Executive Summary
A leading global chemical producer partnered with Altimetrik to improve revenue growth opportunities across its top customer accounts by transforming fragmented product and sales data into a unified, AI-driven intelligence platform.
Altimetrik built a Single Source of Truth (SSOT) integrating product, customer, sales, and market intelligence data to generate actionable cross-sell and upsell recommendations. The solution enabled account managers with data-driven insights to identify opportunities across business units, geographies, and customer segments.
Key Outcomes
- $540M in sales opportunities identified for top 25 customers
- 1M+ products mapped through a Single Source of Truth (SSOT)
- 1,000 opportunities identified across 4 business units through 8 patterns
Driving Growth Across a Global Product Portfolio (Client)
A leading global chemical producer operating across 44 countries, serving industries including food and beverage, fragrance, home and personal care, and health and wellness.
When Product Complexity Started Limiting Revenue Opportunities (Challenge)
The client’s sales process relied heavily on relationship-driven selling, while account managers lacked visibility across business units and understanding of more than 1 million products spread across multiple planning units. Rapid product expansion through acquisitions and innovation made it difficult to track and recommend relevant products to customers.
Additional constraints around geography-specific regulations and customer-specific product customization further complicated cross-sell and upsell efforts.
Building an AI Engine for Smarter Sales Recommendations (Approach)
Altimetrik created a Single Source of Truth (SSOT) by integrating invoice, product master, customer master, market intelligence, and customer spend capacity data into a unified platform.
An ensemble of machine learning algorithms was developed to identify sales patterns and generate cross-sell and upsell recommendations while considering product attributes, geography-specific business constraints, and customer spend capacity.
The recommendations were validated using historical sales data and secondary research, then delivered through a user-friendly dashboard for account managers and client partners. Continuous iterations and feedback loops helped refine the recommendation models over time.
From Hidden Opportunities to $540M in Revenue Potential (Results)
- Identified $540M in sales opportunities across top 25 customers
- Generated 1,000 opportunities across 4 business units through 8 recommendation patterns
- Enabled centralized visibility into more than 1 million products through SSOT
- Improved sales intelligence and cross-sell recommendation capabilities across business units and geographies
Altimetrik’s Data Engineering and Digital Business practice. Technology stack included AI/ML recommendation models, enterprise data integration pipelines, analytics dashboards, and Single Source of Truth (SSOT) architecture.
