- Industry
- Commercial Excellence
- Business Case
Implement high-performance management using CRM
+150 M€ in 12 months by identifying sources of growth
The Customer
Leader in the manufacturing industry
Background and objectives
- Leading manufacturing company committed to presenting growth plan to shareholders
- Sales teams focus solely on existing customers
- Insufficient market knowledge in growth areas (geographically or by market segment)
- No organic growth
- Sales meetings focus on past results, not on actions to achieve objectives
- Lack of centralized sales tools, combined with low CRM usage rates
Results
- Potential revenue of €400 M uncovered through value pool analyses, leading to a success rate of 30 % and sales of €150 M
- 10 sales managers coached over 3 huddles on their leadership skills and how to make informed decisions using data.
- Salesforce CRM enhancement with 10 EPICS designed and developed in 3 months in agile mode using the MVP methodology
- Increased user adoption (ICAP +10 %) thanks to an appropriate communication plan, CRM community management and training courses
Approach / System
- Provide pocket value analyses to capture growth (e.g. win back, cross-sell, upsell, share of wallet, price optimization)
- Implement high-performance management at sales manager and team level using win rooms / huddles and CRM
- Enhance the current Salesforce CRM platform
Added value Silamir Group
- A unique blend of skills, from commercial excellence to data cleansing, structure, analysis and visualization, to Salesforce implementation (design, development, architecture), through to change management and PMO
- A proven methodology based on data analysis to identify sources of growth and revenue potential
- A dedicated CRM activation program to ensure correct and efficient monitoring of these sources of growth
What our customers say about us
"The team's availability and constant commitment play a crucial role in the success of our Data Science projects, and we greatly appreciate their contribution to our growth and success."
Applications & Projects Manager - Public accounting
"The ability to understand the customer's challenges and gradually contribute to them seems to me the strength of your culture."
Chief Data and Technology Officer - Energy Sector
"A highly professional team that brings a fresh perspective and draws on solid experience. Beyond their skills, the consultants have very complementary profiles that each bring value to our team and to the business teams we work with."
RPA and Process Mining Manager - Telecoms
"We consider that human qualities as well as technical and functional skills are three of the fundamentals that guarantee the success of a BI project, and our feedback on this level is positive."
IT Manager, Finance Department - Pharmaceutical Laboratory
"A great ability to listen that translates into adaptability and responsiveness to meet the need perfectly".
Employee Services Manager - Agrifood Group
"Always ready, always a force to be reckoned with and a super pleasant relationship!"
Director of Innovation, Projects & IS - Public transport operator