Cases
headline:
Design Commercial Strategy
Bild:
Challenge:
Declining market shares and a less agile team.
Approach:
Realignment of commercial activities: Design customer value model incl. value preposition, alignment of sales force strategy, segmentation & targeting, coverage & frequency model and push portfolio design.
Result:
New model leads to first significant contracts with customers, strong basis for continuation.
headline:
Advanced Analytics design
Bild:
Challenge:
No tools available, bad data
Approach:
Customer potential and performance transparency: No view of real customer potential, no volume targets at customer group level. Design of a customer value model with design and implementation of an advanced analytics tool
Result:
Tool allows both management and reps to track and plan activities in detail - excellent customer feedback
headline:
Generics Portfolio Strategy
Bild:
Challenge:
Very large current and future portfolio, many different go-to-market approaches
Approach:
Designed an ongoing portfolio management strategy for a global generics player with a portfolio of 10k+ SKUs for their Western European business. Definition of approx. 20 scenarios per market to calculate volume/value values and make product decisions for the future. Very complex and sophisticated model, very simple application with transparency for all stakeholders. Approach and tool scaled for continuous use over several years.
Result:
Tool successfully implemented achieving a step change.
headline:
CRM design and implementation
Bild:
Challenge:
Optimization of the CRM system to create transparency and increase sales performance.
Approach:
Classical specification sheet created. The approach was "backwards", starting with reporting and the key views that all stakeholders need to have in order to bring "insights" and "action" to the forefront.
Result:
SAP CRM implementation, which was very well received by sales force and management, reporting set new standards.