It’s no secret that technology has become a cornerstone of innovation across industries. One such industry experiencing a significant transformation is facility management, where companies like SEAM Group are leveraging cutting-edge solutions to drive efficiency, reliability, and safety. In a recent podcast episode, I sat down with Igor Bondarenko, the Chief Technology Officer at SEAM Group, who shared invaluable insights into the company’s transformative journey and the key principles guiding their success.

The Role of Technology in Facility Management

SEAM Group is a global leader in energized asset performance, seamlessly blending safety, maintenance, and reliability initiatives. With a focus on the commercial industrial sector, SEAM Group serves clients in manufacturing, logistics, distribution, hospitality, and beyond. Their core mission revolves around helping their clients protect their people and assets while ensuring operational uptime.

At the heart of SEAM Group’s mission lies a commitment to using technology to differentiate their services and contribute to building a safer and more reliable world. Bondarenko emphasizes the pivotal role technology plays in addressing the challenges faced by facility management customers. From overwhelming complexity to reliance on outdated solutions, customers are in dire need of these innovative technology-driven approaches to navigate their businesses effectively.

Never Underestimate the Complexity of Standardizing Technology

Bondarenko shared valuable insight into the inherent challenges of standardizing technology across a business landscape. He emphasizes the importance of never underestimating the complexity involved in this process. From integrating disparate systems to ensuring alignment with overarching business objectives, standardizing technology requires time, patience, and a deep understanding of the intricacies involved. The success of this endeavor also hinges on a well-structured approach encompassing people, processes, and technology.

Sticking to the People, Process, and Technology Triad

Central to Bondarenko’s approach is this concept of the “people-process-technology triad.”  He pointed out that technology alone cannot achieve success, saying, “Technology is a great enabler and a great differentiator. Strategically, for us, it’s been transformative but technology only succeeds when people know what’s expected. They understand their goals, they understand their mission, they’re empowered to succeed, and processes are clearly understood and committed to.” This alignment ensures that technology can effectively deliver on its promises and drive meaningful transformation within the organization.

The “One SEAM” Vision: A Unified Strategy

One of SEAM Group’s key strategies is their “One SEAM” vision. Bondarenko spoke to this, saying, “For us, one of the biggest priorities to take SEAM Group to the next level from its inception was the alignment of our different service offerings that we put in front of our customers into one unified strategy.” This approach not only simplifies how SEAM Group presents itself to customers but also positions them as a strategic, trusted advisor for all reliability and maintenance needs. Through this cohesive strategy, SEAM Group aims to provide unparalleled value to their customers and drive long-term success.

ViewPoint System: The Digital Crown Jewel

Central to SEAM Group’s offerings is their ViewPoint system, heralded as their “digital crown jewel.” This system offers customers a comprehensive, real-time view of their assets across all sites worldwide. With ViewPoint, customers gain invaluable insights that inform decision-making, and improve efficiency. SEAM Group gave their customers a voice in the development of ViewPoint and the response to it has been extremely positive, “we hear loud and clear from our customers, from our field engineers, and from our sales folks that it really makes a difference.”

Think Big and Work Incrementally

Another key piece of advice from Bondarenko was to “think big and work small. Have a big vision, have a BHAG but deliver it in small steps.” He encourages organizations to envision ambitious goals but to implement changes incrementally to avoid the pitfalls of big bang changes. This approach not only mitigates the risks associated with large-scale changes but also helps in managing the inherent challenges of change management. Recognizing that change is both hard and exciting, this strategy ensures a smoother transition for both customers and employees.

Balancing Growth and Strategic Alignment

SEAM Group acknowledges that rapid growth brings its own set of challenges, particularly in prioritizing initiatives and aligning technology strategy with business objectives. Bondarenko underscores the importance of staying true to the company’s mission and prioritizing initiatives based on their potential to deliver customer value.

The Power of Partnerships: Collaboration with WhiteRock

In navigating these challenges, SEAM Group has found a valuable ally in WhiteRock. The partnership between the two companies exemplifies the power of collaboration in driving innovation and success. WhiteRock serves as a trusted advisor, providing expertise in CRM solutions and helping SEAM Group navigate complex technology challenges. Together, they are pioneering transformative solutions that are reshaping the facility management landscape.

Future Vision: Commitment to Innovation and Customer Value

As SEAM Group looks to the future, they remain committed to driving innovation and delivering value to their customers. With ambitious plans for further investment in technology and strategic partnerships, they are poised to continue making waves in the industry and revolutionizing facility management as we know it.

In conclusion, SEAM Group’s journey is a testament to the transformative power of technology and strategic partnerships in driving innovation and success. By leveraging cutting-edge solutions, sticking to the people, process, and technology triad, and prioritizing customer value, they are paving the way for a safer, more reliable world. With their forward-thinking approach and collaborative spirit, SEAM Group is set to continue leading the charge in revolutionizing the facility management industry.

