The client is leading global chemical producer. They are headquartered in New York
City with creative, sales, and manufacturing facilities in 44 different countries. They supply
the food and beverage, fragrance, home and personal care, and health and wellness end
markets with innovative solutions that allow them to create the products consumers know
and love.
The business goal was to drive additional revenue from their top 25 customers. After
analyzing their processes, our practitioners discovered that account/client managers had
a relationship driven sales process, and were not equipped with knowledge across
business units and lacked understanding of products. They also had multiple constraints
such as restrictions to sell specific products in specific geographies. Besides some
products were customized to specific customers and could not be sold to others.
Altimetrik created a Single Source of Truth (SSOT) and enabled insights for cross sell and
upsell using machine learning algorithms considering product attributes, market data,
sales, constraints of geographies as well as customer spend capacity. These actionable
insights were validated and made easy to consume through a user-friendly dashboard.
