Objectives

In a context of very ambitious sales objectives:

  • identify priority locations
  • adapt the presence formats to the locations
  • have visibility on costs and revenues for the next three years
  • monitor precise performance indicators to measure and adapt the system
  • rethinking the internal organization in terms of a national deployment – map the data architecture to integrate the target experience into the Salesforce deployment roadmap

Our methodology

  • cross-referencing of socio-demographic, economic, penetration rate and market share data to estimate the potential of each outlet
  • development of a repository and a deployment map
  • redesign of the contract and the fixed and variable remuneration of partners to optimize revenues and push high value-added products
  • economic and financial modeling of associated costs and revenues
  • production of an experience cookbook with governance for each step
  • definition of performance indicators and associated reporting

Muriel Hans Bellanger, Director of direct sales and Stores at Engie, shares her feedback!

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