Highlighted Business Outcomes
Adoption
Enhanced user adoption and experience through better feedback integration
Efficiency
Seamless system interoperability, improving sales and account management
Value
Increased value delivery across global operations with strategic guidance
The Challenge
Huhtamaki’s biggest challenge involved bridging the gap between user experience and adoption across its global sales teams. Its operations span multiple regions, so the company needed to ensure its sales and account managers could capture critical customer feedback and seamlessly integrate it into their systems. A key focus was improving system interoperability, which would allow better data flow between platforms and ensure customer insights were quickly shared across teams. Huhtamaki also sought to develop more effective ways of understanding why they won or lost business opportunities.
“Vendavo pushes us to go that extra mile. It’s not just about the pricing, it’s about delivering real value by making sure our sales teams’ work flows smoothly across systems. That seamless connection between platforms helps us stay focused on what matters most: our customers.”
Hanna-Kaisa Desavelle
Commercial Excellence Manager, Huhtamaki
The Solution
Vendavo collaborated closely with Huhtamaki to address these challenges on multiple fronts. We applied a holistic approach, going beyond implementing pricing solutions to focus on delivering real value across Huhtamaki’s systems. Vendavo worked to ensure that sales teams’ efforts were fully integrated with other systems, streamlining the flow of data and insights. Huhtamaki also examined existing processes for new ways to capture customer feedback and improve internal communication. This helped them realign their systems and ensure all efforts supported their global growth strategy.
The Results
Partnering with Vendavo yielded significant improvements for Huhtamaki in both system connectivity and user adoption. Huhtamaki saw a stronger integration between sales processes and other internal systems, enabling better feedback loops and a more informed approach to customer relationship management. Sales teams were able to more effectively capture and share insights, contributing to an overall increase in value delivery across Huhtamaki’s global operations. The collaborative relationship with Vendavo also empowered Huhtamaki to continuously challenge and refine its strategies, ensuring long-term success.
“It’s always important to question whether we’re on the right path. Vendavo brought that external perspective we needed to ensure we weren’t just following the status quo. Their guidance helped us set the right course and drive long-term success.”
Kati Ilkka
Senior Pricing Manager, Huhtamaki
Fireside Chat with Kati Ilkka
In this Fireside Chat from Vendavo’s Growth + Profitability Summit 2023 in Stockholm, Thrudur Starradottir, Customer Success Manager at Vendavo, talks with Kati Ilkka, Senior Pricing Manager at Huhtamaki Fiber Foodservice, about how to remove silos from organizations, current trends in pricing and sustainability, and the importance of getting organizational support for pricing transformation projects.
Overview
Founded in 1920, Huhtamaki is a global leader in sustainable packaging solutions, specializing in products for food and drink packaging. With operations in over 35 countries, Huhtamaki delivers innovative, eco-friendly packaging solutions to leading brands worldwide. Through their extensive portfolio of paper, fiber, and plastic packaging products, Huhtamaki serves millions of customers, all while driving sustainability and innovation at the core of their operations.
Fast Facts
Website: www.huhtamaki.com
Vedavo Products: Vendavo Pricepoint, Profit Analyzer, Intelligent CPQ, Margin Bridge Analyzer
Industry: Packaging
Region: Global
Employees: 19,000+