Inspiring ideas for leaders seeking above-market growth

Over the last decade the consumer-packaged-goods (CPG) industry has been facing a huge challenge of finding growth in a market where fierce retail competition and consumer price decreases are putting pressure on the full value chain. As a result, companies had to find efficiency gains as main driver of margin improvements. In this challenging new context CPGs have invested in Revenue Growth Management (RGM) capabilities to find new pockets of revenue growth. In 2020, the covi

This post is part 4 of a 5-part series on Customer Revenue Optimization and our Smart Account Planning process based on the Rootit® platform. Read the rest of the series. When salespeople monitor the performance of their accounts, they typically have a view on high-level metrics like revenue & margin increase. However, the link with the drivers of the initial account plan, designed to grow the customer, is completely out of sight. What is the progress on the defined actions?

This post is part 3 of a 5-part series on Customer Revenue Optimization and our Smart Account Planning process based on the Rootit® platform. Read the rest of the series. Gartner defines account planning as “the process of mapping out important details about a new prospect or existing customer, including information about their decision-making process, the companies you're competing with to close them and the overall strategy to win them over, retain and grow them.” This defi

This post is part 2 of a 5-part series on Customer Revenue Optimization and our Smart Account Planning process based on the Rootit® platform. Read the rest of the series. There are plenty of examples that well-implemented analytics programs deliver significant top- and bottom-line growth by guiding revenue teams to better decisions. However, at the same time, many companies struggle to get a qualitative data lake in place and benefit from revenue analytics. The temptation to