Regional Supply Chain 3PL Protects P&G Account From Getting Stolen by National Competitor
P&G (a long-time client of a regional 3PL located in Green Bay, WI that specializes in DC management, WMS & TMS) was a customer that our client looked to grow. The accounts team drove discussions at the Director level. But it was about the activities that were being completed and general "benefits" - and not about the gaps that were filled and how it positively impacted operations, finance, employees and the customers. Because [...]
Account-Based Sales and Marketing Alignment Leads to Wins with GoDaddy and ServiceNow
While covering Sumerian (a UK ITSM Analytics SaaS company), 451 Research indicated that our client will have to break out of its finance niche category if it wants to be an international player. Our client needed to quickly create demand for a new product in a new category into the market: Capacity Planning as a Service. This on-demand cloud-based subscription service showed customers what resources they have now, what they are actually using [...]
Schneider Logistics Avoids RFPs and Drives Wins with Vizio
The supply chain leader at one of the top flat-screen TV manufacturers, which is also America’s #1 sound bar company, was considering their options for a managed TMS solution. As part of their buying process, they contacted Schneider and their top 5 competitors to compare features, benefits, costs, and ROI. Traditionally, RFP’s had a very small win rate because the client will only see the lowest price rather than the best value. Schneider [...]
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Account Based Enablement Changes Buying Behavior & Creates Margin Growth with Accounts Like Sephora GalleryAccount Based Enablement Changes Buying Behavior & Creates Margin Growth with Accounts Like Sephora
Account Management Success, Account Management Videos & Podcasts, Leadership Insights, Leadership Videos & Podcasts, Marketing Videos & Podcasts, SaaS Success, Saas Videos & Podcasts, Success Stories, Supply Chain Success
Account Based Enablement Changes Buying Behavior & Creates Margin Growth with Accounts Like Sephora
Sephora's website is the largest revenue making store in North America, even with an expanding base of 430 stores across the Americas. However, their warehouse and DC were not scaled to meet the needs of a fast-moving operation or the needs of their 2300 global stores and their eCommerce customers. For example, the manufacturer’s tech did not enable the warehouse to prioritize replenishment, which led to delayed orders, waves and carrier moves. They [...]
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Sygma Becomes a $2M – $5M Client for Schneider Logistics GallerySygma Becomes a $2M – $5M Client for Schneider Logistics
Account Management Videos & Podcasts, Leadership Insights, Leadership Videos & Podcasts, Marketing Success, Marketing Videos & Podcasts, Saas Videos & Podcasts, Sales Success, Success Stories, Supply Chain Success, Supply Chain Videos & Podcasts
Sygma Becomes a $2M – $5M Client for Schneider Logistics
Like many other supply chain & tech firms, the sales team at Schneider was looking to marketing for more leads as they only advanced 1 out of every 5 opportunities toward revenue. This reflected a 20% win rate vs. our clients' win rate of 50% to 75% with named targets. They figured that the more leads that marketing can deliver, the more revenue they can produce. However, in working with both the sales [...]