The client is a Swiss multinational manufacturer of flavours, fragrances and active cosmetic ingredients.
The client’s pain point was the high ratio of lost briefs. The communication between the sales representative and the assessment team was not based on fact. The brief process (from opportunity capture to sending the samples to the customer) was time and resource consuming.
Capturing, assessing and processing a lead or a new customer request is time and resource consuming. The challenge is to assess these new opportunities and prioritise them based on factual information from the customer/lead, the product, the market segmentation and so on, instead of emotional discussions between sales and the assessment teams (estimated sales potential value, for example). adesso helped the client solve this issue by developing a machine learning model that scans the historical data from old flavour opportunities and generates a propensity to win for new ones.
adesso proposed and developed a solution to interpret the propensity to win value, giving both sales representatives and assessment teams more insights into the driving factors of the propensity to win.
Upon successful completion of the PoC (proof of concept), the customer requested adesso’s expertise in the design and implementation of the machine learning pipeline in order to industrialise the solution. A productive application uses the information about the propensity to win to make informed decisions about new leads.
Dominik Bischof, Head of Business Line Manufacturing Industries, looks forward to your contact!
Phone +41 58 520 98 99