The Project
Streamlining an operational process to enable a cross-sell strategy for EU retail products across various markets is forecasted to generate several hundred million in revenue over 3 years. Additionally, it aims to improve customer and vendor experience.
The Opportunity / Problem
The business had a significant growth opportunity by implementing a cross-sell strategy for products pan-EU, rather than being limited to products created and set up in each EU country. The challenge was that operational processes had evolved in country silos, leading to a lack of standardization in product creation across the EU and presenting various legal and compliance challenges.
Approach
This program required the identification and collaboration with a large cross-country, cross-functional stakeholder base. This highly complex and multi-faceted program involved the following steps:
- Collaborated with the retail Senior Leadership team pan-EU to gain approval to initiate the program and size the opportunity.
- Completed an As Is discovery analysis with the various retail operations teams to understand the current landscape and develop a target end-state solution.
- Defined and implemented a governance framework to ensure all stakeholders were involved as required, reporting to the retail Senior Leadership team, including compliance and legal teams.
- Defined an approach, built the plan, and gained leadership approval for budget and resources to execute.
- Program managed the EU implementation, building and leading the program team across EU regions.
Outcome
The outcome was successfully achieved, enabling a cross-sell strategy for EU retail products across multiple platforms.
Additionally, the initiative streamlined operational efficiency, driving an 80% reduction in vendor product creation time, which was a significant blocker to the business achieving its primary strategic goal of expanding product selection.