Examples of our work
Define and Roadmap
Customer Value Proposition
Situation: A rapidly evolving marketplace led to uncertainty regarding customer needs and expectations. OTC: HEINY.
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RSP conducted an in-depth customer and distributor "sensing" effort to understand perceptions of Heineken USA relative to key suppliers, helping to clearly define the problems and challenges for the client.
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Our "voice of the customer" research encompassed hundreds of interviews with key customers and distributors, as well as, a series of customer focus groups across key markets.
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Additionally, we conducted a detailed capability assessment to determine HUSA’s strengths and opportunity areas.
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The result was a clear understanding of capabilities, investments, and roadmap for building a distinctive customer value proposition to deliver on HUSA’s promise.
Designing a Growth-Ready Organization
Situation: A well-defined growth strategy but many "readiness" challenges in implementing it. NASDAQ: INTU.
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RSP "sensing work" revealed significant role confusion, inefficient go-to-market plans, lack of common best practices across BUs, and an organization not designed for or equally capable of delivering on the strategy.
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We created for executive leadership a new global framework to align brand and product development leadership, established clear accountabilities for delivering the plan within each BU, all while enhancing focus on future business opportunities.
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The result was enhanced efficiency and effectiveness of marketing capabilities through centralization, common platforms, and streamlined ways of working.
Advancing Commercial Capabilities
Kellogg's is a $13B multinational food manufacturer of cereals and convenience foods, including crackers and toaster pastries. NYSE: K.
​Situation: Across a diverse portfolio of brands Marketing, Sales, and other functions lacked a common marketplace lens leading to sub-optimal results.
RSP led the implementation of a common enterprise framework.
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The result was a common vernacular across the organization and way of discussing market opportunities, revamping of roles and deliverables across the organization, a common framework for the planning process, and an increased focus on moment of truth both in-store & on-line.
Creating Customer Value Through Elevated Capabilities
Dentsply Sirona is a $3B dental equipment manufacturer and dental consumables producer that markets its products in over 120 countries. NASDAQ: XRAY.
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​Situation: A great product portfolio but a lack of understanding for how the company creates value for its customers.
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​RSP conducted extensive sensing sessions with executive leaders, product and functional leaders, as well as, customers and distributors. We used this current state analysis as a vehicle to prioritize requirements.
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The work helped to clearly define customer needs & expectations and the highest value creation opportunities. It also provided clarity of perceived performance versus needs, expectations & opportunities.
The result was an understanding of which (foundational, distinctive) capabilities were valued by customers and those capabilities which are required to deliver on the value proposition.
Transforming the Organizational Mindset
Coca-Cola is a $11B multinational beverage manufacturer. NYSE: KO.
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​Situation: The client recognized a need to develop a clear customer value proposition to inspire a system- wide commitment to move beyond a supplier of beverage brands to a provider of contoured solutions to enable joint value creation with their customers.
RSP led the reframing of the CVP, its compelling promise, and customer benefits. As important was a redesign of the business planning process using a customer-back mindset.
The result was a renewed commitment to customer-centric outcomes, greater success with customer sell-in, and recognition as the #1 supplier in the annual Advantage rankings.