Alstom is the world leader in integrated power plants for the production of electricity and air quality control systems. Alstom has solutions for all energy sources (coal, gas, nuclear, fuel-oil, hydropower, wind) and is a leader in innovative technologies for the protection of the environment.
Challenges
Deficient go-to-market capabilities and “one size fits all” marketing strategy resulted in unrealized opportunities
Approach
Completed a go-to-market (GTM) diagnostic to assess capabilities and identify possible opportunities
Quantified capabilities based on three metrics – share of wallet, cross-sell and new customer acquisition
Developed GTM Roadmap to prioritize and articulate the specific project needed to capture benefits
Over a 20 month period focused on GTM capabilities beginning with the development of a customer segmentation approach for all customers
Developed corresponding marketing and service tactics to address differences in customer segments
Trained sales, service and product management teams
Developed Excel based opportunity identification and pursuit application
Results
Enabled organization to capture $1.5M in share of wallet, cross-sell and new customer acquisition opportunities in the last quarter of their fiscal year
| Attachment | Size |
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| Case Study Alstom.pdf | 130.56 KB |
