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Examples of our work

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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.

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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.

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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.

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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.

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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. 

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