Scenario · Industrial Manufacturing & Services
An industrial business's product and service teams had pursued the same accounts without sharing demand context. We defined offer ownership, equipped distributors and developed relevant service conversations around the documented installed base.
10 → 15
40 → 50
25% → 30%
Comparable reporting periods
An industrial business's product and service teams had pursued the same accounts without sharing demand context.
The work focused on accepted installed-base expansion orders, qualified expansion opportunities, expansion opportunity win rate. Existing-account expansion was kept separate from new accounts. Distributor referrals were documented and the example claimed no equipment performance improvement.
Which activity helped accepted installed-base expansion orders, and what happened at the next decision?
What we did
The priority was accepted installed-base expansion orders. The team used qualified expansion opportunities and expansion opportunity win rate to assess the next stages, with a clear distinction between activity and accepted outcomes.
We defined offer ownership, equipped distributors and developed relevant service conversations around the documented installed base.
The team compared accepted installed-base expansion orders, qualified expansion opportunities, expansion opportunity win rate across the agreed reporting periods. Existing-account expansion was kept separate from new accounts. Distributor referrals were documented and the example claimed no equipment performance improvement.
Accepted installed-base expansion orders moved from 10 to 15. Qualified expansion opportunities moved from 40 to 50. Expansion opportunity win rate moved from 25% to 30%.
Existing-account expansion was kept separate from new accounts. Distributor referrals were documented and the example claimed no equipment performance improvement.
We calculated relative changes from the baseline and comparison values and reported conversion or retention changes in percentage points. We rounded displayed changes to one decimal place where needed. The figures did not establish that marketing caused the outcome.
Measurement window: Two comparable six-month industrial sales windows.
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