End-to-end sales journey on CRM for a grocery data science business
The data science arm of one of the world's largest grocery retailers, monetising customer insight to global FMCG and grocery clients.
The challenge
Account teams worked across spreadsheets, decks and disconnected tools. Forecasting was a recurring fire drill. Renewals and upsells slipped because the signal lived in too many places.
What was delivered
Designed an account planning, opportunity and renewal model in the CRM that matched how the commercial teams actually sold.
Standardised opportunity stages, MEDDIC fields and forecasting inputs.
Wired in contract, billing and product usage data so renewals had real signal behind them.
Built a leadership cadence on top of the new pipeline, not the other way round.
Outcomes
Forecast accuracy moved from anecdote to numbers leadership trusted.
Renewals and upsell motions became proactive, with risk surfaced months ahead.
Account teams retired multiple legacy spreadsheets and trackers.
Delivered by Impactron team members in prior roles at global system integrators and product companies.
Meet the people who deliver outcomes like this.
Senior practitioners. Decades of hard-won expertise. Ready to talk.
Akhil Sachan
CPQ Consultant
Vinod Kumar Vattikuti
CPQ Technical Architect
Suhasini K V
CPQ Specialist
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