Sales & Marketing: CPG – Pervasive Insights

Leading and managing a due diligence effort across multiple functional areas to assess a target asset opportunity.

Business Challenge

Management for a powerful U.S. confection manufacturer was poised to implement a new go-to-market platform (insights driven performance) designed to create category leadership and renewed category growth through the application of insights throughout the business.


Our team designed insights application toolkits for sales teams to apply new demand and occasion insights. Clarified roles and responsibilities and deployed training for 400+ associates. Built shopper-centric collaborative planning capability (process, training, tools, insights). Scaled process across sales organization – delivered workshops (300+ attendees), coaching, and annual planning support.

Results included:

  • Significant topline sales growth (outpaced the category).
  • Retailer relationships were improved resulting in expanded category captaincies.
  • Rise to #1 in Advantage Survey rankings.