Driving more value at a leading delivery company
Our client was already widely recognized as an innovation leader in the delivery sector. But its sales processes were long and time-consuming, with multiple customer visits per sale.
Following a strategic review using our opportunity management tool, we jointly implemented an end-to-end sales transformation, applying Salesforce tools like Sales Cloud and Pardot to optimize the sales team’s approach and streamline contract preparation and management.
As a result, the wait time between first contact and first dispatch shortened from 37 days to just eight—and active customers increased by 30%.
rise in active customers for one of Europe’s largest express shipping companies.
30%
Driving value
Accelerating sales
McKinsey’s extensive knowledge of the Salesforce platform—and their contribution of best practice sales knowledge—provided great value at business level.”
—Chief Information Officer
Driving value
A real estate data service company was looking for opportunities to create value in pricing and packaging across Europe and North America. But there were two key challenges: wide variation in deal pricing, and a packaging approach that limited feature differentiation.
Using CustomerOne analytics, we built a machine-learning-based dynamic deal scoring engine and then integrated this engine, along with a re-enforcing approval workflow, into the company’s existing Salesforce system. The solution improved pricing, productivity, and seller experience by giving sales reps and account managers real-time, tailored price guidance in their day-to-day workflow.
Capability building sessions empowered the sales team to make the most of the new system—and enabled the product team to maintain it going forward. The impact was an uplift in incremental run-rate opportunity above business-as-usual growth assumptions.
Accelerating sales for a B2B real estate data service company
Accelerating sales
We helped steer a leading global agribusiness and food ingredient provider through a multi-year transformation, adopting growth analytics with the aim to “beat the market” in driving organic sales growth.
Starting with a diagnostic of the strategy and commercial value at stake, advanced analytics were used to find new sources of value creation, predict customer behaviour and examine product positioning, increase share of wallet, and identify opportunities for additional product combinations to sell. Unlocking the value also required embedding new technology including data-enabled sales processes to secure impact delivery and new performance management dashboards to track and steer performance in real time.
The combination of strategy, growth analytics, and ready-to-go Salesforce tools and capability building delivered lasting impact, unlocking sales growth exceeding baseline expectations.
Unleashing growth for a
major agribusiness
Unleashing growth
Unleashing growth
“
22%
additional margin above existing business-as-usual growth
$100M
in contribution margin realized across 6 advanced analytics use cases