Friday, October 24, 2008
B2B Pipeline Optimization
Interesting case study available on http://www.market-bridge.com/ on pipeline optimization for Siemens Medical. Basically, the idea was to take a look at pipeline performance and benchmark against best-in-class competition at each stage. Gaps in performance have a cumulative effect through the funnel... each funnel stage is addressed through a specific process improvement. The results in terms of revenue impact were pretty extraordinary (about $100M over 18 months.) You have to register to view the case study but it's worth it as there are some really good tidbits in there.