Sales Success Stories
Building a case for value creation
Situation:
Highly profitable National Account customer was becoming more and more dissatisfied.
Dissatisfaction was apparent to the local sales representation, but there was no effective mechanism to communicate the customer's discontent and economic needs to leadership at Corporate Headquarters.
Approach:
Used Render®'s Discover module to develop a quantified business case in a standard format that was easily communicated throughout the organization.
Business case included the value creation potential as well as the significant ROI that Finance required.
Result:
Business case was approved and significant capital and resources were invested into saving the customer before it was too late.
Rewarded with a new contract and a National Vendor of the Year award.
Identifying opportunities for growth
Situation:
Facing commoditization due to an increasingly competitive environment, an OEM customer had ideas on how to tailor existing technology to enter foreign markets with a differentiated product.
Approach:
Manufacturer identified and quantified the opportunity through the Discover and Analyze modules.
Result:
The opportunity was identified as a win-win volume growth opportunity for both the OEM and the manufacturer, a situation that would have been missed otherwise.
Win more of your customer's business
Situation:
A large regional account didn't see a strong value proposition, but outlined a clear roadmap to creating significant value through the Discover module.
Approach:
Using the Plan and Execute modules, the necessary actions were identified and progress tracked on the customer roadmap.
Result:
Large regional account increased their share with the manufacturer by 4% due to the manufacturer's focus on executing the customer's plan.
Marketing Success Stories
Identifying Opportunities for Growth
Situation:
Facing commoditization due to an increasingly competitive environment, an OEM customer had ideas on how to tailor existing technology to enter foreign markets with a differentiated product.
Approach:
Manufacturer identified and quantified the opportunity through the Discover and Analyze modules.
Result:
The opportunity was identified as a win-win volume growth opportunity for both the OEM and the manufacturer, a situation that would have been missed otherwise.
Uncovering At-Risk Revenues
Situation:
Client believed they were creating a significant amount of value for the roofing contractor segment of their business due to the client's high profitability.
Approach:
Used Render's Discover and Analyze modules to identify opportunities within this market to create additional value.
Result:
Realized the business was at significant risk as investments were not creating value for this segment.
Identified and executed on opportunities customers identified to increase the value they provided. Naturally segmented the contractors to provide targeted value creation solutions.
New Product Development Success Stories
Accelerate Innovation
Situation:
One of our client's S&T teams developed a unique, environmentally friendly product but were not sure of the product's commercial viability.
Approach:
Client used the Analyze module to determine whether their customer's identified the innovation as commercially viable.
Result:
Customer data supported the continued development of this product.
S&T identified a set of customers that were willing to provide product feedback.
Provided client with a path towards commercialization with a product that had a high likelihood of success.
Provided client's customers with an innovative product that enabled them to grow their business.
General Management Success Stories
Developing value creation capability
Situation:
Wanted to expand value creation capability to entire organization across multiple business units and locations.
Looking to develop the capability in a short period of time to influence operating plans for the upcoming year.
Approach:
Used Render's Certify module to scale the capability across the various business units and functional areas.
Result:
Over 300 professionals trained and actively using Render® solution.
Over 400 customer relationships are currently being managed.