CPG leader implements revenue growth management platform to better access and leverage sales data.
Project overview
“Access to the information has driven greater focus and decision making… and is changing the way we evaluate in market net pricing. The quality of our monthly market reviews for RGM and our ability to ask provoking questions to the markets has massively improved.”
– Revenue Growth Director
Technologies
BigQuery
PowerBI
Vertex.AI
Gemini
Composer
PowerApps
Delivery Capabilities
Data Visualization
Data / Cloud Engineering
Advanced Analytics
Industry
CPG / Beverage
Functions Impacted
Revenue Growth Management & Finance
Data Engineering
Global Isights
BI & Analytics
Key Metrics
6+
Data Sources Consolidated
25
Automated Reports Created
100+
KPIs Measured
Challenge
Revenue growth management is a critical avenue to increase profits, particularly in consumer goods organizations. But you have to have the right data foundation to effectively utilize revenue growth management. This global consumer goods company had no clear process to identify the right customer solutions based on sales data. Leaders asked questions like, “Are all products in our portfolio adding value?” but did not have an easy way to answer key, revenue-impacting questions. Global teams’ disperse, manual efforts led to inconsistent, slow measurements of sales data.
The organization wanted to make informed decisions leveraging consistent results more quickly to better address and react to customer needs.
Solution
Advise
Nousot partnered with the beverage company to build an automated revenue generation management platform. This platform delivers more advanced analytics and modeling approaches as opposed to static numbers on a screen. Our team advised on the technical design to ensure that data ingestion was built in a way that other teams could also leverage the data in workflows across the organization.
Modernize
We worked with internal teams to build out the modernized platform. We consolidated the many disparate data sources into a single data lake. This served as a single source for cleaned, dynamic data. From there, we built out advanced analytics solutions on top of the data lake in PowerBI.
In understanding the most frequent use cases, we built out over 25 different automated reports, dashboards, and scorecards. Additionally, the team also built advanced analytics models to take PowerBI beyond traditional reporting to a scenario-based planning team. This functionality adds “what if” scenarios into PowerBI, allowing demand planners and revenue leaders to model changing internal and market conditions.
Enable
Our team worked side by side with the business to drive adoption of the new revenue generation management platform and processes. Together, we identified key programs to jumpstart adoption across the organization, making it as easy and clear as possible for all teams.
Outcomes
Leveraging the data lake and new revenue growth management capabilities, the consumer goods organization achieved several key business outcomes, including:
Saved time with automated reports and consistent data
- With globally harmonized data into a unified data lake, the organization now has a single source of truth, cutting down on the time to access and compile necessary internal data.
- Sales and revenue management teams also save significant time in report creation with access to over 25 automated reports including what-if scenario planning.
Saved costs with optimized trade spend
- In addition to time savings, the unified data lake also brings together the necessary insights to optimize trade spend, pricing, and product mix across markets.
Unlocked new revenue streams
- By combining competitive data sets with internal sales data, sales leaders now have access to the information they need to unlock new revenue streams.
- The organization can more easily identify new customer solutions and improve sales efficiency, unlocking new ways to grow revenue.
Leaders at the company now have a clear, easy, fast platform to answer key revenue questions like “Are we winning in the market?” or “Are we making the right pricing decisions?”
