Consumer Products and F&B Newsletter
March 2019
Key Vertical Wins
- DynaSys Food & Beverage Deal at Wessanen
- Vilmorin & Cie Cloud Deal
- Cloud Upgrade for Emerald Foods
- CSS and Services from Freedom Foods
- Australian Consolidated Milk Cloud Deal
- Real Petfoods Cloud Deal
Congratulations to Sales Manager Paul Eckersley and Solutions Consultant Gary Shaw on an incredible win in the Food and Beverage Vertical Space.
Wessanen, a company in Amsterdam that dates back to 1765 focuses on food that is healthier for people. They concentrate on natural, organic and vegetarian products. They also want to protect our planet for current and future generations by promoting the right food and conducting business in a sustainable manner.
They are a company of over 1100 employees with 625 M€ revenue. They operate eight production facilities in five countries producing tea, alternative dairy products, breakfast cereals, sweet in between products, vegetarian spreads, coffee and cereal cakes. They sell under a variety of popular European brands such as Tartex, Gayelord Hauser, El Granero, Alter Eco, Kallo, Bonneterre, Crimbles and Bjorg.
Our relationship with Wessanen has been in the works since 2017. The DynaSys marketing team was in contact with a Wessanen subsidiary, Distriborg, for an S&OP project. The project started to be more and more mature and become European with decision maker mainly based in the company Headquarters (Netherlands). A competitive and complex sales process started in Oct 2017 with first exploratory presentation of DynaSys followed by receipt of RFI (Long list of 8 competitors), An RFP was submitted in January and we were selected with 2 other companies to participate in the process. Many meetings and presentations followed, including a game-changing solution demo the entire Wessanen stakeholder and user group that propagated the trust in our expertise and established our ‘good fit’ as a business partner. This enabled us to challenge and add value to their thinking and take an approach that were outside of their ‘standard’ buying process.
The list was then shortened to two; DynaSys and FutuMaster. Wessanen insisted on 2 customer reference visits, which were planned with Wander and Carambar, as Promotion Management was a very key requirement. Many commercial discussions followed, and our ability to propose a model (Enterprise) that was open and provided clarity into the future without unexpected cost was a key differentiator.
In May, Wessanen reduced the list to one and it had the name DynaSys on it!!!
This is a fantastic win as it started with 8 solution providers and DynaSys had to make several cuts. We won on the following points:
Wessanen, a company in Amsterdam that dates back to 1765 focuses on food that is healthier for people. They concentrate on natural, organic and vegetarian products. They also want to protect our planet for current and future generations by promoting the right food and conducting business in a sustainable manner.
They are a company of over 1100 employees with 625 M€ revenue. They operate eight production facilities in five countries producing tea, alternative dairy products, breakfast cereals, sweet in between products, vegetarian spreads, coffee and cereal cakes. They sell under a variety of popular European brands such as Tartex, Gayelord Hauser, El Granero, Alter Eco, Kallo, Bonneterre, Crimbles and Bjorg.
Our relationship with Wessanen has been in the works since 2017. The DynaSys marketing team was in contact with a Wessanen subsidiary, Distriborg, for an S&OP project. The project started to be more and more mature and become European with decision maker mainly based in the company Headquarters (Netherlands). A competitive and complex sales process started in Oct 2017 with first exploratory presentation of DynaSys followed by receipt of RFI (Long list of 8 competitors), An RFP was submitted in January and we were selected with 2 other companies to participate in the process. Many meetings and presentations followed, including a game-changing solution demo the entire Wessanen stakeholder and user group that propagated the trust in our expertise and established our ‘good fit’ as a business partner. This enabled us to challenge and add value to their thinking and take an approach that were outside of their ‘standard’ buying process.
The list was then shortened to two; DynaSys and FutuMaster. Wessanen insisted on 2 customer reference visits, which were planned with Wander and Carambar, as Promotion Management was a very key requirement. Many commercial discussions followed, and our ability to propose a model (Enterprise) that was open and provided clarity into the future without unexpected cost was a key differentiator.
In May, Wessanen reduced the list to one and it had the name DynaSys on it!!!
This is a fantastic win as it started with 8 solution providers and DynaSys had to make several cuts. We won on the following points:
- DSCP end to end “Enterprise” approach provided clear pricing for now and future
- DynaSys expertise, people and experience
- Agility and adaptability
- Geographic reach and better fit with culture
- Involvement of our senior team at key points
- Intimacy and trust
After a successful pilot of Demand Planning solutions (including Promotion Managements) for the French site, Wessanen will buy the Demand Planning licenses for all the European market. They will then extend the licenses through the DSCP Enterprise bundle to deploy Production Planning and Distribution Planning to all Wessanen sites (8).
