Implementing Salesforce TPM for a Snacking Company to Enable Transformational Change
Clarkston Consulting helped a client establish a solution that would enable improved collaboration between teams and systems — ultimately implementing Salesforce TPM. Read a synopsis of the project below or download the full case study.
Download the Implementing Salesforce TPM Case Study Here
A leading global consumer products company with a focus on snacking was seeking to implement a Trade Promotion Management (TPM) system that would be the foundation of its transformational change across forecasting, data structure, promotion planning, and reporting and analytics.
The client had previously used many manual processes and tasks that bogged down their teams and took away time from strategic planning and event evaluation. The current approach was no longer meeting the needs of their consistently growing business and demands on their sales and trade teams. Due to the complexity of their business and go-to-market strategies, the client decided to implement Salesforce TPM to enable greater collaboration between teams and systems and better serve their customers and consumers while driving financial value for the organization.
Clarkston worked closely with the client’s business team helping to define and communicate business requirements during system design. To successfully implement the design the client desired, Clarkston’s subject matter experts in TPM (along with forecasting and data and reporting) contributed holistically to ensure the new TPM system would integrate with the client’s other systems as part of a larger trade management ecosystem. During the build phase Clarkston provided support on key decisions and facilitated activities with the technical team.
The Clarkston team developed and delivered a comprehensive testing plan and created over 200 test scripts, ensuring process flows developed during design were adhered to. The team ran three cycles of rigorous testing with weekly kick-off sessions, and office hours for testers were set up and facilitated each week. Upon completion, Clarkston helped to develop process training and clicks training, which were delivered to over 400 associates nationwide.
Clarkston’s work over the design, build, and implementation phases contributed to the client’s development of a highly anticipated Trade Promotion Management system. The automation of a previously highly manual, labor-intensive process along with enhancements for promotion planning and evaluation were a huge success for the organization. Collaborating with the client’s existing teams and strong SMEs and data resources allowed Clarkston to help lead and set an effective framework for the client’s long-term success that is currently being adopted throughout the organization.
Download the Implementing Salesforce TPM case study, and learn more about our TPM Consulting Services by contacting us below.
Contributions by Elias Lambros
