Opportunity

Our client, a FTSE 100 Electronics Components Distributor was frustrated that it wasn't capitalising further on its leading status and its first mover advantage in digital. It wanted to drive a much greater commercial focus and significantly improve on its revenue and margin growth.

Solution

We deployed our three stage approach of unlocking value, driving fast results and building capability:

• Provided an overview of the opportunities, size of prize and prioritisation of the core opportunities
• Established new analytics approaches, with structure recommendations to support an experimentation practice in the business
• Embedded a team of expert practitioners to pursue the key opportunities
• Helped to recruit, train and support a backfill capability and transition to an internal capacity to deliver

Outcomes

• A sophisticated experimentation approach to commercial and digital experience that is driving significant growth
• Non-incremental marketing spend removed
• Customer value understood across the organisation
• Digital teams deliver continuous digital product improvement, driving significantly improved commercial performance

Impact

Incremental revenue from Digital Marketing Optimisation: +£60m Increase in own brand sales from margin optimisation: +40% Incremental revenue from website optimistation: +£45m