Congratulations to Paul Eckersley for the close! Also, a special thanks to the Marketing team including Lilly (Crawshaw) and Dorothée (Dossmann), Stéphane (Weishard), Gregory (Lera), Ketery (Lwoyelo), Eric (Schiellein) from the Service team, Robert Van Kralingen for his support on contract, Ariel (Weil) for his executive support and particular thanks to Gary (Shaw) for his supply chain expertise which delivered great value and trust with the Wessanen team throughout the sales process
Vilmorin & Cie Cloud Deal for over $1.5 Million
Congratulations to Sales Manager Philippe Calassou and Solutions Consultants Ludovic Lezeven, Patrick Dole, and Gary Shaw on a Food & Beverage win at Vilmorin.
By 2050, food production will need to increase by 70% in order to feed almost 10 billion people, and meet the needs of the world’s growing population. Therefore, it will be necessary to produce more, but also produce better in a context marked by the erosion of arable land. As a result, Vilmorin & Cie’s goal is to contribute to meeting world food challenges by developing more efficient seeds (yield, disease resistance, better adaptation to different climates and regions, etc.). Vilmorin & Ci, part of the Limagrain Group, is one of the world leaders in the seeds sector. Their business is focused on three activities, two of which represent their core business: vegetable seeds and field seeds, along with garden seeds. As No. 2 worldwide for vegetable seeds and No.6 worldwide for field seeds, Vilmorin & Cie relies on sustained investment in research, and a strong international development strategy to strengthen its competitive positions Vilmorin & Cie is a $1.9 billion dollar company with 7,000 employees and 10 business units worldwide.
In 2012, the Limagrain group began investigating the benefits of implementing an Advanced Planning Solution. Two years later, Limagrain decided to deploy SAP globally, this included supply chain planning; however, the project ended up failing. In March 2018, a new CIO launched a 5 year road map with the objective to modernize their global IT systems. An Advanced Planning System was their top priority (before ERP) as they realized that having a good decision planning support tool was the starting point to optimize execution. In June 2018, we received and replied to Limagrain Europe’s RFI, and we were selected to participate in their RFP in September. Limagrain Europe was looking for a single Demand & Supply Chain Planning solution, with one single data set, to replace Excel. Expected benefits were:
By 2050, food production will need to increase by 70% in order to feed almost 10 billion people, and meet the needs of the world’s growing population. Therefore, it will be necessary to produce more, but also produce better in a context marked by the erosion of arable land. As a result, Vilmorin & Cie’s goal is to contribute to meeting world food challenges by developing more efficient seeds (yield, disease resistance, better adaptation to different climates and regions, etc.). Vilmorin & Ci, part of the Limagrain Group, is one of the world leaders in the seeds sector. Their business is focused on three activities, two of which represent their core business: vegetable seeds and field seeds, along with garden seeds. As No. 2 worldwide for vegetable seeds and No.6 worldwide for field seeds, Vilmorin & Cie relies on sustained investment in research, and a strong international development strategy to strengthen its competitive positions Vilmorin & Cie is a $1.9 billion dollar company with 7,000 employees and 10 business units worldwide.
In 2012, the Limagrain group began investigating the benefits of implementing an Advanced Planning Solution. Two years later, Limagrain decided to deploy SAP globally, this included supply chain planning; however, the project ended up failing. In March 2018, a new CIO launched a 5 year road map with the objective to modernize their global IT systems. An Advanced Planning System was their top priority (before ERP) as they realized that having a good decision planning support tool was the starting point to optimize execution. In June 2018, we received and replied to Limagrain Europe’s RFI, and we were selected to participate in their RFP in September. Limagrain Europe was looking for a single Demand & Supply Chain Planning solution, with one single data set, to replace Excel. Expected benefits were:
- Improved sales forecast accuracy
- Improved and optimized seed inventory, and reduced obsolescence
- Improved customer satisfaction
We won because of a terrific integrated team (Marketing, Sales, Service, legal, Executive) based on the Challenger approach combined with our expertise in supply chain planning as well as our responsiveness made the difference. Moreover, we identified influencers and key decision makers.
Congratulations to Philippe Calassou for the close. Also, a special thanks to the pre-sales team including Ludovic (Lezenven), Patrick (Dolé) and Gary (Shaw), Grégory (Léra), Nicolas (Martinez), Karim (Aroui) and Eric (Schiellein), Stéphane (Weishard), Mathieu (Ursprung), Frédéric (Edard) from the service team, Jean-Luc (Rominger) for his R&D support, Dorothée (Dossmann) and Arnaud (Hédoux) from the marketing team, Robert Van Kralingen from Legal, and Frédéric (Faysse) and Ariel (Weil) for their sales and executive support.
