Share of Wallet Case Study

SIGNIFICANT GROWTH FROM CUSTOMER BASE DRIVES 40% INCREASE IN SHARE OF WALLET

Client Business Issues
  • An embedded transactional focus was having a negative impact on margin and revenue results
  • Underachieving on EBITDA Corporate objectives
  • Lacking traction and underachieving on market share objectives
Perceived Opportunity
  • To change the focus from high volume/low margin transactional business to a more profitable value added focus
  • To optimise sales activity by engaging with high potential customers
  • Position the business in a different way to the competition
  • Deliver a value based offering
Insight Uncovered by Beyond 19 Partners
  • Clarity of where the potential existed in the customer base
  • Identified that current Share of Wallet (SOW) was over estimated by 30%+
  • The customer base had much higher latent potential than was assumed
  • Sales teams were incorrectly assuming price was the No. 1 and only value driver
  • Quantified that over 50% of the high potential customers had a current SOW of <10%
  • Identified that an additional 10% SOW among high potential customers translated to $30M in revenue
Outcomes
  • Face to face contact and higher quality engagement with the target high potential customers increased by 75% within 6 months
  • The achievement of an increase in SOW provided incremental sales of $5M in the first six months
  • Run rates indicate that SOW is likely to increase from 10% to 14% in the first year

Recent Blog

Part 3: Why do CRM's fail to deliver to the original objectives?

Posted by Tony Hall on 15 August 2018
Part 3: Why do CRM's fail to deliver to the original objectives?
Over the past few months we have spoken with 20 B2B companies that have a CRM in place (from 2...
Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership   0 Comments

How To Be Relevant to Really Busy People

Posted by Paul Davenport on 7 August 2018
How To Be Relevant to Really Busy People
With the world changing at an ever increasing rate, the struggle for us to remain relevant in ...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership   0 Comments

Where have all the great sales people gone?

Posted by Ingrid Maynard on 31 July 2018
Where have all the great sales people gone?
I'm serious. In organisations across the country, there's a phenomenon that causes...
Posted in: High Performance Sales Sales Behaviours Sales Growth Cadence Mindset Sales Leadership   0 Comments
< Previous | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | Next >

Improve your behaviours to improve your team

999 Nepean Hwy,
Moorabbin VIC 3189, Australia

PrintTell a FriendBookmark Site