Fostering success requires a unique blend of expertise, adaptability, and strategic collaboration. In a recent episode of Trailside Talk, Pete Todd, President of Veltiosi Advisors, shared about his remarkable career journey from starting out in engineering to gaining deep knowledge and insights in sales leadership.

Pete Todd’s journey began with a foundation in biomedical engineering, a field that initially sparked his interest. However, as Pete immersed himself in the world of engineering, he discovered a newfound passion for sales. 

“A funny thing happened when I started working in engineering”, Pete shared, “ I realized I enjoyed talking about my engineering work more than actually going back to my cube and doing it. So I went back to USC got my MBA and went into technical marketing for Toshiba Semiconductor and it was a great job because I loved working with engineers and I also enjoyed meeting customers. I saw marketing and sales at that time as just an opportunity to problem solve. To me, I wasn’t really a sales guy, I was more of an engineer just problem-solving in a sales environment. But then when a role opened up Toshiba for me to really join the sales team, I jumped at it and then started my career in sales.”

Founding Veltiosi Advisors: A Vision for Growth and Improvement

The genesis of Veltiosi Advisors, Pete’s consulting firm, stemmed from a desire for autonomy and a passion for helping companies thrive. Drawing on his Greek heritage, Pete chose the name “Veltiosi,” derived from the Greek word for improvement. Veltiosi Advisors is dedicated to helping companies refine and enhance their sales operations, fostering sustainable growth and development.

Strategic Partnerships: Collaborating for Success

Central to Pete’s success story are his strategic partnerships with ACP (Align Capital Partners) and WhiteRock. Through networking and forging meaningful connections, Pete leveraged these partnerships to drive significant growth for the companies he advises. ACP’s reputation for excellence and integrity, coupled with WhiteRock’s expertise in CRM systems, proved instrumental in enhancing sales effectiveness and fostering organizational success.

One of Pete’s keys to success in conjunction with his partnership with ACP involves implementing a sales playbook. “The Playbook gets into the proper org structure, personnel, what skills are needed, what roles they should have, how to set goals, how to put an opportunity pipeline together that would accurately capture the stage of any opportunity in the sales process, and in many cases, it means putting a formal sales process together. That leads to forecasting, territory planning, account planning, and along the way a ton of one-on-one coaching.”

Key Insights and Strategies for Success

Throughout the Trailside Talk episode, Pete shared a wealth of insights and strategies drawn from his extensive career in sales leadership. One of the key themes was the importance of understanding and adapting company culture. Pete stressed that recognizing where a company currently stands and having a clear vision for where it needs to go is crucial for fostering success.

He also highlighted the role of effective sales processes. Drawing from his experience and methodologies like MEDDPICC, Pete explained how a structured approach to sales—focusing on early-stage discovery and qualification—can significantly enhance a team’s ability to identify and capitalize on genuine opportunities.

Another critical aspect Pete discussed was managing change within organizations. He likened it to preparing for a marathon: gradual, consistent effort is required to build the necessary capabilities and mindset for success. Change can be challenging, and sometimes it can even result in turnover within the team for those not up to that challenge, but ultimately it leads to stronger, more committed personnel aligned with the company’s goals.

The Impact of Processes and People on Success

In regard to Pete’s process from company to company, he shared, “When there are problems my experience has taught me it’s usually a people or a process issue. Maybe the person isn’t trained right. Maybe there’s just a lack of a process or the process that is in place just won’t meet the business requirements that are outlined. Conversely, when things are going great, it’s usually because the company’s got great motivated people and really well timed out process.”

Pete also shared that, “a real successful process is one that doesn’t rush into offering a price but uses the early stage of the process to really understand what’s happening with the customer.”

Another key to success is having systems in place for your sales team. “One of the big things that I’ve now learned is that of course a sales leader can be challenged, gifted, and working with their sales teams, but if they don’t have the data and the systems at their fingertips, business moves too quickly not to be able to have that information. WhiteRock has been very key in putting systems together to allow not only sales leadership to see the activity and to see the progress in the status of the business, but also to enable our salespeople to be able to do their job better and more effectively mainly in more effective use of our CRM tool.”

Looking Ahead: A Vision for Continued Impact

As Pete Todd’s journey demonstrates, success in sales leadership requires a multifaceted approach grounded in expertise, adaptability, and strategic collaboration. With a commitment to continuous improvement and a focus on building strong partnerships, Pete’s vision for Veltiosi Advisors is poised for impact in the ever-evolving landscape of sales leadership consultancy.

In an era marked by rapid technological advancements and evolving consumer preferences, navigating success in sales leadership demands a forward-thinking approach and a commitment to excellence. Through his inspiring journey and invaluable insights, Pete Todd offers a roadmap for aspiring sales leaders and business professionals seeking to thrive in today’s competitive landscape. As organizations embrace innovation and collaboration, Pete’s story serves as a testament to the transformative power of strategic partnerships and a steadfast dedication to growth and improvement.

