Topic: case-studies

As MIT lecturer Jonathan Byrnes revealed many years ago, nearly 40 percent of any company is unprofitable by any measure. Profit mapping is the process of uncovering unprofitable customers, products, and services. Today, using affordable modern data technologies, any small and medium business can easily implement profit mapping to uncover how to improve profitability by 20 percent or more.

Referencing a case study from the flexible packaging industry, we provide a step by step guide on how B2B companies can setup and launch a new outbound prospecting program in 12 to 16 weeks.

By developing an investment case for outbound prospecting, B2B companies can validate the significant upside potential and understand how to manage the potential downside financial risk.

B2B companies with a compelling value proposition can leverage outbound prospecting to specialize and strengthen their sales process, engage new customers, and accelerate organic growth.

For a B2B middle market company the business case for a bold digital transformation program is very compelling.

Having a clear, pragmatic, and well articulated investment case for a planned digital transformation program can help senior executives to quickly move from consideration to action.