, that tidal wave has
hit us again. We’re aiming to finish
the year with pipeline and backlog
numbers that allow us to continue
to look at almost doubling the organization again in 2018.
Consulting: How would you
describe your firm’s outlook
for 2018? Where do you see
the most opportunities?
Anastasi: We see growth opportunities in all areas of our business.
This includes broadening our offerings within the current practices, but also adding practices and
products that further entrench us as
the CPQ experts no matter which
vendor a customer chooses.
Consulting: What would you
say are your firm’s biggest
challenges in 2018?
Anastasi: Our biggest challenge is
to continue to grow rapidly while
also delivering our outstanding rate
of success. We must stay focused
on ensuring that things like revenue
and utilization targets don’t distract
us from customer success. Custom-
er referenceability is particularly
important in the space we compete
in and we’ve adopted the mantra
that nothing else is as important,
but sometimes it’s hard to do that in
the face of ongoing growth targets.
Consulting: What does being
named one of Consulting’s
Fastest Growing Firms mean
to your firm, your employees
and your clients?
Anastasi: For our employees, this
recognition validates that we’re doing something right in terms of how
serious we are about the level of service we’re committed to delivering
to our customers. The rapid growth
we’ve experienced over the last
several years isn’t possible without
our partners and customers so this a
‘thank you’ to them as well.