Emerald Foods is a New Zealand-based manufacturer of Ice Cream and Desserts. Brands include New Zealand Natural and Movenpick as well as several Private Labels. Emerald is also a large contract manufacturer to Wendy’s, KFC and other restaurant chains. Over 50% of their products are exported.
Our partner for Australia & New Zealand, Kettering, used a Healthcheck/risk approach to convince Emerald Foods it was time and beneficial to move to the Cloud. Emerald was on a risky on premise setup, and despite regular downtime did not historically feel compelled to act. However, leveraging a motivated mobilizer, Rob Cheesman was able to present a strong risk case and was very persistent to bring this to a close.
Congratulations to Rob and the team for getting this done!!
Our partner for Australia & New Zealand, Kettering, used a Healthcheck/risk approach to convince Emerald Foods it was time and beneficial to move to the Cloud. Emerald was on a risky on premise setup, and despite regular downtime did not historically feel compelled to act. However, leveraging a motivated mobilizer, Rob Cheesman was able to present a strong risk case and was very persistent to bring this to a close.
Congratulations to Rob and the team for getting this done!!
Freedom Foods an Australian based healthy foods custome
r has decided to use QAD CSS as their online sales portal. The Australian team was able to beat Salesforce and add another critical tool to Freedoms growing QAD portfolio. Matthew Lee executed a strong pre sales case, focusing on our strength in integration and highlighting the risk of cost overruns and complexity in supporting a 3rd party solution. Alan Merry also did a great job doing a mock up of the demo to match Freedom’s marketing themes. This allowed Leigh Fletcher and Matthew to close the deal against tough competition. Congratulations to all in adding products and services and keeping a key vertical customer a happy QAD user.
Australian Consolidated Milk Cloud Deal
r has decided to use QAD CSS as their online sales portal. The Australian team was able to beat Salesforce and add another critical tool to Freedoms growing QAD portfolio. Matthew Lee executed a strong pre sales case, focusing on our strength in integration and highlighting the risk of cost overruns and complexity in supporting a 3rd party solution. Alan Merry also did a great job doing a mock up of the demo to match Freedom’s marketing themes. This allowed Leigh Fletcher and Matthew to close the deal against tough competition. Congratulations to all in adding products and services and keeping a key vertical customer a happy QAD user.Australian Consolidated Milk Cloud Deal
Australian Consolidated Milk Pty Limited supplies dairy ingredients to end-user customers in the domestic and export markets. It supplies raw whole milk, skim milk, pasteurized milk, pasteurized/homogenized milk, flavored milk, cream, and milk powders. The company was founded in 2008 and is headquartered in Kyabram, Australia. After a successful implementation of ACM (Australian Consolidated Milk) in their core site, we needed to convince them that QAD was the right solution for their newly built manufacturing site. The Australian team was successful in doing this by outlining the hidden costs, and benefits of a unified single system. This resulted in us taking on the new site and securing our place as their preferred system.
Real Petfood Company is an Australian based manufacturer of wet and dry petfoods for dogs and cats. In 2018, a new CIO came into our existing Cloud customer Real Petfood (RPF). As an ex PepsiCo executive, she had a preference for another ERP system that will rename nameless!! This opened the door for competition and the potential of us losing the Cloud contract. Using Challenger Healthcheck/risk techniques, and using careful and consistent account strategy & bid meetings, we convinced the new CIO and the board that keeping and expanding their Cloud foot print globally was the right choice.
This resulted in not only keeping the $350k existing cloud contract, but growing it into an enterprise license to cover their new divisions for an additional ~$200k USD in Cloud revenue.
Congratulations to the entire team that worked together in getting this deal done and keeping a critical customer on QAD. A terrific effort from Leigh Fletcher, Darren Read, Craig Ramsbottom, Kylie Palmer, Suzanne Miller, Tom Vlahek, Matthew Lee, Kamlesh Mistry, Nathan Grivas, Prasannan Sukumaran.
Congratulations to all!
This resulted in not only keeping the $350k existing cloud contract, but growing it into an enterprise license to cover their new divisions for an additional ~$200k USD in Cloud revenue.
Congratulations to the entire team that worked together in getting this deal done and keeping a critical customer on QAD. A terrific effort from Leigh Fletcher, Darren Read, Craig Ramsbottom, Kylie Palmer, Suzanne Miller, Tom Vlahek, Matthew Lee, Kamlesh Mistry, Nathan Grivas, Prasannan Sukumaran.
Congratulations to all!