Health Food Industry
Client Profile:
Fortune 500 company and one of the world’s leading marketers and producers of healthy, convenient and affordable foods.
The Opportunity:
Client identified opportunity to improve customer management practices and increase ROI on customer business development investments.
Optimé Solution:
Strategic Customer Management
The Approach:
- Organization audit of current customer management practices
- Customer segmentation and alignment of customer management approach by segment
- Initiated the transformation of the sales organization from deal focused transactional selling to strategic focus (think market, act customer)
- Implemented process and tools to evolve to fact-based customer management approaches
Business Impact:
- Identification of inefficient customer management investment practices with corresponding ROI of 15 to 1