The document discusses revenue acceleration strategies in order management, highlighting case studies involving a large European brewer and Ironshore, a U.S. insurer. Key issues addressed include high order variability, manual processes, and fulfillment risks, with implemented solutions leading to significant revenue gains and efficiency improvements. Overall, the initiatives resulted in millions in revenue acceleration and reduced inventory costs.

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Revenue acceleration
Order Management ► Case studies
SolutionChallenge Impact
• High variability in customer
order patterns impacting
revenue/cash flow and
inventory carrying costs
• Manual receipt of purchase
orders from customers leading
to low first-pass yield
• High percentage of back-order
rescheduling accuracy errors
• Lack of workflow prioritization
and reporting tools
Large
European
brewer
• Used analytics to derive
customer patterns and initiated
proactive customer follow up
resulting in reduced inventory
and faster revenue generation
• Built a new web-order platform
and increased customer
electronic data interchange
adoption to drive efficiency and
accuracy
• Developed a process to track
and manage accuracy of back
order rescheduling
• $10.5 million annual revenue
acceleration
• $5 million annual reduction in
inventory and forecast gaps
• Over delivered telesales yearly
shipment revenue target
by ~33%
• 10-15% increase in first-pass
yield
• Unable to identify potential
issues related to global order
fulfillment, such as the risk of
partial shipments or missing
committed delivery dates
• The supply chain team were
unable to map production to
specific customer orders and
identify risks
• The team could not take
mitigating actions and was
unable to achieve revenue
projections with certainty
Ironshore, a
U.S.
commercial
property
and casualty
specialty
insurer
• Risk classification: Classified
fulfillment risks, identified high-
priority areas, focusing on
orders in the current quarter,
orders with material issues or
inventory shortages, and
resource alignment
• Process centralization:
Standardized data collection
across regions, implemented a
bolt-on tool to track fulfillment
risk
• Revenue acceleration of
$75 million in a year
• Increased risk visibility by
65%
• Significant working capital
impact