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Industrial Parts Manufacturer Tackles Margin, Boosts Organic Growth

February 5, 2015

The executive team at this industrial parts and equipment manufacturer had a problem. After years of growth through acquisition, the inherent complexity in the business overwhelmed existing sales and pricing methods. A decentralized pricing practice and do-it-yourself solutions to foster organic growth no longer delivered results. It was time to act.

The company deployed a predictive solution that actually capitalized on the complexity in the business to find opportunities for margin growth and wallet-share expansion. It used existing transaction data to answer three critical questions for sales reps: What customers to call on, what products to talk about, and what prices to quote. After delivering this actionable guidance to sales reps, profitability improved and revenue grew 21 percent in countries where the solution was deployed. Read the case study now and find out how they did it.

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