<aside> 💡 Product Marketing Tip: Product Marketing teams use Win-Loss Stories to keep a keen eye on their ability to close sales opportunities. And to learn why a deal was lost, and to whom, to improve their sales enablement activities.
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| About | Primary Connect is the largest 3PL company in Australia, servicing all Woolworths supermarkets (largest retail employer in Australia), other companies in the Woolworths Group, as well as external companies with provision of logistics and supply chain services. |
|---|---|
| Opportunity name | ACME INC |
| Salesforce URL | https://acme.lightning.force.com... |
| Number of users | 50,000 |
| ACV | €52K |
| Price per user | €3,5 |
| Geo | Benelux |
| Vertical | Retail |
| Opportunity team | Vihan Cruz (Sales Engineer), Dada Ting (Account Executive) |
| Lead Source | Coffee Tasting Event |
| Products | Core modules only |
| Close date | 15-08-2022 |
| Sales Cycle Length | 24 months - Lost/ Deferred decision (as at 10 August 2022) |
Key outcome: Widget Brain component of project put on pause as Woolworths look to implement a simpler interim solution with dashboards and analytics tools using internal analytics capabilities sourced from a Data and AI consultancy they purchased in 2021 (Quantium - internal team called WiQ (Woolworths IQ).
Compelling Event: Existing system - Pyramid - was reaching end of life and was no longer going to be supported by the existing business. Woolworths required a set of tools to manage workforce performance and scheduling.
Identified Pain: Supportability of existing solution led them to investigate opportunities to innovate and improve. Woolworths Distribution Center operations requires continual replanning and re-optimisation throughout the day, and the team wanted a UI and algorithm combination that could help automate that decision making that occurs manually. Offered to build an UI for them (Intra-day application).
Who cared about the pain?
Metrics: Pain was not quantified by Widget Brain, but an internal business case was built in 2020 of $15.2m-22.5 million annually.