In a recent podcast episode, Simon Boyce, Chief Revenue Officer of SEAM Group shared insights into the company’s remarkable journey of growth and efficiency within the industrial safety and reliability industry. SEAM Group has distinguished itself with its commitment to creating a safer, more reliable world, with Boyce playing a central role in strategically leading the company toward new heights of success and distinction.

SEAM Group is a global leader in energized asset performance, seamlessly blending safety, maintenance, and reliability initiatives. With a focus on the commercial industrial sector, SEAM Group serves clients in manufacturing, logistics, distribution, hospitality, and beyond. Their core mission revolves around helping their clients protect their people and assets while ensuring operational uptime.

Boyce outlined the advisory role that SEAM Group serves for its customers. By educating clients on emerging regulations, potential challenges, and long-term program planning, SEAM Group has positioned itself as a trusted partner in mitigating risks and optimizing operations.

Challenges: Maximizing Sales Effectiveness

When asked about challenges that SEAM Group faces, Boyce shared that with their sales team, it’s all about effectiveness, “how do we maximize the time our sales reps spend talking to customers and actually prospecting and helping our customers get projects set up? We want them spending less time in our tools like Salesforce, doing data entry, and less time having to fill out forms.”

Boyce recognized the need to maximize time spent by their sales team on productive activities early in his tenure with the company, sharing that, “When I got here the comment I heard from sales reps was that it can take eight to ten minutes to close out an opportunity once we get a PO (purchase order) because there are so many required fields.” Through partnering with WhiteRock to help cut down on unnecessary fields and tighten up integrations, “now it takes less than a minute to close out an opportunity assuming that person has the correct information.”

Support and Forecasting: Leveraging Technology for Growth

Our team at WhiteRock has partnered with SEAM Group for a few years now and we’ve assisted them with optimizing Salesforce and integrating their tech stack. This collaboration has yielded substantial time efficiencies for SEAM Group. SEAM Group’s ability to forecast business trends has also improved significantly, facilitating enhanced coordination with delivery teams and enabling better planning and resource allocation.

On the topic of forecasting, Boyce shared, “In my role, I need to predictably forecast what business is coming 30, 60, 90 days down the road. That then needs to be passed on to our operations team so they can schedule and plan accordingly.” Through WhiteRock’s improvements to SEAM Group’s Salesforce instance, their forecasting capabilities have been elevated to provide a level of predictability that the business hadn’t seen previously.

“With the predictability, the dashboards, and what we’ve been able to do with Salesforce, we’re running a much tighter business now” Boyce shared. “Now I can regularly communicate to our operations partners what business is coming and what the next 30, 60, 90 days look like which just let us run our business a lot better than in the past.”

Growth and Unified Vision for Success

Reflecting on the past year, Boyce emphasized SEAM Group’s impressive growth trajectory and the maturation of its sales team. Looking ahead, SEAM Group aims to further stabilize its operations while leveraging technology to drive future growth. 

In leveraging content and use cases, SEAM Group harnesses the power of inbound leads, facilitating more effective interactions with customers through meetings and conversations. Boyce emphasizes the importance of elevating engagements to a strategic level and navigating to the right stakeholders within customer organizations to drive meaningful discussions and initiatives.

As SEAM Group continues to evolve, it has coalesced into a unified entity under the banner of One SEAM, with streamlined operations and a clearer vision for the future. The company has experienced significant growth and momentum, with over a 30% compound annual growth rate (CAGR) and a 20% year-over-year increase in rep activity, facilitated by faster onboarding of new sales reps.

SEAM Group’s technology stack has been instrumental in enhancing internal reporting for field services, enabling better decision-making and resource allocation. However, Boyce emphasizes that success hinges on aligning people, processes, and technology in that order, emphasizing the importance of human capital in driving organizational excellence.

Choosing the Right Partner: Value Beyond Metrics

When selecting partners, SEAM Group defines specific criteria like focusing on speed of response and customer service and the ability to serve as a trusted sounding board. Boyce highly recommends seeking a partner like WhiteRock, emphasizing that the value derived from this collaboration extends beyond financial metrics.

“I think what we’ve paid WhiteRock in investment has been paid back tenfold in efficiency, effectiveness, and reporting and just getting us headed in the right direction and even some things that you can’t measure such as rep morale from not having Salesforce error out because fields aren’t being completed.”

The Future Looks Bright For SEAM Group

As SEAM Group embarks on its next chapter of growth and innovation, Boyce’s visionary leadership remains instrumental in steering the company toward sustained success and excellence. Through strategic partnerships, streamlined processes, and unwavering commitment to customer satisfaction, SEAM Group is poised to redefine standards in industrial safety and reliability for years to come.