Case Studies

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West Resources

Customer Contact Transformation

Deployed and managed properly, customer care channels have the potential to revolutionize the customer experience as companies seek to move the customer care bar from “good” to “great.”

Preventing Prescription Declines in Disrupted Field Accounts

Analysis revealed prescription declines ranging from 9% to 23% in the disrupted or vacant territories were significantly impacting national quota attainment.

Leading Provider of Surgical Instruments Improves Win Rate

Leader in Surgical Instrumentation Improves Win Rate, Sales Cycle & Product Penetration with Video across Sales Motion Continuum.

Increasing Revenue in Vacant Territories

Increase revenue and sales coverage in declining markets due to geographic challenges at a lower cost of sales.

How West Sold into No See Facilities

It’s no secret, field sales access to physicians continues to decline, especially in Pharma. Our benchmark research reveals in 2014, about half (49%) of physicians in the US will place moderate-to-severe restrictions on physician rep interactions.

Bio Pharmaceutical Improves Efficiency

This Client Partner is a bio pharmaceutical company developing and commercializing innovative medicines targeting unmet therapeutic needs in arthritis, pain and inflammatory diseases. In 2011, the company received FDA approval for a new tablet formulated for the relief of signs and symptoms of rheumatoid arthritis and osteoarthritis.

Animal Health

Addressing the needs of a top Animal Health pharmaceutical company with gaps-in-coverage, cost-of-sales, and speed-to-market challenges in 15,000 cattle and pet accounts.

Accelerating the Sales Funnel

A multinational financial services corporation needed to quickly implement a funnel development sales strategy to rapidly generate prospects and prioritize opportunities for the field sales team. The company’s field sales team was responsible for large areas of geography, conversely causing gaps in coverage for areas outside of major metro markets. With funnel acceleration techniques such as, email and direct mail already proven to have minimal success in developing the company’s sales pipeline with viable prospects, the company was in need of a solution to eliminate gaps in coverage and develop the field sales’ funnel.


Miami, Florida-based Univision is the leading and largest Spanish language media company in the United States.

The Kroger Company

The Kroger Co., based in Cincinnati, Ohio, is America’s largest grocery store chain and the second largest grocery retailer by volume.