In pilotDistribution-led companyDistributionCommercial OperationsAI-Native Workflows

Route-to-market digital mapping and an S&OP rhythm that holds.

A route-to-market digital layer designed to improve field-force productivity, reduce cost-to-serve, and connect plant, distributor and retail decisions to the same operating numbers.

−20%Cost to serveIn pilot
4 h → 30 minField administration workIn pilot
+23%Revenue per headIn pilot
<5%Stock-outs across plant, distributor and retailIn pilot

Pilot readings, Q3 2026. Figures are interim and may change as rollout expands.

Context

A distribution-led business sold through a field force, distributor partners and retail outlets. Plant, distributors and retail each planned against their own numbers, and field representatives spent a large share of the day on administration rather than selling.

Mission

Map the route to market digitally, rebuild the field administration workflow with AI in the loop, and install a sales and operations planning (S&OP) rhythm that puts plant, distributor and retail decisions on the same operating numbers.

What changed

  • Cost to serve fell by around a fifth during the pilot period.
  • Field administration work per representative moved from about four hours to about thirty minutes.
  • Revenue per field representative rose by around a quarter.
  • Stock-outs across plant, distributor and retail held below five per cent.

Evidence

Evidence note

Status
In pilot
Evidence classes
In pilot
Disclosure
Client identity withheld. Pilot is ongoing.
Note
In-pilot readings from a limited rollout. Other factors in the period may also have contributed, so the figures are not presented as caused by the pilot alone.

What remained with the client

  • The digital route-to-market map
  • The S&OP calendar and decision meeting
  • The rebuilt field administration workflow, operated by the field team
  • The shared operating numbers used by plant, distributor and retail

Next case study

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Delivered engagement. Numerical performance has been withheld at the client's preference for data privacy.

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