Case study · Customer-facing analytics product

Making analytics the centerpiece of enterprise sales

A commercial print and marketing-services company wanted to sell more than production capacity. Its analytics program became the main selling point in enterprise pitches, giving buyers a clear view of pricing, rebates, service, procurement, and performance before they signed.

Sales centerpiece

the analytics program leads the enterprise pitch

Customer value

buyers see how the program will manage spend, service, and procurement

Reusable

the product can be tailored for new enterprise opportunities

Technology

Tableau

At a glance

IndustryCommercial print and marketing services

LocationUnited States

ChallengeImportant calculations, year filters, and program assumptions were hard-coded.

EngagementCustomer-facing analytics program

ResultA core sales product that was adapted for a second enterprise prospect

The challenge

Important calculations, year filters, and program assumptions were hard-coded. The reporting also had to respect the real operating grain: one purchase order could contain several jobs, survey metrics required response-based denominators, and rebate reporting had to show the job behind each total.

Approach

What Greyfield did

Match the data to purchase orders and jobs

Aligned purchase orders, jobs, cost benchmarks, rebates, service activity, and survey responses so each calculation matched the process it described.

Build for buyer scrutiny

Created an executive summary with drill paths into jobs, benchmarks, explanations, credits, and service measures. That detail helps an enterprise buyer check any headline number.

Separate the core report from each prospect

Kept prospect branding and assumptions outside the core Tableau experience so the team could adapt it for another enterprise conversation without rebuilding it.

Results

What changed for the client

The analytics program is now the centerpiece of the company’s enterprise sales motion. It changes the conversation from what the printer can produce to how the company will help each customer control spend, improve service, and make better procurement decisions. The product was already adapted for a second enterprise prospect, turning the original work into a repeatable source of customer value and new business.