Customer Overview
Global leader in the food and beverage industry, focusing on health-oriented products in categories such as dairy and plant-based alternatives, water, early life nutrition, and medical nutrition. The company operates in over 120 countries, with a strong commitment to sustainability and innovation.
Location
Europe
Employees
100 000
Problem/goal
- Client's sales teams were bogged down by manual processes. Sales representatives were spending too much time on administrative tasks, such as data entry and paperwork, which prevented them from focusing on more value-adding activities like engaging with clients and driving sales.
- Client's sales team did not have a centralized tool for managing and analyzing their commercial data. This limitation restricted their ability to manage and optimize sales effectively and make informed strategic decisions.
- Client aimed to improve access to the B2B market by managing audit and sales operations more effectively, providing efficient tools for day-to-day activities of sales representatives and simplifying collaboration between sales and after-sales teams.
Solution
- Integration of CT Mobile with Client's Salesforce CRM.
- Provision of offline access to all essential data needed for visit preparation, such as a comprehensive 360-degree view of the client, and visit execution, including management of assortments, contract and invoice creation, sales simulations, and more.
- Development of step-by-step visit execution model for audit and sales operations according to Clients's specific commercial processes.
- Creation of complex KPI calculations for comprehensive understanding of Client's commercial situation in each point of sales.
- Retention of high customization capabilities for future modifications.
Technologies used
Results & Outcomes
- +€15.1 million increase in revenue, which represents a growth of 1%.
- More time (+11%) spent with clients in point of sales.
- Decreasing amount of time spent on low-impact tasks and +25% increase of time dedicated to sales operations and client engagement.
- +900 retail stores (+17%) in France.
- Increasing analytical capabilities and data quality for making effective commercial and strategic decisions.
- Increasing job satisfaction of Client's sales teams.
Business outcomes
+€15.1m
revenue increase
+900
retail stores
+25%
time dedicated to sales operations
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