Account micro-targeting and valuation

About the client

A prominent BevAlc company with a nationwide presence, supported by over 100 salespeople, focusing on identifying and capitalizing on high-potential accounts to drive sales growth.

Situation‍

The company recognized that a small subset of high-potential accounts disproportionately influenced their sales but faced challenges in efficiently targeting these accounts due to limited resources and data constraints.

Solution‍

Utilizing five years of sales data, we developed a predictive model to identify unsold 'anchor' accounts and created a user-friendly interface integrated with Power BI. This allowed sales reps to easily access valuable data and collaborate effectively with distributors.

Results‍

The new strategy not only streamlined account planning and execution but also enhanced strategic decision-making at the executive level, significantly increasing the value and efficiency of new distribution channels.