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Tencate Geosynthetics

Transformative Rebranding and Audience Segmentation Challenges A general lack of customer knowledge about the benefits and points of difference of the Mirafi® H2Ri solution Customer and specifier hesitancy and skepticism about products true value, applications, and usage Mirafi® H2Ri story was complex and technical feature-focused – had to be clarified and simplifie Focus on cold-weather-only applications –…

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Sinclair Oil Corporation

Sinclair Oil Corporation

Enabling a Brand Licensing Program Challenges Highly competitive market of major oil brands engaging in brand licensing and other types of ownership/operator programs in the U.S. Building a data source for outlet segmentation and distributor/owner/operator targeting is critical for implementation of an efficient and effective sales and marketing program for Sinclair Oil. Sinclair Oil sales…

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CenturyLink

CenturyLink Partner Program

Launching a Partnership Program Challenges Companies in CenturyLink’s Independent Software Vendor (ISV) vertical were engaged soley as customers, not as partners, creating missed business opportunities and revenue growth despite unmet need and high demand from the vertical. Little focus and alignmnet on how to define and structure a partner program to meet the various needs…

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Promethean

Powering Up A Marketing Department Challenges Promethean is a world leader in the rapidly growing market for interactive learning technology and proudly maintains the world’s largest online community of educators on a speciality dedicated website: PrometheanPlanet.com Educators find a community of unparalleled peer and technical support as well as a warehouse of premium and free…

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CEB

Launching A Product Offering Challenges Create a simple, consistent offer architecture across programs / practices to minimize sales complexity while improving value to CEB members and increasing renewal rates Increase average CEB Leadership Council selling price while maintaining consistent operating margins Reduce acquisition costs by bundling existing bolt-on’s with memberships Optimize certain aspects of base offer…

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FleetCor

Achieving Sales Force Effectiveness Challenges Sales results were inconsistent and sales management needed help diagnosing and quickly addressing the issues Experiencing declining sales volume and double digit customer churn Experiencing very high sales force employee turnover Ancillary revenue sources had been helping support topline growth Approach Formulated and refined sales strategy to drive increased sales…

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Southland Log Homes

Building Sales Effectiveness Challenges Though showing year over year sales growth, that growth was consistently lower than expected. Deepening housing slump was further impacting Southland’s sales Southland needed a tool with which to evaluate current sales office and sales force performance to identify potential improvement opportunities Approach Through a series of interviews, show house visits,…

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Lowe’s

Transforming Marketing In The Retail Industry Challenges Inconsistent delivery and management of brand and packaging standards to 900+ vendors worldwide, particularly in the pacific rim Increasing volume and complexity of packaging activities Little visibility across all packaging jobs for status and resource management No way to centrally manage work-in-progress packaging materials Approach Leverage Workflow Manager…

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ConAgra Foods

Effectively Selling Value Challenges Purchasing had become the sales organization’s primary contact; emphasis on fending off competitive pressure to reduce pricing Competition from global suppliers / low commodity pricing shortened and reduced the impact of premium pricing on new product innovations Leading Product R&D in the industry, though limited customer contact Approach Completed a sales…

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Alcoa

Selling Value In A Commodity Industry Challenges Quick competitive response shortened and reduced the impact of premium pricing on new product innovations and introductions Majority of the sales team had fallen into the order taker mode and were busy fending off competitive pressure to reduce pricing Approach Completed a sales diagnostic including process, competency assessment,…

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